National Sales Manager – United States

Job Summary

Applied Power Technologies, Inc. (APT) is seeking a National Sales Manager who can mentor and develop a growing North American sales organization while managing a portfolio of key strategic accounts. This role is designed for a proven sales leader who understands how to balance leadership responsibilities with direct customer engagement. Approximately 60% of the role will focus on national sales leadership, team development, recruitment, forecasting, and process improvement, while the remaining 40% will focus on customer-facing strategic relationships and business development activities.

The ideal candidate understands the difference between transactional product selling and solution-oriented service sales. This individual will help evolve APT’s sales organization by introducing account management discipline, strengthening sales processes, improving opportunity qualifications, and developing a scalable forecasting structure. A key sales culture to role model for this team will be a systematic combination of hunter and farmer sales styles to support the company’s growth and retention goals.

Why APT

Applied Power Technologies, Inc. (APT) is a leading nationwide systems integrator in the power and energy market. We empower clients with the ability to control their electrical power, energy consumption, cost, and reliability. Since 1994, we have facilitated peak performance for our clients by ensuring critical data is available when needed and electrical issues are resolved proactively.

A healthy work-life balance is essential to our success. We provide a relaxed yet highly focused work environment at APT, fostering employee satisfaction through remote, flexible work hours. Become a part of the APT family today!

APT is committed to a diverse and inclusive workplace. APT is an equal opportunity employer and does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, or age.

Key Responsibilities

Sales Leadership & Team Development

Lead, mentor, and develop the national sales organization with a strong emphasis on coaching, accountability, and professional growth.
Build and implement training programs focused on consultative selling, opportunity management, customer relationship development, and service-based sales strategies.
Set clear performance expectations, sales metrics, and development plans for outside and inside sales personnel and measure them regularly and consistently.
Support a balanced sales culture that combines proactive business development with disciplined account management practices.
Work closely with leadership to align sales objectives with overall company growth strategies.

Recruitment & Organizational Development

Lead recruitment efforts for key commercial roles, including:
- Business Development professionals
- Inside Sales Development Resources
- Sales Operations specialists
Build a culture that incentivizes collaboration between sales hunters and farmers. Enable the sales team to learn from one another, leveraging the strengths of both methodologies to create an inclusive sales process.
Mentor onboarding and integration of new hires to ensure alignment with APT’s culture, sales approach, and operational capabilities.

Strategic Account Management

As an individual contributor, role model the sales culture by managing and growing a portfolio of key strategic accounts.
Develop executive-level customer relationships and identify opportunities for long-term partnership growth.
Coordinate cross-functional support between sales, operations, execution, and support teams.
Mentor the sales team in identifying and quantifying project change orders during execution.
Focus on successful transitions from new customer acquisition to project execution in order to grow revenue and then support strong profit margins via graceful customer handoffs to service and support for long term relationships.
Serve as a senior commercial resource for complex customer opportunities and negotiations.
Maintain a strong market presence and represent APT professionally within target industries and customer organizations.

Sales Process & Commercial Excellence

Standardize APT’s sales process and procedures across the organization and then collaboratively improve every aspect of the customer journey.
Implement opportunity scoring, qualification standards, and pipeline management discipline.
Introduce structured account planning and territory management processes.
Improve CRM utilization, reporting accuracy, and visibility into sales activities and performance.
Develop forecasting methodologies that provide reliable visibility into bookings, pipeline health, and projected revenue.
Create consistent sales review processes and performance reporting standards.
Design balanced incentives for both revenue growth via new customers and strong profit margins with established accounts.

Market & Business Development

Identify growth opportunities within existing and emerging markets.
Support strategic initiatives related to geographic expansion and services offering growth.
Maintain a strong understanding of market trends, competitive positioning, and customer needs.
Collaborate with leadership to develop go-to-market strategies aligned with APT’s service capabilities and long-term objectives.

Job Requirements (Non-Technical/Interpersonal)

Understand the problems of our customers and our business, and the solutions APT offers to solve those problems.
Experience managing customer expectations and providing valued service while successfully managing risk.
Effective communication skills (written/oral/reading/listening) up and down the organization and outside.
Ability to keep relevant stakeholders informed and build a network of relationships both inside and outside the organization.
Conscientious and committed to a high standard of personal and professional ethics.

Knowledge and Skill Expectations

Strong business acumen and demonstrated skill in integrating and coordinating diverse areas of the business to improve performance.
Effective communication (written/oral/reading/listening)
Commitment to results in a high-performance environment.
Role model commitment to measuring performance.
Experience with construction contracts, especially negotiating terms and conditions.
System integration experience with instrumentation and software.
Experience with recurring revenue business model for ongoing hardware service and software support.
Industrial services, electrical services, power systems, field service, or engineered solutions experience.
Experience supporting estimation, project-based sales, or technical service operations.
Familiarity with growth-stage organizations transitioning from entrepreneurial sales approaches to more structured commercial processes.
Experience managing geographically distributed sales teams.

Minimum Education and Experience Requirements

Minimum 7–10 years of progressive sales experience, including leadership responsibilities.
Proven experience leading industrial, technical, or service-based sales organizations
Strong understanding of solution selling and service-oriented business models versus pure product sales environments.
Demonstrated success managing strategic accounts while leading a broader sales team.
Experience recruiting, developing, and mentoring sales professionals.
Strong understanding of sales process development, CRM systems, forecasting, and pipeline management
Experience implementing opportunity qualification methodologies and structured account management practices.
Excellent communication, presentation, negotiation, and leadership skills
Ability to travel as required to support customers, sales teams, and business development initiatives.
A technical bachelor’s degree in a related field, with a business management graduate degree preferred.

Compensation & Benefits

The position is classified as full-time, flexible hours, targeting ~40 hours per week.
Salary commensurate with experience. Full-time salaried exempt position (range based on experience)
Bi-weekly pay
Generous benefit package
Performance bonus plan based on a balanced blend of personal, team, and company performance.

Legal

The position is open to U.S. Citizens only due to APT’s work at National Labs.
Applied Power Technologies, Inc. is an equal-opportunity employer.
Valid Driver’s License with excellent driving record required.
A drug and alcohol test will be required as a condition of employment.

Please submit your resume via email to hiring@apt4power.com for consideration.