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Territory Sales Manager

2 months ago

Pasco, Washington, United States PacBio Full time
About the Role

PacBio is seeking a highly skilled Territory Sales Manager to join our team. As a key member of our sales organization, you will be responsible for driving revenue growth and expanding our presence in the life sciences market.

Key Responsibilities
  • Sales Performance: Directly responsible for revenue growth from sales of PacBio instruments and consumables in the defined territory.
  • Account Management: Exceed annual and quarterly sales objectives while building a sufficient pipeline of future opportunities to ensure ongoing territory growth.
  • Business Development: Qualify and develop new opportunities within the territory while utilizing account management and relationship building skills to cultivate the existing customer base.
  • Sales Strategy: Develop territory-specific sales plans, coordinate field teams, and execute strategies to achieve commercial objectives.
  • Relationship Building: Establish and build relationships with key decision makers and economic buyers.
  • Collaboration: Work cooperatively with various departments within the organization to ensure that product capabilities, advantages, and advancements are effectively communicated to the customer base.
  • CRM Management: Utilize a CRM system according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal personnel.
Requirements
  • Experience: Significant capital equipment sales and territory management experience is required.
  • Education: Minimum 3 years or equivalent direct sales experience selling into the life sciences and/or clinical research markets required. Experience with genomics products preferred.
  • Skills: Understanding of complex sales and purchasing processes, ability to influence customer buying decisions, and navigate high-value orders through complex organizations.
  • Personal Qualities: Competitive nature and proven track record of consistent sales achievement and territory growth.
  • Travel: Role will require a home office and 50% travel at a minimum.
Preferred Qualifications
  • Scientific Knowledge: Strong understanding of scientific applications and technology developments as they relate to customer requirements in target market segments.
  • Collaboration: Ability to work both independently and cooperatively with others.
  • Communication: Proficiency working at the highest levels within customer organizations is critical (President/CEO, CTO/CSO, and CFO and other key influencers).
  • Public Speaking: Strong public speaking skills with the ability to handle objections and communicate both technical and business arguments.
  • Network: Highly networked with experience managing accounts in the defined geography strongly preferred.