Territory Sales Manager, West Coast – Analytical Instrumentation

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

📋 Description

• Propel profitable expansion and enhance PAC’s market footprint in California and Nevada.

• Formulate and implement strategic territory plans aimed at sustainable revenue increase and greater market presence.

• Identify, evaluate, and secure opportunities related to analytical instruments, software, service agreements, training programs, and aftermarket services.

• Foster growth within current accounts while establishing new customer relationships.

• Oversee opportunity planning, forecasting, account evaluations, and pipeline management.

• Act as a trusted advisor to stakeholders in laboratories, operations, engineering, maintenance, procurement, and executive roles.

• Develop strategic account plans that align with customer objectives.

• Guide clients through the complete sales journey, ensuring an outstanding customer experience.

• Align PAC solutions with quantifiable business and operational goals of customers.

• Organize demonstrations, evaluations, site visits, technical assessments, and customer workshops.

• Collaborate with Applications Specialists, Service teams, and internal experts to ensure effective implementation and customer satisfaction.

• Keep an eye on industry trends, competitive movements, customer requirements, and market changes.

• Create demand through prospecting, networking, marketing efforts, trade shows, webinars, and participation in industry associations.

• Represent PAC during customer meetings, conferences, seminars, and industry events.

• Provide market insights and customer feedback to Product Management, Marketing, Service, and Leadership teams.

• Maintain precise records of customers, opportunities, activities, forecasts, and installed base information in CRM systems.

• Utilize CRM and sales analytics tools for effective territory planning and forecast precision.

• Document strategies for accounts, progression of opportunities, customer interactions, and subsequent steps.

• Identify opportunities for upgrades, cross-selling, aftermarket growth, and lifecycle management.

⛳️ Requirements

• Bachelor’s degree in Chemistry, Engineering, Business, or a related technical field is preferred.

• Equivalent combinations of education, industry experience, technical skills, and proven sales success will be taken into account.

• A minimum of three years of experience in analytical instrumentation, laboratory equipment, technical sales, industrial sales, process analytics, or similar fields is preferred.

• Demonstrated success in cultivating strategic customer relationships and increasing territory revenue.

• Strong consultative selling and account management skills.

• Capability to engage with technical users as well as executive decision-makers.

• Business acumen to articulate value, ROI, and customer outcomes effectively.

• Experience in managing sales opportunities using a CRM system.

• Excellent organizational, planning, and forecasting abilities.

• Proficient in Microsoft Office applications and CRM platforms.

• Experience with ERP systems is advantageous.

• Willingness to travel overnight approximately 40% of the time.

• Ideally located in the Los Angeles or San Francisco Bay area.

• Inquisitive, technically inclined, and eager to learn new technologies and applications.

• Strong skills in relationship-building and consultative communication.

• Ability to work independently while collaborating across various functions.

🏝️ Benefits

• 401(k) plan with immediate 100% vesting on company contributions.

• Comprehensive health, vision, and dental insurance coverage.

• Health Savings Accounts (HSA) available.

• Employee Assistance Program (EAP) offered.

• Educational reimbursement support.

• Competitive paid time off program.

• Opportunities for professional growth.

• Work with cutting-edge analytical instruments and technologies.

• Collaborate with industry-leading customers and technical experts.