North America Sales Manager

North America Sales Manager – Research & Analytics

TSI is a global leader in innovative environmental and analytical solutions. We seek a motivated, energetic, enthusiastic sales leader to drive our research and analytics business in North America.

• Exceed Sales team target by developing sales strategies and initiatives within key market segments and supporting team members in achieving and exceeding annual revenue and growth targets.
• Enhance market knowledge to strengthen team members' ability to configure and position measurement solutions against competition.
• Collaborate with Marketing to understand and influence efforts to support Sales activities.
• Effectively communicate, implement and execute Go‑To‑Market initiatives to the Sales team.
• Support team members and marketing in collecting voice‑of‑customer data to advance new product development, upgrades, and service offerings.
• Help drive growth from new products and software solutions.
• Participate in quarterly management review and planning sessions at corporate office to review and present financial performances and set team direction by developing strategies and managing activities to ensure revenue targets are met.
• Work with marketing and engineering to develop and implement sales training courses as well as customer‑related webinars and short courses for raising market awareness and education.
• Manage key accounts as required.

• Expand and develop team members' selling skills using a consultative selling approach, including proper preparation, pre‑call planning, cross‑selling, and customization of solutions based on customers’ needs.
• Help sales team members maintain and increase face‑to‑face activities in the field.
• Help sales team develop, review, implement and execute business territory plans.
• Coach team members via joint calls at customers’ sites, participating in virtual meetings, providing constructive feedback and positive reinforcement, and following up consistently to develop successful behaviors.
• Conduct frequent one‑on‑one meetings with team members to ensure proper utilization of CRM (Salesforce), understand market conditions, and support navigation of challenging situations.
• Recruit talent and champion career growth through developmental discussions and exposure to cross‑functional projects.

• Lead and manage a direct sales team, establishing objectives, measuring and monitoring performance, and providing timely feedback.
• Conduct performance mid‑year and annual reviews, provide feedback, and make recommendations regarding compensation, promotion, training, performance improvement, discipline, and termination of individuals within the sales team.

• Bachelor’s degree in Science, Engineering, or Business.
• Minimum 5‑7 years of direct technical sales experience in capital equipment and/or instrumentation, selling a complete and diverse product portfolio.

• 3‑5 years of sales management experience.
• Proven track record of meeting/exceeding individual and team targets.
• Proficiency in customer management (CRM) software (Salesforce is currently used at TSI).
• Familiarity with Aerosol Science, Atmospheric Monitoring, Indoor/Outdoor Air Quality, Filtration, R&D Equipment, and/or Laboratory Services.
• Experience selling in Research Labs, Universities, Industrial, State/Federal Government, and Military sectors.
• Experience selling into cleanroom, semiconductor, microelectronics, or advanced manufacturing markets.

• High level of integrity and inquisitive in nature.
• Ability to prioritize and drive for results.
• Proven ability to build, develop and motivate a cohesive team.
• Continuous learner driven to succeed and achieve significant results.
• Effective communication at all organizational levels.
• Partner effectively with other teams within organization.
• Proficient in current Sales methodologies and best practices.
• Excellent interpersonal, organizational and verbal/written communication skills.

Travel about 50‑60% to meet with customers, conduct joint calls with team members, and attend conferences, trade shows, etc.