Regional Sales Manager

SP Industries Inc., an ATS company is searching for a Regional Sales Manager to join the team. The Regional Sales Manager, Lab Equipment , supporting our SP Lab Equipment product portfolio, is responsible for driving revenue growth, executing the strategy, and creating demand for SP Scientific chemistry laboratory equipment solutions in the western U.S. region. The primary focus will be on Southern California and Colorado markets with the ideal candidate located in San Diego, Orange County, Los Angeles or Denver, CO.

RESPONSIBILITIES

Meet/exceed all sales plans and targets; prospect for new customers and develop the installed base for new, replacement and expansion opportunities; understand customer needs and translate them into project proposals and quotes. Ensure that proposals conform to user requirements and add value to the customer experience. Act as the primary field commercial resource for the evaporator portfolio; maintain proficiency in the SP chemistry lab equipment portfolio, applications and workflows and stay current on customer, market and competitive trends. Manage pricing intelligently to capture customer value and maximize margins; understand regional and portfolio market prices. Develop territory forecasts and plans; maintain a current pipeline in CRM. Create and maintain a territory coverage plan that covers key accounts; call and visit customers regularly and document visits in CRM; identify and address multiple influencers in the sales process. Follow up on all leads in a timely manner and document them in CRM. Maintain detailed CRM records of important contacts, specific interests per contact, projects and equipment located in each engagement. Share customer, market experience and competitive information with the business; provide reporting and recommendations as required. Attend and contribute to the success of shows, exhibitions and conferences as required.

EXPERIENCE AND QUALIFICATIONS

Bachelor’s Degree, preferably in life/physical sciences (such as Biology, Chemistry, Chemical Engineering, Physics) or Business. 3‑5+ years of experience selling equipment to pharmaceutical, biotech, environmental and/or research chemistry laboratories directly or through channel partners. Demonstrated ability to drive sales and achieve territory revenue targets with a consistent track record of sales performance. Ability to travel (>50%) with frequent overnight travel required to customer sites and SP manufacturing facilities; primarily within Northern California, Colorado, Washington. Ability to build rapport and relationships at multiple levels and with multiple influencers within an account. Displays confidence and comfort representing complex technical solutions. Exceptional interpersonal, communication and networking skills. Proven ability to work cross‑functionally to drive results. Highly motivated, self‑directed and able to work independently. Ability to solve complex problems and overcome obstacles.

CRITICAL PROFESSIONAL ATTRIBUTES

Expediently prepares technical materials and support for the sales team and customers with strong attention to detail and clear communication. Technical materials and support reflect the quality expected by SP and its customers. Records execution of these tasks accurately in Customer Record Management tool. Maintains good working relationships with company members, channel partners and customers. Develops and maintains a superior quality image and communicates it to partners and customers. Communicates improvements, opportunities, new product ideas, competitive activities and obstacles as needed to supervisors and/or marketing. Works to enhance a professional and dignified image in all contact and communication with SP personnel, channel partners and customers. Maintains professional integrity in all work‑related situations. Continuously improves personal skills and knowledge beyond what is provided or required.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Regularly required to talk and listen. Regularly required to use color vision and work with computerized data. Regularly required to stand, walk and sit. Occasionally required to lift up to 20 pounds. Regularly required to use normal office tools, equipment and PCs.

HEALTH, SAFETY AND ENVIRONMENT

All managers are responsible for creating a positive safety culture and maintaining a safe and healthy workplace. Managers must ensure employees receive regular training regarding health, safety and environmental matters and address HSE matters in a timely manner. Demonstrate leadership in HSE compliance. Hold team members accountable for health, safety and environmental compliance as part of the annual performance review. Ensure the health, safety and environment management system is implemented and maintained. Carry out hazard assessments, inspections and audits as required. Ensure training is provided to all departmental employees per the established training matrix. Implement corrective measures for unsafe conditions and acts. Ensure equipment, materials and protective devices are provided and maintained in safe condition. Provide information, instruction and supervision to employees. Take all reasonable precautions for the protection of employees.

PAY AND BENEFITS

Base salary: $100,000‑$120,000 base. OTE: $170,000‑$185,000 (inclusive of base salary and variable commission). Commission earnings are performance‑based and governed by the company’s commission plan. Health, dental, vision and life benefits. 401(k) with company match and paid time off annually, plus paid holidays. Career advancement opportunities and tuition assistance.

EEO AND AFFIRMATIVE ACTION STATEMENT

SP is an Equal Opportunity Employer, dedicated to a policy of non‑discrimination in employment on any basis and takes affirmative action to ensure equal employment opportunities. It is our policy to provide our employees and applicants with equal employment opportunities in accordance with applicable laws and not to discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identity, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP’s affirmative action plan is available through the HR Department when requested.

PAY TRANSPARENCY/NONDISCRIMINATION PROVISION

SP will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Employees who are required to access pay information as part of their essential job functions may not disclose that pay to individuals without such access except as provided by law or an authorized complaint or investigation. #J-18808-Ljbffr ATS Scientific Products