Field Sales Manager, Lab Essentials

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Field Sales Manager, Lab Essentials

Regular Full-Time Middleton, WI, US

3 days ago Requisition ID: 1442

MISSION

• Lead, coach, and develop a team of Field Sales Representatives and Regional Sales Managers responsible for the Lab Essentials portfolio.
• Establish clear performance expectations, sales objectives, and development plans for team members.
• Conduct regular field coaching, ride-alongs, and performance reviews to enhance sales effectiveness.
• Recruit, onboard, and retain top sales talent.
• Foster a culture of accountability, collaboration, continuous learning, and customer focus.
• Ensure consistent adoption of sales processes, CRM usage, and commercial best practices.
• Develop and execute annual sales plans to achieve revenue, growth, margin, and market share objectives.
• Establish territory and account strategies that align with overall business goals.
• Monitor team performance and implement corrective actions when necessary.
• Drive pipeline generation, opportunity management, and forecasting discipline throughout the organization.
• Lead key account planning and support strategic customer relationships.
• Partner with field personnel on major negotiations and customer engagements.

Category Growth & Commercial Strategy

• Translate category growth strategies into field execution plans.
• Identify market opportunities, competitive threats, and emerging industry trends.
• Develop initiatives to increase market penetration, customer acquisition, and share of wallet.
• Provide field insights to support portfolio development, pricing strategies, and product launches.
• Collaborate with Product Management and Marketing to maximize commercial effectiveness.

Customer & Channel Management

• Maintain relationships with strategic customers and key opinion leaders.
• Support distributor and channel partner development activities.
• Conduct joint customer visits with field team members and distribution partners.
• Ensure a high level of customer satisfaction and retention.
• Escalate and resolve complex customer concerns as needed.

Cross-Functional Collaboration

• Partner closely with Marketing, Product Management, Customer Service, Operations, and Finance to support business objectives.
• Participate in strategic planning, budgeting, and forecasting activities.
• Support new product launches and market expansion initiatives.
• Share market intelligence and customer insights with leadership.

Business Management

• Manage sales forecasts, revenue projections, and performance metrics.
• Analyze sales trends and business results to drive decision-making.
• Ensure accurate CRM reporting and pipeline management.
• Manage departmental budgets and field resources effectively.
• Present business updates and performance reviews to commercial leadership.

EDUCATION

• B.A. or B.S. degree (life sciences preferred.
• Minimum of 3 years sales experience in related industry or combination of highly technical background and sales experience.

SKILLS OR KNOWLEDGE

• Training/expertise in laboratory science and/or life sciences is preferred.
• Professional leadership experience preferred.
• Comprehensive selling skills and techniques, including negotiation.
• Ability to effectively present information and respond to questions from customers, dealers, and company personnel.
• Ability to calculate figures and amounts such as discounts, percentages, and anticipated forecasts.
• Conflict mitigation and resolution.
• Excellent communication skills –verbal and written.
• Strong organizational skills.
• Computer proficiency – Microsoft applications, Salesforce.com.
• Daily travel required with some overnight/weekend travel (approximately 60%).