Director of Sales – U.S. & Canada

Koehler Instrument Company Inc.; Holtsville (NY); Hybrid; USD 140,000 - 220,000; Full time

Benefits offered by this job

Competitive compensation

Opportunity for growth

Job summary

A leading manufacturer of laboratory instrumentation is seeking a Director of Sales for the U.S. & Canada. This role involves driving revenue growth, developing sales strategies, and building relationships with key stakeholders. Ideal candidates will have proven sales leadership in technical or analytical sales, strong communication, and negotiation skills. This is a great opportunity to contribute to the company’s expansion in North America with competitive compensation and growth potential.

Qualifications

• Proven sales leadership experience.
• Track record of success in technical or capital equipment sales.
• Ability to operate strategically and hands-on.
• Excellent communication, relationship-building, and negotiation skills.
• Experience selling across the U.S. and/or Canadian markets.
• Willingness to travel as needed to support customers and partners.

Responsibilities

• Lead sales growth initiatives across North America.
• Develop and execute regional sales strategy.
• Identify and close new business opportunities.
• Expand relationships with existing customers and penetrate strategic accounts.
• Build relationships with laboratories, industrial customers, distributors, and stakeholders.
• Collaborate with product, technical, and operations teams to enable commercial success.
• Provide accurate sales forecasting, pipeline visibility, and CRM discipline.
• Monitor market trends, customer needs, and competitive activity.
• Support development of distribution channels and broader partnerships across North America.
• Over time, recruit, develop, and lead a stronger regional sales organization as growth continues.

Skills

Sales leadership

Business development

Market expansion

Communication

Relationship-building

Negotiation skills

Technical sales

Job description

Travel: As required throughout the U.S. and Canada

Location: United States

About Koehler Instrument Company

Koehler Instrument Company is a well-established manufacturer of laboratory instrumentation serving the petroleum, petrochemical, lubricant, and related testing industries. With over 100 years of industry presence, Koehler is recognized for its technical expertise, strong alignment with ASTM and other international test methods, and long-standing reputation for quality and reliability.

Position Summary

The Director of Sales – U.S. & Canada will be responsible for driving revenue growth, expanding market presence, and leading commercial development across the region. This role is ideal for a high-performing sales leader who combines strong business development capability with the strategic mindset needed to build and scale a regional sales organization over time.

This position requires an individual who can operate effectively in a technical sales environment, engage directly with customers and channel partners, identify market opportunities, and translate those opportunities into sustained business growth.

Key Responsibilities

• Lead sales growth initiatives across the United States and Canada
• Develop and execute the regional sales strategy in alignment with company objectives
• Identify, develop, and close new business opportunities across key target markets
• Expand relationships with existing customers while increasing penetration into strategic accounts
• Build and maintain strong relationships with laboratories, industrial customers, distributors, and other key stakeholders
• Work closely with internal leadership, product, technical, and operations teams to support commercial success
• Provide accurate sales forecasting, pipeline visibility, and CRM discipline
• Monitor market trends, customer needs, competitive activity, and emerging opportunities
• Support the development of distribution channels and broader commercial partnerships across North America
• Over time, help recruit, develop, and lead a stronger regional sales organization as growth continues

Qualifications

• Proven sales leadership experience with responsibility for revenue growth, business development, and market expansion
• Strong track record of success in technical, industrial, laboratory, analytical, or capital equipment sales
• Ability to operate both strategically and hands-on in a growth-focused commercial role
• Strong communication, relationship-building, negotiation, and leadership skills
• Experience working across the U.S. and/or Canadian markets
• Demonstrated ability to develop opportunities, manage long sales cycles, and close complex business
• Willingness to travel as needed to support customers, partners, and business development activities

Preferred Qualifications

• Experience in petroleum, petrochemical, lubricant, specialty chemical, or related testing markets
• Familiarity with ASTM methods, laboratory workflows, and technical application-based selling
• Experience selling laboratory instrumentation or other technical testing equipment
• Experience working with both direct sales and distribution/channel models

What We Offer

This is an opportunity to join a respected and growing company at an important stage of its commercial development. The role offers the chance to make a meaningful impact on regional growth, help shape sales strategy, and contribute to the long-term expansion of the business in North America.

• We offer a competitive compensation structure and significant opportunity for the right individual to grow with the organization.