Regional Sales Manager

Responsibilities

• Lead, coach, and develop a team of 4–6 Territory Account Managers to achieve and exceed revenue, profitability, and strategic growth objectives.
• Establish clear performance expectations, sales goals, and development plans for direct reports.
• Conduct regular field travel with Territory Account Managers to provide coaching, customer engagement support, and commercial execution guidance.
• Foster a culture of accountability, collaboration, and customer‑centric selling.
• Utilize CRM and sales analytics tools to monitor performance, manage pipeline health, and identify opportunities for growth.
• Build and maintain relationships with Tier 1 and Tier 2 distribution partners across the region.
• Develop and execute joint business plans with distributors to drive growth, increase market penetration, and expand share of wallet.
• Align distributor sales resources with company growth initiatives, product launches, promotional campaigns, and strategic objectives.
• Ensure effective deployment of distributor sales teams through training, field engagement, and demand generation activities.
• Develop and execute regional sales strategies to achieve annual bookings, margin, and market share objectives.
• Collaborate with marketing, product management, and business development teams to support new product introductions and market expansion initiatives.
• Drive funnel development activities through distributor partnerships, customer engagement, product demonstrations, and targeted growth campaigns.
• Support Territory Account Managers and distributor partners in managing key customer relationships and strategic opportunities.
• Participate in executive‑level customer meetings, contract negotiations, and large project opportunities.
• Develop relationships with laboratory managers, procurement teams, scientists, researchers, and operational stakeholders to understand customer needs and identify growth opportunities.

• Bachelor’s degree in Business, Life Sciences or a related field; or equivalent combination of education and relevant experience.
• 3–7+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions (level adjustable based on role seniority).
• 2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships preferred.
• Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.

• Sales experience
• Channel sales
• Partner sales
• Indirect sales
• Pipeline forecasting
• Performance reporting
• Business planning
• Customer engagement
• Strategic growth
• Market penetration

• Leadership
• Coaching
• Collaboration
• Accountability
• Customer‑centric selling
• Relationship building
• Communication
• Strategic thinking
• Negotiation
• Team development