Territory Sales Mgr - Analytical Instrumentation

Job Title: Territory Sales Mgr - Analytical Instrumentation
Job ID: 89808
Location: Houston/ LA, California

Overview:
Our client is an established provider of advanced analytical instrumentation and technology solutions used across laboratory and industrial environments. Their customers rely on their products and expertise to support product quality, operational performance, regulatory compliance, and process improvement. They are seeking a Territory Sales Representative to drive growth across California and Nevada. The ideal candidate will be based in either the Greater Los Angeles or San Francisco Bay Area and comfortable with approximately 40% overnight travel, though candidates in adjacent regions will be considered. The Territory Sales Representative will be responsible for growing revenue and expanding the company's presence across an assigned West Coast territory. This is a consultative, technical sales role focused on developing new business, growing existing accounts, and helping customers address analytical and operational challenges through advanced instrumentation, software, services, training, and aftermarket solutions. Success in this position will require strong territory management, strategic account development, pipeline discipline, and the ability to collaborate closely with internal applications, service, marketing, and product teams.
What you will be doing:
Drive Territory Growth

• Develop and execute territory strategies designed to increase revenue, market share, and long-term customer growth.

• Identify, qualify, develop, and close opportunities across a portfolio of analytical instruments, software, service agreements, training, and aftermarket solutions.

• Grow existing customer relationships while actively developing new accounts and business opportunities.

• Maintain disciplined opportunity management through forecasting, pipeline reviews, account planning, and territory analysis.

Build Customer Relationships

• Develop a strong understanding of customer objectives, technical requirements, operational challenges, and commercial priorities.

• Build relationships with stakeholders across laboratory, operations, engineering, maintenance, procurement, and leadership teams.

• Create and execute strategic account plans aligned with customer needs and growth opportunities.

• Guide customers through the sales process while delivering a responsive and professional customer experience.

• Position yourself as a trusted technical and commercial resource within assigned accounts.

Deliver Value-Based Solutions

• Connect technical solutions to measurable customer outcomes and business objectives.

• Communicate value through improvements in productivity, product quality, operational efficiency, compliance, risk reduction, and cost savings.

• Coordinate product demonstrations, evaluations, site visits, technical discussions, and customer meetings.

• Partner with Applications Specialists, Service teams, and other internal subject matter experts to support successful solution implementation and customer satisfaction.

Develop New Market Opportunities

• Stay informed on customer needs, industry trends, competitive activity, and broader market developments.

• Generate new opportunities through prospecting, networking, marketing initiatives, trade shows, webinars, and industry associations.

• Represent the company at customer meetings, conferences, seminars, and relevant industry events.

• Share market intelligence and customer feedback with internal Product Management, Marketing, Service, and Leadership teams.

Sales Process & Territory Management

• Maintain accurate customer, opportunity, activity, forecast, and installed-base information within the CRM system.

• Use CRM data and sales analytics to support effective territory planning and forecast accuracy.

• Document account strategies, opportunity progression, customer interactions, and next steps.

• Identify opportunities for upgrades, cross-selling, aftermarket growth, and broader lifecycle management.

What Success Looks Like

• Consistently achieving or exceeding assigned revenue and growth objectives.

• Building and maintaining a healthy pipeline of qualified opportunities.

• Developing strong relationships with key customers and decision-makers.

• Expanding business within existing accounts while winning new customers.

• Providing accurate forecasts and maintaining strong CRM discipline.

• Representing the company professionally and strengthening its reputation throughout the territory.

What you must have:

• Bachelor's degree in Chemistry, Engineering, Business, or a related technical discipline preferred.

• Equivalent combinations of education, technical knowledge, industry experience, and demonstrated sales success will also be considered.

• Three or more years of experience in analytical instrumentation, laboratory equipment, technical sales, industrial sales, process analytics, or a related technical market is preferred.

• Proven success growing territory revenue and developing strategic customer relationships.

• Strong consultative selling and account management capabilities.

• Ability to engage effectively with both technical users and senior business decision-makers.

• Commercial acumen with the ability to communicate value, ROI, and customer outcomes.

• Experience managing opportunities and customer activity through a CRM platform.

• Strong organizational, territory planning, forecasting, and pipeline management skills.

• Proficiency with Microsoft Office and CRM systems; ERP experience would be an asset.

The Ideal Candidate

• Curious, technically minded, and motivated to learn new technologies and applications.

• A strong relationship builder with an effective consultative sales approach.

• Comfortable working with both technical stakeholders and commercial decision-makers.

• Self-directed and well organized, with strong account and territory management skills.

• Able to work independently while collaborating effectively across internal teams.

• Experienced in using CRM systems and standard business software.

• Ideally based in the Greater Los Angeles or San Francisco Bay Area.

• Available for approximately 40% overnight travel throughout the assigned territory.

Salary/Rate Range: $90,000 - $200,000


Other Information:
The company offers a competitive compensation and benefits package, including:

• Competitive base salary and incentive opportunity.

• Retirement savings plan with company contribution.

• Health, dental, and vision coverage.

• Health savings options.

• Employee assistance programs.

• Educational reimbursement.

• Competitive paid time off.

Thank you for your interest in this opportunity. If you are selected to move forward in the process, we will contact you directly. If you do not hear from us, we encourage you to continue visiting our website for other roles that may be a good fit.


For more information about TEEMA and to consider other career opportunities, please visit our website at www.teemagroup.com