Territory Sales Manager

About us

Based in Cambridge, UK, SPT Labtech makes products that transform the way scientists work. For more than two decades, our expert scientists, engineers and business innovators have provided scientists with world-leading, innovative solutions for liquid handling, sample preparation, and sample management that help accelerate research and make a real difference to human health. We work collaboratively with our customers, building trusted relationships that enable us to deliver exceptional, personalized experiences designed for real-world challenges in the lab.

About the role

As our Territory Sales Manager - West, you'll own the annual sales territory for SPT Labtech's liquid handling portfolio across Northern California (excluding the Peninsula), Nevada, Utah and Colorado, with plans to expand this territory across South San Francisco. You'll thrive in a collaborative team environment, working alongside an experienced sales team, applications and marketing, while owning your pipeline end-to-end, rolling up your sleeves to solve real customer problems, and building trusted relationships with genomics, protein crystallization, and drug discovery labs across the region.

Responsibilities

• Promotion, market development and sales of SPT Labtech's liquid handling and sample management product lines into the genomics, protein crystallization, and drug discovery market(s) across your sales territory
• Managing every pre-sale activity until purchase order and supporting post sales activities
• Working independently and collaborating closely with sales specialists, support, product management and marketing teams
• Scheduling and conducting product presentations and demonstrations to customers
• Achieving the following 10 missions:
  • Knowing how to present the company, its history, its culture, its strategy, and all associated skills
  • Effectively managing our "customer" database, proposing a global strategy based on quantifiable objectives and the means to achieve them
  • Organizing work time according to the priorities defined to achieve own goals and those defined by the company
  • Respecting and knowing how to implement the priorities of the company (products/strategy) and those markets covered
  • Ensuring the development and follow-up of all opportunities by building a balance between different product lines to sell and managing efficient sales collaboration with product specialists
  • Building a consultative relationship and becoming a trusted advisor with our customers through a structured commercial approach based on accumulating information to propose the most adequate solution for their business
  • Knowing how to position SPT solutions in relation to end-user's workflows and explaining the benefits of the proposed solutions using all available communication tools (website, brochure, slide deck, application notes, videos)
  • Having a perfect command of the products and services programs and knowing how to propose a global solution by cross-selling our product range
  • Ensuring application knowledge is maintained at an optimal level by relying on support functions (training, binomial tour, e-learning)
  • Being responsible for CRM data and management

Requirements

• Ideally located in the San Francisco area to contribute to the smooth running of our sales and business operations with an established network across the area
• 5+ years' experience in a capital equipment sales role in the Life Sciences Market with experience selling automated liquid handling technologies or familiarity with lab automation solutions
• An undergraduate degree or equivalent qualification in a Life Science discipline; a background in Genomics or Protein Crystallography is advantageous
• Drive and tenacity, with the hunger to hit targets and the resilience to keep pushing
• A growth mindset and genuine curiosity, with the confidence to present in front of any audience and the humility to keep learning
• A self-starter's attitude, comfortable owning your territory and holding yourself accountable to results
• Willingness to travel up to 50% over the region and based near a convenient travel hub
• Familiarity with CRM use as a central sales tool; experience with Salesforce is desirable
• Proven success and ability to develop business
• Ability to effectively make formal and informal product presentations to individuals as well as to large groups, including physicians, research associates, purchasing groups, lab managers, and executive members of an organization
• Autonomous, team player, and capable of working remotely

Benefits

• Competitive salary package and commission
• Comprehensive, valued benefits package

We embrace diversity and inclusivity, regardless of race, ethnicity, gender, gender identity, sexual orientation, physical ability, or family status. We prioritize supporting our employees' diverse needs as we strive for excellence together.