Regional Sales Manager (Northeast US)

Thorlabs; Newton (NJ); On-site; USD 112,000 - 155,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Company paid life insurance

Generous PTO package

401(k) plan

Tuition reimbursement

Job summary

Thorlabs in Newton, NJ seeks a Regional Sales Manager to drive OEM and Key Account growth in the photonics market. You’ll lead opportunity qualification and coordinate with Solutions Engineers and PMs to deliver custom solutions from concept to completion.

The role requires a minimum of 3 years in technical sales or key account management in photonics, a BS in a related field, and strong communication while traveling 50%+. US citizenship or permanent residence is required for ITAR work.

Qualifications

• 3+ years of experience in technical sales and/or key account management, preferably with OEM accounts and/or in the photonics industry.
• BS in a Photonics related field (Physics, Engineering, BioPhotonics, etc.) or equivalent experience. Advanced technical degree preferred.
• Demonstrated knowledge of sales strategies and CRM tools; strong communication and organization skills.

Responsibilities

• Identify new opportunities and markets for the Thorlabs OEM team and catalog products and custom solutions.
• Qualify customer technical needs and lead internal team to deliver on projects.
• Manage OEM and Key Accounts; be the customer’s advocate and negotiate terms.
• Coordinate with Project Managers, Solutions Engineers, and Sales Coordinators to deliver custom solutions.
• Provide accurate sales forecasting and contribute to regional growth strategies.

Skills

Technical sales

Key account management

Customer-centric

Communication skills

Organization

Attention to detail

English fluency

Education

BS in Photonics related field

Advanced technical degree preferred

Tools

Microsoft Dynamics

CRM

Microsoft Office

Job description

At Thorlabs, we design and manufacture components, instruments, and systems that transform the world by identifying, enabling, and accelerating key photonics (i.e., light-based) technologies. Backed by a dedicated workforce of more than 3,000 employees worldwide, Thorlabs contributes to cutting-edge research and real-world innovation.

Whether you're early in your career or bringing years of experience, you’ll find opportunities to grow, take ownership, and make meaningful contributions from day one. We know every employee brings unique talents and perspectives that fuel our success, and we seek driven individuals who are excited to make an impact in a fun, fast-moving culture.

A Regional Sales Manager at Thorlabs is an exciting, high-visibility role combining interpersonal communication and relationship-building skills along with technical aptitude and presence. Regional Sales Managers are responsible for developing and maintaining relationships with OEM customers and Key Accounts in the assigned geographic region. A primary focus of this position is new business generation, including lead qualification and solution development across the photonics industry.

Activities include frequent communication with the customer (specifications, pricing, product availability, services, etc.), contract negotiation, and coordination of design and manufacturing resources for custom solutions. Key to this role is close engagement with the various business units and entities across the global Thorlabs organization representing extensive manufacturing capabilities.

Although the position reports into Newton, NJ, from time to time it may be required to undertake duties at other Thorlabs locations.

Essential Job Functions

include the following, but are not limited to:

• Identify new opportunities and new markets for the Thorlabs OEM team representing Thorlabs catalog of over 22,000 products as well as complete custom solutions and capabilities.
• Qualify and understand OEM customer technical needs (physics/engineering background required, optics/laser expertise preferred) to lead internal team of experts to deliver on OEM customer projects.
• OEM and Key Account Management
  • Dedicated point of contact for the customer.
  • Ensure that products and services meet or exceed customer expectations.
  • Handle all negotiations with OEM customers and Key Accounts.
  • Be the customer’s advocate within Thorlabs.
• Work with OEM Project Managers, Solutions Engineers, and Sales Coordinators to provide customers with custom solutions from project conception to project end–of-life strategies.
• Provides accurate sales forecasting to Industrial Sales Manager and helps define sales growth strategies for the region and specific target market growth.
• Provides market feedback to R&D and MarCom groups.
• Regular travel to customer facilities, industry trade shows, and Thorlabs locations. 30-50% travel is typical.
• Manage and maintain pipeline and opportunities in CRM.

In addition to the essential functions and duties listed above, all positions are also responsible for:

• Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures.
• Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.

The Company retains the right to change or assign other duties to this position.

Physical Activities:

This position requires the ability to occasionally lift office products and supplies, up to 25 pounds.

Qualifications

Experience:

• Minimum 3 years of experience in technical sales and/or key account management, preferably with OEM accounts and/or in the photonics industry.

Education:

• BS in a Photonics related field (Physics, Engineering, BioPhotonics, etc.) or equivalent experience. Advanced technical degree preferred.

Specialized Knowledge and Skills:

• Creative application of sales and business development strategies for lead generation.
• Demonstrated experience in Microsoft Dynamics, CRM, Microsoft Office (Excel, Word, Outlook, PowerPoint) and communication tools.
• Highly organized. Able to plan and coordinate activities within the assigned sales region including planning travel, customer visits, organizing small trade shows, etc.
• Excellent attention to detail.
• Strong communication skills.
• Works well independently or as part of a team.
• Reads, writes, and speaks English fluently.
• Able to perform under tight deadlines and time constraints.
• Demonstrated experience in a customer-centric environment.

Salary range for this position is $112,000 - $155,000 depending on experience

Other:

• Travel is expected >50%.
• US citizenship or permanent residence required to work on ITAR projects.

Thorlabs values its diverse environment and is proud to be an Equal Employment Opportunity/Affirmative Action employer. All qualified individuals will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status. Job descriptions are not intended as and do not create employment contracts. The organization maintains its status as an at-will employer. Employees can be terminated for any reason not prohibited by law.

Thorlabs offers a complete benefits package that includes medical, dental and vision insurance, company paid life insurance, a generous PTO package, a 401(k) plan, and tuition reimbursement just to name a few..