Territory Sales Manager, Pacific Northwest

Who We Are

PAC is a leading global provider of advanced analytical instruments for laboratories and process environments in hydrocarbon processing industries.  Customers choose PAC’s instruments to provide the cutting-edge technology required to maintain regulatory compliance and to improve productivity. 

Your Role

The Territory Sales Manager is responsible for the profitable achievement of sales objectives associated within their assigned territory selling the PAC line of physical property, chemical analysis, and service products.  A detailed knowledge of the product line will be required to ensure a positive PAC experience, grow the business through proactive opportunity generation and management, and ensure customer satisfaction.  The position utilizes field based subject matter experts (SME) to drive and deliver solutions to the customer.  This position will cover the sales territory for the Pacific Northwest, providing an exciting opportunity to contribute to our continued success. Preferred candidate will reside in the Seattle area.

• Prepares sales forecast for specified sales territory.
• Successfully navigate the sales opportunity process to close orders.
• Collaborate with local SME to qualify and advance sales opportunities.
• Travel to meet, or remotely talk with by phone, existing and prospective customers to solicit orders.
• Deliver customer-facing presentations on technology, products, applications, and the value of PAC product solutions.
• Coordinate and perform product demonstrations and evaluations at customer sites.
• Create customer proposals with the assistance of the SME.
• Investigate and resolve customer problems with applications and service issues.
• Establish productive, professional relationships with key personnel at customer accounts.
• Identify process improvement opportunities to create an expedient sales cycle and increase revenue generation.
• Prepares reports of business transactions and maintain expense account accuracy.
• Attend trade shows.

Market Expertise

• Develop market expertise with an understanding of the customer’s scientific, business/workflow, and economic needs/drivers as it relates to PAC products and markets.
• Understand competitors’ products and services to better position PAC’s differentiated solutions.
• Provide input to define service, training, and support products that increase PAC’s value and revenue opportunities.
• Continuously provide market and competitive feedback to Product Management.

Lead Generation

• Compiles lists of prospective customers for use as sales leads, based on an understanding of the product portfolio and market.
• Promote brand awareness of PAC and our technologies.
• Deliver technical presentations at industry meetings, tradeshows, exhibitions, conferences, seminars, and webinars.
• Attend tradeshows and exhibitions for the purpose of promoting products.
• Execute lead demand-generating marketing activities.
• Create new lead sources by researching publications, business directories, industry ads, trade shows, internet web sites, and other sources.

CRM

• Profile CRM contacts for increased marketing campaign effectiveness.
• Update installation base of CRM contacts for future opportunities (life cycle management).
• Aid in CRM cleanliness to promote efficiency of use by marketing and sales personnel.
• Update CRM notes as an opportunity progresses.
• Maintains the CRM with current customer and opportunity data.

Accountabilities/Performance Measures

• Meets assigned team and individual sales/service sales targets in assigned product lines.
• Achieves strategic objectives as defined by management.
• Responsible for efficient allocation of company support.

QUALIFICATIONS: 

Education & Experience: 

• Bachelor’s degree in chemistry, or other related field from four-year college or university and three plus years of experience working with analytical equipment sales; or equivalent combination of education and experience.
• Additional work-related coursework or certifications a plus.

COMPETENCIES:

• Problem Solving - Identifies and resolves problems in a timely manner, gathers and analyzes information skillfully, develops alternative solutions, works well in group problem solving situations, and uses reason even when dealing with emotional topics.
• Sales Orientation - Must have a hunter mentality and must be able to act independently within the established framework. Should be goal oriented with a desire to exceed individual and company goals.
• Customer Service - Manages difficult and/or emotiona