Sales Manager; West Coast

Sales Manager – West Coast

$150k-$210k DOE + Sales Compensation Incentives

Element has an opportunity for a Sales Manager who will be primarily responsible for managing Sales and Business Development across our Pharmaceutical Testing subdivision, with a strong focus leading our West Coast commercial team. The role will also ensure efficient client management and drive growth in earnings before interest, taxes, depreciation, and amortization (EBITDA) in line with management expectations. This is a strategic position with responsibility for leading the sales team, setting targets, and delivering sustainable business growth.

The Sales Manager will champion Element’s full suite of Life Sciences Pharma services, including pharmaceutical development and manufacturing, biologics process development, and advanced analytical chemistry solutions, ensuring clients receive scientifically rigorous, regulatory-compliant, and commercially optimized outcomes.

• Work seamlessly with Sales Director, General Manager, Lab Managers, Sales Executives, and Marketing teams on all aspects of selling as required.
• Develop, maintain, and evolve laboratory sales plans aligned to budget attainment, with emphasis on clients seeking end-to-end pharmaceutical services from early development to commercial supply, including small molecules, biologics, and specialty APIs.
• Drive discipline in the mandatory usage of the Customer Relationship Management (CRM) system to track sales activities and ensure accurate forecasting.
• Conduct weekly quotation reviews and monthly account reviews with all Sales Executives, emphasizing complex biologics projects, including cell line development, upstream and downstream process development, and cGMP manufacturing.
• Coach, mentor, and manage Sales Executives, guiding them through prospecting, needs discovery, negotiation, and closing of opportunities, while reinforcing Element’s quality, regulatory, and scientific standards.
• Collaborate with General Manager in consultancy‑based businesses for target setting, new and existing account development, tendering, and forecast development, including opportunities in analytical chemistry services such as method development, stability studies, and regulatory submission support.
• Work alongside peers in other sectors and territories to develop and nurture a Group Approach to selling services, including cross‑discipline solutions that integrate pharmaceutical development, biologics, and analytical chemistry capabilities.
• Represent Element at industry events, conferences, and client meetings to enhance market visibility and promote services, highlighting Element’s scientific expertise, state‑of‑the‑art laboratories, and flexible outsourcing models.
• Analyze market trends, competitor activity, and customer feedback to identify new business opportunities and growth strategies, particularly in high‑value biologics, complex formulations, and regulatory‑driven analytical services.
• Actively participate in pipeline reviews and ensure CRM records are up to date, highlighting key success factors for major opportunities.

• 10-15 years sales experience, of which 5+ years must have been in a sales management position
• Previous experience in sales management at a country or regional level.
• Educated to degree level in a Life Sciences or other closely related discipline.
• Strong and determined quality focus with an indefatigable drive to achieve results under challenging conditions.
• Self‑motivated, action‑oriented, and a team player with excellent organizational skills.
• Exceptional communication, interpersonal, and leadership skills.
• Proficiency in CRM systems and Microsoft Office applications.
• Ability and willingness to travel up to 75% of the time.

Element is one of the fastest growing testing, inspection and certification businesses in the world. Globally we have more than 9,000 brilliant minds operating from 270 sites across 30 countries. Together we share an ambitious purpose to ‘Make tomorrow safer than today’.

When failure in use is not an option, we help customers make certain that their products, materials, processes and services…