Senior Sales Manager – Immunohistochemistry

This is a fully remote position, open to applicants in California.

📋 Description

• Direct regional sales initiatives to meet quarterly and yearly revenue, sales distribution, profitability, and market share objectives within the Immunohistochemistry portfolio.

• Cultivate and guide a high-performing team of sales representatives and specialists by setting performance standards, providing coaching, engaging in field activities, and implementing commercial operational strategies.

• Recruit, onboard, develop, and maintain top commercial talent.

• Enhance skills in territory planning, strategic selling, sales funnel management, customer engagement, and competitive conversion efforts.

• Promote the utilization of Salesforce.com, conduct funnel reviews, manage forecasting processes, and leverage DBS commercial tools.

• Establish and nurture senior-level relationships with key customers across strategic accounts.

• Collaborate with Applications, Service, Marketing, Commercial Operations, and other business partners.

• Interpret market trends, competitive factors, customer insights, and regional information into growth strategies and leadership recommendations.

⛳️ Requirements

• Bachelor’s degree along with 5+ years of experience in sales leadership or equivalent commercial background.

• Previous experience in people leadership or sales management, which includes coaching, performance oversight, talent development, and team accountability.

• Experience in capital sales, contract negotiations, high-level selling, or selling within a matrixed organization.

• Proven capability to lead through influence among customers, direct reports, cross-functional teams, and senior stakeholders.

• Familiarity with Salesforce.com or another CRM system to manage sales funnel, forecasting, customer interactions, and business performance.

• Willingness to travel 50-75% of the time.

• A valid driver’s license is required.

• Ability to travel overnight for territory coverage and/or corporate meetings.

• Preferred: Experience in diagnostics, life sciences, pathology, medical devices, or laboratory workflows.

• Preferred: Background in immunohistochemistry, histology, reagents, consumables, or capital equipment sales.

• Preferred: Experience in leading commercial teams through transformations, market expansion, competitive displacement, or portfolio growth initiatives.

🏝️ Benefits

• Sales Incentive Compensation (SIC)

• Paid time off

• Medical insurance

• Dental insurance

• Vision insurance

• 401(k)

• Flexible remote working options for eligible positions

• Remote work from home