Reagent Sales Associate - Medical - Bay Area, CA

About the role

HORIBA is looking to hire a Reagent Sales Associate in the Bay Area, CA and surrounding area. This role drives company success by promoting and selling clinical diagnostic reagents to customers including hospital and physician labs, academic and research institutions, and distribution partners. The position requires 2–5 years of experience in sales techniques to grow current accounts, build and strengthen customer relationships, and identify new business opportunities. Reagent Sales Associates also provide customers with technical support and training.

Responsibilities

• Achieve sales goals by developing strong and lasting relationships with current and prospective clients, growing reagent sales within a territory.
• Gain customer trust by becoming a subject matter expert in the portfolio of reagents, allowing you to confidently assess specific customer needs and offer relevant solutions.
• Independently develop and manage customer relationships across all applicable market segments within the assigned territory.
• Identify new business opportunities and support growth and retention of existing reagent business.
• Manage sales opportunities through the established sales process, including prospecting, needs assessment, quotations, negotiation within established guidelines, closing, and follow-up.
• Maintain an active sales pipeline and accurate CRM documentation.
• Develop and maintain a reliable territory forecast and communicate changes, risks, and opportunities to management.
• Exercise sound judgment within established company procedures, policies, pricing guidelines, and commercial practices.
• Make recommendations regarding sales strategies, customer needs, product opportunities, and competitive situations.
• Develop a strong working knowledge of HORIBA products, applications, laboratory workflows, and competitive positioning.
• Provide technical sales support within the scope of training and experience and appropriately engage internal technical resources when needed.
• Collaborate with distribution partners and internal teams to support customer opportunities and territory growth.

Requirements

• Bachelor’s degree in science, healthcare, or business-related fields.
• 2–5 years of relevant sales experience, particularly in medical, clinical lab, pharmaceutical, or medical equipment.
• Ability to successfully and independently manage day-to-day sales activities within an assigned territory.
• Knowledge of sales processes, customer care principles, marketing, and negotiation techniques.
• Strong ability to absorb and retain technical information related to clinical diagnostics, including lab practices, procedures, and instrumentation.
• Demonstrated skills with time management, organization, and self-motivation in a field-based role.
• Strong entrepreneurial spirit, ready to take on new challenges and learn new skills.
• Excellent verbal and written communication skills with the ability to build and maintain relationships via in-person meetings, phone, video calls, and email.
• Ability to consistently maintain professional conduct at all times.
• Willingness and ability to travel up to 75% (depending on territory).
• Valid driver’s license and passport (or ability to obtain one).

Preferred Qualifications

• Working knowledge of distribution channel sales, healthcare account management, product marketing.
• Working knowledge of one or more areas within laboratory diagnostics, such as clinical chemistry, immunology, toxicology, pathology/histology, microbiology, point-of-care testing (POCT), or laboratory automation systems.
• Working knowledge of CRM systems (Salesforce experience is a strong plus).
• Prior exposure to clinical lab settings or working with medical device products.

Benefits

• $75K base salary plus target incentive pay that can exceed $125K+.
• Company car provided.
• Competitive benefits package including a 401(k) plan with 100% match up to 5%.
• Employee group dental, vision, life, and disability insurance (short and long-term) paid for by the company.
• Medical insurance, family dental and vision insurance, and supplemental life insurance available with reasonable employee contributions.
• Employee assistance program.
• 11 paid holidays, 3 weeks of vacation accrual, and sick time.
• Flexible spending account.
• Educational reimbursement.