Territory Account Manager, IEI, East China

Shanghai
Permanent
Full-time

21 days ago

At Panduit, we don’t just offer a job – we offer a career where your contributions directly impact our customers, the environment and our company’s success. You’ll have the opportunity to grow, innovate, and be a part of an inclusive team that celebrates both individual and collective achievements. If you’re ready to elevate your career and help us deliver exceptional experiences to our customers, apply today and make your mark with Panduit! The Territory Account Manager II is responsible for promoting company product or services and achieving quota. Has a higher quota, more complex account base that he/she manages in a specific territory. Leads the business planning, manages account activity to expand wallet share and has a clear understanding of how to move through the business cycle effectively. Builds strategic rather than transactional relationships and executes the commercial process within the partner ecosystem. Works independently and looks to the manager to help in coaching to strengthen position in an account, leverage for higher level meetings, and provides insight into new accounts that should be penetrated. Provides guidance to others at times.Responsibilities:

Drive IEI revenue growth in East China by targeting BESS (Battery Energy Storage Systems), Energy, and AI market OEM customers. Continuously identify, qualify, and pursue new prospects, expand business within named accounts, and maintain a healthy sales pipeline with timely updates in CRM.
Develop and execute account plans focused on OEM customers in energy storage, renewable energy, and AI-related manufacturing sectors that align with Panduit’s profile and demonstrate potential for repeatable, profitable business.
Build and maintain strong executive and technical-level relationships with key OEM clients, positioning Panduit as a trusted partner through consultative engagement and value-based solution selling.
Conduct customer visits and technical presentations to assess OEM design requirements, understand production processes, and propose tailored industrial electrical solutions (e.g., cable ties, terminals, grounding systems, wire management) aligned with BESS, energy, and AI equipment standards.
Collaborate cross-functionally with internal teams (Supply Chain, Pricing, Logistics, Customer Service, Finance, and Marketing) to ensure seamless solution delivery and technical support for OEM integration.
Monitor market trends in BESS, energy, and AI equipment manufacturing, track competitor offerings, and provide insights to refine positioning and drive Panduit’s differentiation in these fast-growing segments.
Manage opportunity progression from design-in at OEMs to full-scale production wins, ensuring Panduit products are specified and adopted in customer BOMs and long-term projects.
Resolve customer issues promptly, ensuring high satisfaction and repeat engagements, while cultivating long-term partnerships with key OEM decision-makers.
Document account strategies, design-in progress, sales forecasts, and pursuit plans to track project lifecycles and align with IEI business growth targets.
Support strategic planning to penetrate emerging OEM segments in energy storage and AI, aligning activities with company objectives and addressing resource needs.

Requirements:

Bachelor’s degree in Electrical Engineering, Industrial Automation, or related field preferred.
At least 5 years of proven sales experience in industrial electrical or OEM-focused markets, ideally serving energy storage, renewable energy, or AI equipment manufacturers.
Strong understanding of OEM sales cycles, from design-in to production ramp-up, and familiarity with BESS and energy market requirements.
Experience with industrial electrical solutions, including cable management, grounding/bonding, wire termination, and panel accessories.
Demonstrated consultative selling skills, capable of developing design-in specifications and solution proposals tailored to OEM requirements.
Proven “hunter” mentality with a record of securing design-in wins and meeting or exceeding sales targets in OEM-driven markets.
Excellent communication and presentation skills to engage with engineering, procurement, and executive stakeholders.
Ability to penetrate OEM organizations across engineering, sourcing, and operations to drive Panduit specification and standardization.
Strong deal management and project tracking skills, able to manage complex OEM sales cycles and coordinate internal resources for successful execution.
Self-motivated, independent, and capable of driving growth in high-potential, emerging OEM segments such as BESS, energy, and AI markets.
Fluent in both written and spoken English, and proficient in MS Office.

Work Shift Day (China)

Panduit

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