Territory Account Manager – Western Region at AEM in San Diego, CA

Description

Organizational Overview 

AEM, headquartered in San Diego, California, is a portfolio company of Industrial Growth Partners (IGP), a private equity firm focused exclusively on middle-market industrial manufacturing and niche services businesses. Through its industry leading brands, AEM, Renaissance Electronics, and Central Semiconductor, AEM serves niche applications across a diverse array of attractive markets including satellite, aerospace, defense, industrial, medical, EV/Battery, and telecom. 

Position Summary 

The Territory Account Manager owns a defined portfolio of non-strategic customer accounts and is responsible for growing pipeline and bookings across all supported OpCos. The role focuses on uncovering new business opportunities, driving new product adoption, securing design-ins on new programs, and winning new logos within the Western territory. The Territory Account Manager manages all leads in their territory from first touch through opportunity closure, working in our sales tech stack to ensure every qualified lead and opportunity is followed up with urgency and converted to closed-won.

Essential Duties & Responsibilities: 

• Own a portfolio of non-strategic small and medium sized business accounts across supported OpCos and grow revenue within the western territory.
• Manage all leads in the western territory from first touch through opportunity closure in Salesforce and Salesloft, ensuring every qualified lead is worked to a clear outcome.
• Build and execute territory growth plans focused on cross selling new products, winning placement on new programs, and landing new logos.
• Identify and build relationships with key decision makers in engineering, applications, supply chain, and purchasing to secure design ins and preferred vendor positioning for AEM.
• Keep all sales tech stack data (leads, contacts, accounts, opportunities, and pipeline) accurate and up to date and provide reliable territory forecasts.
• Partner with internal teams, including engineering, operations, and customer service, to meet customer requirements, resolve issues, and support account growth plans.
• Mentor Inside Sales Representatives on running effective discovery calls for incoming RFQs and cross selling at every customer touchpoint.

Benefits of working with our team: 

• Full-time, exempt position
• Competitive pay based on knowledge, skills, and relevant experience
• Benefits for eligible employees include medical, dental, vision, life insurance, and 401(k) with company match 

Requirements

Minimum Qualifications: 

• Bachelor’s degree and/or relevant sales experience (i.e., inside sales, account management, business development)
• Knowledge of electronic components and a basic understanding of the engineering design process.
• Strong communication skills and ability to explain technical concepts clearly to both highly technical stakeholders and non-technical audiences.
• Highly organized, self-motivated, and a strong planner; able to work effectively with and without support staff.
• Ability to      influence and coordinate people who do not report directly to them, including Inside Sales, Customer Service, operations, engineering, and external reps or distributors.
• Experience working across multiple customer and sales channels, including direct customers, manufacturer representatives, and distribution partners.
• Hands-on experience with Salesforce, Salesloft, and ZoomInfo for day-to-day pipeline, lead management, and reporting.
• Willing to adjust work hours as needed to support key customers and international communication across time zones.
• Able to travel periodically to customers and AEM sites (including San Diego) for meetings, reviews, and training as required.

Preferred Qualifications:

• Residence in the Western Region of the US strongly preferred.
• Background in Aerospace & Defense, electronics, or other closely related industrial markets.
• Formal sales training or certifications.