Territory Manager

Territory Manager

Tek-Matic is seeking a Territory Manager focused on growing sales of its Lab Automation portfolio within an assigned territory, with the opportunity to work with cutting-edge technologies in the dynamic and rapidly evolving life science market. This is a hands-on, individual contributor sales role responsible for developing new opportunities, expanding existing accounts, and helping customers identify the right automation, workflow, and instrumentation solutions for their lab operations.

The Territory Manager will work directly with biotech, pharmaceutical, academic, diagnostic, OEM, and automation customers to understand their applications, workflows, pain points, purchasing process, and technical requirements. This role requires a consultative sales approach, strong follow-through, and the ability to communicate credibly with scientists, engineers, automation teams, purchasing teams, and vendor partners.

This position is focused on territory growth, account development, quoting, forecasting, demonstrations, customer follow-through, and closing business.

Duties and Responsibilities

• Achieve or exceed assigned sales targets for Tek-Matic's Lab Automation portfolio within the assigned territory.
• Own territory sales activity, including prospecting, pipeline development, account growth, and opportunity follow-up.
• Develop qualified opportunities across existing customers, new prospects, OEMs, integrators, biotech/pharma accounts, academic labs, and automation groups.
• Identify customer needs by understanding lab workflows, application requirements, sample handling processes, automation goals, throughput needs, and technical constraints.
• Recommend appropriate Tek-Matic solutions, including lab automation instrumentation, components, consumables, services, and related vendor technologies.
• Support the full sales process, including discovery, quoting, demonstrations, proposal follow-up, order execution, installation coordination, and post-sale support.
• Conduct regular customer outreach through in-person visits, phone calls, email, video meetings, trade shows, and targeted account development.
• Build and maintain strong knowledge of Tek-Matic's key lab automation offerings, including liquid handling, thermal control, plate handling, dispensing, sample preparation, assay automation, and workflow integration.
• Communicate product features, application fit, cost savings, throughput improvements, and operational benefits in a clear and credible manner.
• Maintain accurate CRM records and provide regular territory forecasts, pipeline updates, and customer activity reports.
• Participate in regional and national trade shows, vendor events, customer visits, road shows, and other sales activities as requested.
• Respond to customer issues or questions by coordinating with Tek-Matic's internal team and vendor partners as needed.
• Monitor competitive activity, customer feedback, new applications, and market trends, and communicate relevant observations internally.

Qualifications

• Bachelor's degree preferred in Life Sciences, Biology, Chemistry, Biochemistry, Molecular Biology, Biomedical Engineering, Bioengineering, Engineering, Business, or a related field.
• Minimum of three years of outside sales, territory sales, technical sales, business development, or capital equipment sales experience preferred.
• Experience selling into life science, biotech, pharmaceutical, diagnostic, academic, laboratory, automation, robotics, or scientific instrumentation markets strongly preferred.
• Familiarity with lab automation workflows such as liquid handling, sample preparation, assay automation, plate handling, thermal control, dispensing, scheduling software, or LIMS/data workflow touchpoints strongly preferred.
• Ability to learn and accurately communicate complex technical information to scientists, engineers, automation professionals, purchasing teams, and business stakeholders.
• Strong consultative selling skills with the ability to uncover customer needs, explain technical value, and move opportunities through a defined sales process.
• Comfortable managing both transactional opportunities and longer-cycle project-based or capital equipment sales.
• Strong self-management skills in a remote environment, including territory planning, time management, follow-up discipline, and proactive communication.
• Excellent verbal communication, presentation, writing, and relationship-building skills.
• Proficient with CRM systems, Microsoft Office 365, Excel, PowerPoint, Teams, and general business technology.

Preferred Experience

• Prior experience selling lab automation, robotics, scientific instrumentation, capital equipment, or technical distribution solutions.
• Existing relationships within biotech, pharma, diagnostics, academic research, automation integrators, OEMs, or life science manufacturing environments.
• Experience working with vendor partners, application specialists, service teams, and internal operations teams to support customer opportunities.

Travel

Travel requirements are expected to be approximately 50% of the time in support of customer visits, demonstrations, trade shows, vendor meetings, and territory development. Air travel may be required. Must hold a valid driver's license.