Territory Sales Manager, West Coast; Analytical Instrumentation

Territory Sales Manager, West Coast (Analytical Instrumentation)

Job Category
:
Sales & Marketing

Requisition Number
: TERRI
002930

• Posted :
  August 12, 2026
• Full-Time
• Remote

Showing 1 location

Virtual, CA 99999, USA

Who We Are

PAC is a global leader in advanced analytical instruments for laboratories and process environments in the hydrocarbon processing industry. Customers rely on PAC technology to meet regulatory requirements, improve productivity, and maintain operational excellence.

What You’ll Do

The Territory Sales Representative, West Coast, drives profitable growth and expands PAC’s market presence within the assigned territory of California and Nevada. This role partners with customers to solve analytical and operational challenges through industry-leading laboratory and process analysis solutions. Success requires strategic account management, consultative selling, customer outcome focus, and strong collaboration with applications, service, marketing, and product management teams.

We are targeting candidates who reside preferably in the Los Angeles or San Francisco Bay area and available for approximately 40% overnight travel.

Drive Territory Growth

• Develop and execute strategic territory plans that deliver sustainable revenue growth and increased market share.
• Identify, qualify, and close opportunities across PAC's portfolio of analytical instruments, software solutions, service agreements, training programs, and aftermarket offerings.
• Expand business within existing accounts while successfully developing new customer relationships.
• Manage territory performance through disciplined opportunity planning, forecasting, account reviews, and pipeline management.

Build Strategic Customer Relationships

• Serve as a trusted advisor by understanding customer goals, technical requirements, operational challenges, and business drivers.
• Develop relationships with laboratories, operations, engineering, maintenance, procurement, and executive stakeholders.
• Create strategic account plans that align PAC solutions with customer objectives.
• Guide customers through the entire sales process while ensuring an exceptional customer experience.

Deliver Customer Outcomes

• Align PAC solutions to measurable customer business and operational goals.
• Demonstrate value through productivity improvements, quality enhancement, risk reduction, regulatory compliance, and cost savings.
• Coordinate demonstrations, evaluations, site visits, technical reviews, and customer workshops.
• Collaborate with Applications Specialists, Service teams, and internal subject matter experts to ensure successful customer implementation and satisfaction.

Develop Market Opportunities

• Monitor industry trends, competitive activity, customer needs, and market developments.
• Generate new demand through prospecting, networking, marketing initiatives, trade shows, webinars, and industry associations.
• Represent PAC at customer meetings, conferences, seminars, and industry events.
• Provide valuable market intelligence and customer feedback to Product Management, Marketing, Service, and Leadership teams.

Sales Process Excellence

• Maintain accurate customer, opportunity, activity, forecast, and installed base information within CRM systems.
• Utilize CRM and sales analytics tools to drive effective territory planning and forecast accuracy.
• Document account strategies, opportunity progression, customer interactions, and next-step activities.
• Identify opportunities for upgrades, cross-selling, aftermarket growth, and lifecycle management initiatives.

What Success Looks Like

• Achieve or exceed assigned revenue, growth, and profitability objectives.
• Build a strong pipeline of qualified opportunities.
• Develop trusted relationships with customers and key decision-makers.
• Expand PAC's presence within existing accounts while winning new business.
• Deliver accurate forecasts and maintain strong CRM discipline.
• Represent PAC professionally and strengthen the company's reputation throughout the territory.

What We're Looking For

Qualifications

• Bachelor's degree in Chemistry, Engineering, Business, or a related technical discipline preferred.
• Equivalent combinations of education, industry experience, technical aptitude, and demonstrated sales success will be considered.
• Three or more years of experience in analytical instrumentation, laboratory equipment, technical sales, industrial sales, process analytics, or related industries preferred.

Preferred Skills and Experience

• Proven success developing strategic customer…