Sales Manager - Caribbean

EMSI, Inc.; Philadelphia (Philadelphia County); On-site; USD 90,000 - 140,000; Full time

Job summary

EMSI, Inc. is seeking an Electrical Distribution professional to grow our Caribbean business from our Philadelphia headquarters.

This role focuses on opening distributor partnerships, expanding product lines and converting opportunities into profitable, repeatable sales, with international travel 20–30%. The successful candidate will combine B2B sales experience with channel development skills, technical product curiosity and disciplined follow-through.

Qualifications

• Minimum 5 years of B2B sales experience.
• International sales experience with cross-border customers or partners.
• Minimum 2 years selling through electrical distributors or indirect channels.
• Experience with electrical manufacturers/distributors or manufacturers’ representatives preferred.
• Fluent written and spoken English; Spanish/French/Dutch are a plus.

Responsibilities

• Develop a Caribbean territory strategy with 12–24 month plans and measurable sales/margin objectives.
• Identify, qualify, and secure new electrical-distributor and indirect-channel partnerships.
• Own the full sales cycle: prospecting, needs discovery, quoting, negotiations and closing.
• Grow accounts through regular contact, planned territory visits and post-sale support.
• Deliver technical sales support, product presentations and demonstrations; coordinate with manufacturer teams.
• Manage pricing, credit, inventory, lead times and export documentation.
• Maintain CRM records, forecasts and action plans; report on revenue and margins.
• Coordinate with EMSI leadership and manufacturers on priorities and customer requirements.
• Track market opportunities, competitors and customer needs across Caribbean markets.

Skills

B2B sales

international sales

channel development

account management

CRM experience

technical product knowledge

english fluency

travel coordination

Education

Bachelor's degree in engineering, business or related discipline

Tools

NetSuite CRM

Windows-based tools

Job description

Electrical Distribution | Individual Contributor

Location: EMSI headquarters, Philadelphia, PA — fully office-based; no remote or hybrid arrangement

Territory: Caribbean

Reports to: Vice President of Sales and Marketing

Employment: Full-time

Travel: Regular international travel throughout the Caribbean, approximately 20–30% of the time

About EMSI

Founded in Philadelphia in 1980, EMSI is a U.S.-based international manufacturers’ representative and export management company. We act as an extension of manufacturers producing high-quality electrical and electro‑mechanical products in the United States and Canada, helping them reach distributors, contractors, OEMs and end users in international markets.

Our portfolio spans conduit and fittings, wire and cable, cable‑management systems, grounding and lightning protection, signaling equipment, and products for utilities. We combine market knowledge, technical credibility and long‑standing channel relationships to build sustainable international sales.

The Opportunity

We are seeking a Sales Manager to grow EMSI’s business across the Caribbean from our Philadelphia headquarters. This role emphasizes new business development: opening accounts, building electrical‑distributor partnerships, creating demand and converting opportunities into profitable, repeatable sales while expanding existing customer relationships.

The successful candidate will combine international sales experience with channel‑development skills, technical curiosity and disciplined follow‑through. This is an individual‑contributor position with ownership of territory growth. All non‑travel work is performed at our Philadelphia office; no remote or hybrid arrangement is available.

Success Profile

• Entrepreneurial ownership: Builds a clear territory plan, takes initiative and pursues opportunities independently while remaining accountable to the team.
• Trusted‑advisor credibility: Builds confidence with distributor owners, purchasing teams, engineers and end users through product knowledge, reliability and clear communication.
• Commercial tenacity: Qualifies opportunities, addresses objections, secures commitments and closes profitable business with persistent follow‑through.
• Relationship agility: Adapts to different cultures and buying practices, including corporate purchasing structures and smaller owner‑led businesses.
• Technical curiosity and accountability: Learns product applications, coordinates practical support, maintains an accurate pipeline and delivers on commitments.

Key Responsibilities

• Caribbean territory strategy: Build and execute a 12- to 24-month plan prioritizing markets, product lines, distributor targets and customer segments, with measurable sales and margin objectives.
• Channel and market development: Identify, qualify and secure new electrical‑distributor and indirect‑channel partnerships. Strengthen existing partners and develop demand with contractors, OEMs, utilities and industrial end users.
• Full sales‑cycle ownership: Lead prospecting, needs discovery, technical positioning, quotations, negotiation and closing, then develop first orders into repeat business.
• Account growth: Expand product‑line penetration through regular customer contact, planned territory visits, joint sales calls, training and dependable post‑sale follow‑through.
• Technical sales support: Deliver product presentations and application discussions, coordinate demonstrations and work with manufacturer teams to resolve technical questions.
• Commercial management: Exercise sound judgment on pricing, margin, credit, inventory, lead times and customer commitments. Coordinate export documentation, shipping requirements and order execution with the appropriate teams.
• Pipeline and performance management: Maintain current CRM records, forecasts and action plans. Report on new business, conversions, sales, margins and competitive developments.
• Manufacturer and internal coordination: Work with EMSI leadership, sales support and represented manufacturers on territory priorities, quotations, availability and customer requirements.
• Market intelligence: Track competitors, project opportunities, specifications, import considerations and customer needs across Caribbean markets.

Candidate Profile

• Minimum 5 years of B2B sales experience required; additional experience is a plus.
• International sales experience required, including working with customers or channel partners across borders.
• Minimum 2 years of direct experience selling through electrical distributors or developing indirect sales channels required; additional relevant experience is a plus.
• Experience with an electrical manufacturer, distributor or manufacturers’ representative is strongly preferred. Caribbean market experience and established distributor relationships are advantages.
• Proven ability to open accounts, develop channels and convert opportunities into purchase orders, repeat business and measurable revenue.
• Understanding of distributor economics, including pricing, margin, credit, inventory, lead times and the practical requirements of international trade.
• Bachelor’s degree in engineering, business or a related discipline, or equivalent practical experience. Ability to learn and explain technical product applications.
• Professional fluency in spoken and written English required. Spanish proficiency is a plus; French or Dutch language skills are additional advantages.
• Comfort with Windows‑based business tools and disciplined CRM use; NetSuite experience is a plus.
• Ability to work full‑time at EMSI’s Philadelphia headquarters and travel internationally throughout the territory.

Why Join EMSI

Shape EMSI’s Caribbean growth, represent a broad portfolio of U.S.- and Canadian‑manufactured electrical products, and work directly with experienced international sales and manufacturer teams. The role offers territory ownership and a competitive compensation package with performance‑based incentives tied to profitable growth.