Company Overview
Position Summary
We are seeking a driven, self-motivated Territory Sales Representative to drive revenue growth by selling our high-quality disposable laboratory equipment, with a primary focus on deep well plates used in medical device production, research, diagnostics, and biotech applications. This is an independent contributor role where you will own your territory, build and manage your pipeline, and execute the full sales cycle, from lead generation to contract closing. You will report directly to senior management and collaborate cross-functionally to meet customer needs.
Key Responsibilities
- Develop and manage a defined territory or account portfolio, targeting research laboratories, biotech/pharma companies, diagnostic firms, and other life sciences organizations that require disposable plastic lab consumables.
- Generate new business opportunities through proactive outreach (cold calling, email campaigns, LinkedIn, industry networking), relationship development, and strategic account engagement.
- Manage the full sales cycle: lead qualification, product presentations/demos (virtual or in-person), technical discussions, quote/pricing negotiations, sample coordination, and closing deals.
- Serve as the primary point of contact for key accounts, ensuring strong relationships, timely follow-up, high customer satisfaction, and repeat/expanded business.
- Identify upsell/cross-sell opportunities to increase wallet share within existing accounts (e.g., additional pipette tips, related disposables).
- Collaborate with internal teams to address customer specifications, resolve issues, and ensure on-time delivery and compliance.
- Provide accurate sales forecasts, track pipeline, monitor contract performance, and report on territory metrics to senior management.
- Stay informed on industry trends, competitor offerings, and evolving needs in medical device manufacturing and laboratory workflows to position our products effectively.
- Maintain detailed, up-to-date records for pipeline visibility, forecasting, and reporting.
Qualifications
- Bachelor’s degree in business, life sciences, biology, chemistry, engineering, or related field.
- 5+ years of B2B sales experience, with at least 3 years selling laboratory disposables, plastic consumables, medical device components, or related products to manufacturers, labs, or research institutions.
- Proven track record of consistently meeting or exceeding sales targets in a self-directed, independent role.
- Strong understanding of the life sciences and medical device market, including applications for deep well plates and plastic lab components (e.g., sample storage, high-throughput screening, assay development).
- Excellent relationship-building, negotiation, presentation, and closing skills; comfortable discussing technical specifications with scientists, engineers, and procurement teams.
- Ability and willingness to travel as required for customer visits, trade shows, and industry events.
- Self-starter with high initiative, strong organizational skills, and the ability to prioritize in a fast-paced environment.
Key Performance Areas
- Revenue Growth: Achieve or exceed quarterly and annual sales targets through direct sales of disposable lab products.
- Account Development: Grow customer base, expand existing accounts, and increase share of wallet.
- Pipeline & Forecast Accuracy: Build and maintain a healthy pipeline with reliable, data-driven forecasts.
- Customer Satisfaction: Deliver exceptional service to drive repeat business, referrals, and long-term partnerships.
- Market Positioning: Leverage industry knowledge to differentiate our products and capture new opportunities.