North America Commercial Sales Manager

Times Microwave Systems; Northern (KY); Hybrid; USD 83,000 - 124,000; Full time

Job summary

Times Microwave Systems seeks a results‑driven North America Commercial Sales Manager to lead the sales organization across North America for Times Microwave Systems and its family of companies, including Micro-Coax, Intelliconnect, and EZ Form. This role executes the NA commercial strategy to drive revenue above market growth and expand market share, winning designs early in the product cycle.

The ideal candidate is a collaborative, customer‑focused leader with strong people development and

Qualifications

• 8-12 years of progressive technical sales experience in RF/microwave or related markets.
• 3-5 years of successful sales leadership experience managing remote technical sales teams.
• Experience selling to OEM engineering organizations through consultative, design-in sales processes.

Responsibilities

• Execute the North American commercial strategy with a focus on Test & Measurement, Semiconductor/ATE, Space, Robotics, Quantum, and Telecom markets.
• Deliver annual revenue, bookings, market share, and profitability targets through territory and business planning.
• Identify new market opportunities, competitive threats, and strategic growth initiatives.
• Lead Territory Sales Managers and Inside Sales with clear performance expectations and accountability.
• Build a culture of collaboration, customer focus, continuous improvement, and commercial excellence.
• Lead the monthly North America Pipeline Review and Forecast Meeting and ensure disciplined opportunity qualification and forecasting.
• Drive CRM utilization and monitor forecast accuracy, pipeline coverage, and quote conversion.
• Ensure timely follow-up on customer opportunities and quotations.
• Champion an engineering-first, consultative sales process focused on early design-ins.
• Partner with Field Application Engineering, Product Management, and Engineering to increase design wins and leverage product portfolios.
• Coach Territory Sales Managers in developing strategic account plans for key OEM customers.
• Support global account initiatives with the Global Commercial Sales Director and drive coordinated strategies.
• Lead performance and development of independent manufacturers' representatives across North America.
• Strengthen channel coverage and productivity by identifying new partnerships and addressing underperforming representation.
• Coordinate with Global Distribution Manager on distribution partner strategy and performance.

Skills

Leadership

Strategic selling

Customer focus

Forecasting

Education

Bachelor's degree in Business or Engineering

MBA preferred

Tools

Salesforce

Microsoft Dynamics

Job description

FLSA: Hourly

The North America Commercial Sales Manager leads the commercial sales organization across North America for Times Microwave Systems and its family of companies, including Micro-Coax, Intelliconnect, and EZ Form. This role is responsible for executing the North American commercial strategy to drive revenue above market growth, expand market share, increase engineering design wins, and build a high-performing sales organization. Success requires a collaborative, customer-focused leader with strong people development, commercial execution, and technical sales capabilities.

Essential Duties and Responsibilities

Commercial Leadership

• Execute the North American commercial strategy in alignment with global growth objectives, with a focus on Test & Measurement, Semiconductor/ATE, Space, Robotics, Quantum, and Telecom markets.
• Deliver annual revenue, bookings, market share, and profitability targets through effective territory and business planning.
• Identify new market opportunities, competitive threats, and strategic growth initiatives.
• Partner with Engineering, Field Application Engineering, Product Management, Project Management, Operations, Supply Chain, Marketing, Customer Service, and Finance to improve commercial execution, forecast accuracy, customer satisfaction, and profitable growth.

Sales Leadership & Talent Development

• Lead, coach, and develop Territory Sales Managers and Inside Sales, establishing clear performance expectations, measurable objectives, and accountability.
• Build a culture of collaboration, customer focus, continuous improvement, and commercial excellence.

Sales Execution & Pipeline Management

• Lead the monthly North America Pipeline Review and Forecast Meeting and ensure disciplined opportunity qualification, pipeline management, and forecasting.
• Drive consistent CRM utilization and monitor forecast accuracy, pipeline coverage, quote conversion, and sales cycle performance.
• Ensure timely follow-up on customer opportunities and quotations.
• Champion an engineering-first, consultative sales process focused on influencing customer designs early in the product development cycle.
• Partner with Field Application Engineering, Product Management, and Engineering to increase design wins, accelerate new business, and leverage the full Times Microwave Systems, Micro-Coax, Intelliconnect, and EzForm product portfolios.

Strategic Accounts & Channel Leadership

• Coach Territory Sales Managers in developing strategic account plans for key OEM customers and personally engage in executive-level customer meetings and high-value opportunities.
• Support global account initiatives in partnership with the Global Commercial Sales Director and drive coordinated strategies to increase customer share of wallet.
• Lead the performance and development of independent manufacturers' representatives across North America, including quarterly business reviews, performance expectations, and accountability.
• Strengthen channel coverage and productivity by identifying opportunities for new partnerships and addressing underperforming representation.
• Coordinate with the Global Distribution Manager on distribution partner strategy and performance.

Organizational Responsibility

• Territory Sales Managers and Inside Sales
• Independent Manufacturers' Representatives
• Distribution Partners in alignment with the Global Distribution Manager

Qualifications/Requirements

• Bachelor's degree in Business, Engineering, or a related discipline, MBA preferred
• 8-12 years of progressive technical sales experience in RF/microwave, electronics, cable assemblies, connectors, interconnects, or related industrial technology markets.
• 3-5 years of successful sales leadership experience managing remote technical sales teams.
• Demonstrated success selling to OEM engineering organizations through a consultative, design-in sales process.
• Experience leading geographically dispersed sales organizations and managing manufacturers' representatives and distribution partners.
• Ability to travel approximately 50-60% throughout North America.

• Experience with RF/microwave cable assemblies or related interconnect technologies preferred
• Experience with Salesforce, Microsoft Dynamics, or similar CRM platforms a plus.
• Experience serving aerospace, industrial, semiconductor, medical, telecommunications, Test & Measurement, or space markets preferred.

Times Microwave Systems is an equal opportunity employer M/F/D/V.