Territory Sales /Business Development Manager - West Coast, US

Company: Harrington Recruitment
Location: San Francisco
Posted on: March 24, 2025

Job Description:

Job Title: Territory Sales ManagerLocation: West Coast, USA (California, Oregon, Washington, Arizona, Nevada)Reporting to: International Sales ManagerCompany ProfileOur company specialises in providing innovative solutions for sample storage, identification, and handling. With years of experience in the sector, we offer a range of products and technologies that streamline processes for medium and long-term storage of chemical and biological samples. Our solutions are designed to enhance efficiency and resolve bottlenecks in laboratories and research environments, ensuring smooth workflows across various industries.We serve a broad range of clients in life sciences, including research institutions, biobanks, pharmaceutical companies, and contract research organisations (CROs).Key ResponsibilitiesThe primary focus of this role is to promote and sell the company's product range, driving revenue and profitability through effective sales activities within the assigned territory. This position is responsible for managing and expanding business with sales partners while making direct sales in the West Coast USA region, with a particular emphasis on California, to capitalise on new opportunities and meet sales targets.You will spend approximately 80% of their time traveling across California, visiting customers, building relationships, and conducting product demonstrations, with a primary focus on the core product range. The remaining time will be spent working remotely, preparing quotations, following up with customers, cold calling, networking, and scheduling meetings to continue driving business growth.Occasional travel outside of the designated territory may be required, including attending trade exhibitions across the USA, visiting customers in other West Coast states, and travelling internationally for sales meetings.Although based in California, you will collaborate closely with the International Sales Manager to help grow the business across the USA. The role requires the ability to work independently, especially since the time zone difference with the rest of the team. You will be responsible for managing customer accounts independently, with technical support handled by a service partner.Managing demo equipment and ensuring an adequate supply of product samples for customer demonstrations will be an essential part of the role. You will also be required to report on sales performance and discuss your sales strategy during quarterly meetings with the sales team.This is an exciting time to join the company as we expand globally and are on track to achieve significant sales growth in the USA. You will play a pivotal role in driving this expansion and strengthening the business within the region.Primary Responsibilities

• Engage in face-to-face sales meetings and conduct product demonstrations when possible.
• Identify, qualify, and develop new business opportunities within the territory (approximately 80% of the role).
• Take ownership of customer accounts, managing relationships and ensuring customer satisfaction.
• Maintain regular communication with clients to understand their needs and ensure those needs are met.
• Monitor sales performance and track progress against targets.
• Keep the sales pipeline updated and manage CRM records effectively.
• Provide insights into market trends and customer needs.
• Reach out to potential customers, follow up on leads, and manage email campaigns.
• Lead product demonstrations and follow up to close sales, maximising each opportunity.
• Organise product exhibitions or client site demonstrations where applicable, and ensure effective follow-up on all leads.
• Understand client requirements and present tailored solutions.
• Stay updated on industry trends, becoming a key source of information for customers and the company.
• Provide feedback on customer needs and suggest strategies to enhance sales and marketing efforts.
• Reinforce the company's position as a trusted supplier of high-quality sample storage products and services.Person SpecificationThe ideal candidate will represent the company in a professional manner and act in the best interests of the organisation during all customer interactions.Essential Skills and Experience
  • Degree in a relevant scientific field (Life Sciences or similar).
  • Practical laboratory experience (preferably with sample handling or storage systems).
  • Full driving licence with the willingness to travel regularly within the territory.
  • Comfortable conducting professional video calls and product demonstrations.
  • Willing to stay away overnight for occasional meetings or trade events.
  • Self-starter, highly motivated, and results-driven.
  • Strong organisational skills with the ability to present effectively.
  • Career-minded, resilient, and quick to adapt.
  • Comfortable making cold calls and developing new customer accounts.
  • Excellent listening and communication skills.
  • Team player with a collaborative mindset.
  • Strong negotiation abilities.
  • Motivation to meet and exceed sales targets.
  • Integrity, professionalism, and respect for others.
  • Ability to manage demo equipment and samples for sales presentations.Desirable Skills and Experience
    • Previous sales experience in consumables or a scientific field with a proven track record.
    • Familiarity with customer needs and market dynamics within the territory.We OfferA competitive salary package with a commission scheme, company car, pension plan, and the necessary tools to ensure your success, including a phone and laptop.
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Keywords: Harrington Recruitment, San Francisco , Territory Sales /Business Development Manager - West Coast, US, Executive , San Francisco, California