Field Sales Manager, Lab Essentials

Gilson Inc; Town of Middleton (WI); On-site; USD 90,000 - 130,000; Full time

Job summary

Gilson-Inc in Middleton, Wisconsin seeks a Field Sales Manager for the Lab Essentials portfolio to lead a regional team of sales professionals and drive revenue growth. The role requires coaching, setting performance goals, and executing annual sales plans while collaborating with Marketing, Product Management, and Customer Service to maximize commercial results.

Travel is extensive, with daily field engagements and periods of overnight/weekend travel; you will manage forecasts, CRM discipline,

Qualifications

• B.A. or B.S. degree (life sciences preferred).
• Minimum of 3 years sales experience in related industry or combination of highly technical background and sales experience.

Responsibilities

• Lead, coach, and develop Field Sales Representatives and Regional Sales Managers responsible for the Lab Essentials portfolio.
• Establish clear performance expectations, sales objectives, and development plans for team members.
• Conduct regular field coaching, ride-alongs, and performance reviews to enhance sales effectiveness.
• Recruit, onboard, and retain top sales talent.
• Foster a culture of accountability, collaboration, continuous learning, and customer focus.
• Ensure consistent adoption of sales processes, CRM usage, and commercial best practices.
• Develop and execute annual sales plans to achieve revenue, growth, margin, and market share objectives.
• Establish territory and account strategies that align with overall business goals.
• Monitor team performance and implement corrective actions when necessary.
• Drive pipeline generation, opportunity management, and forecasting discipline throughout the organization.
• Lead key account planning and support strategic customer relationships.
• Partner with field personnel on major negotiations and customer engagements.
• Translate category growth strategies into field execution plans.
• Identify market opportunities, competitive threats, and emerging industry trends.
• Develop initiatives to increase market penetration, customer acquisition, and share of wallet.
• Provide field insights to support portfolio development, pricing strategies, and product launches.
• Collaborate with Product Management and Marketing to maximize commercial effectiveness.
• Maintain relationships with strategic customers and key opinion leaders.
• Support distributor and channel partner development activities.
• Conduct joint customer visits with field team members and distribution partners.
• Ensure a high level of customer satisfaction and retention.
• Escalate and resolve complex customer concerns as needed.
• Partner closely with Marketing, Product Management, Customer Service, Operations, and Finance to support business objectives.
• Participate in strategic planning, budgeting, and forecasting activities.
• Support new product launches and market expansion initiatives.
• Share market intelligence and customer insights with leadership
• Manage sales forecasts, revenue projections, and performance metrics.
• Analyze sales trends and business results to drive decision-making.
• Ensure accurate CRM reporting and pipeline management.
• Manage departmental budgets and field resources effectively.
• Present business updates and performance reviews to commercial leadership.

Skills

Leadership

Negotiation

Presentation skills

Communication

Sales strategy

Education

Bachelor’s degree in life sciences

Tools

Salesforce.com

Microsoft Office

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Field Sales Manager, Lab Essentials

Regular Full-Time Middleton, WI, US

3 days ago Requisition ID: 1442

MISSION

• Lead, coach, and develop a team of Field Sales Representatives and Regional Sales Managers responsible for the Lab Essentials portfolio.
• Establish clear performance expectations, sales objectives, and development plans for team members.
• Conduct regular field coaching, ride-alongs, and performance reviews to enhance sales effectiveness.
• Recruit, onboard, and retain top sales talent.
• Foster a culture of accountability, collaboration, continuous learning, and customer focus.
• Ensure consistent adoption of sales processes, CRM usage, and commercial best practices.
• Develop and execute annual sales plans to achieve revenue, growth, margin, and market share objectives.
• Establish territory and account strategies that align with overall business goals.
• Monitor team performance and implement corrective actions when necessary.
• Drive pipeline generation, opportunity management, and forecasting discipline throughout the organization.
• Lead key account planning and support strategic customer relationships.
• Partner with field personnel on major negotiations and customer engagements.

Category Growth & Commercial Strategy

• Translate category growth strategies into field execution plans.
• Identify market opportunities, competitive threats, and emerging industry trends.
• Develop initiatives to increase market penetration, customer acquisition, and share of wallet.
• Provide field insights to support portfolio development, pricing strategies, and product launches.
• Collaborate with Product Management and Marketing to maximize commercial effectiveness.

Customer & Channel Management

• Maintain relationships with strategic customers and key opinion leaders.
• Support distributor and channel partner development activities.
• Conduct joint customer visits with field team members and distribution partners.
• Ensure a high level of customer satisfaction and retention.
• Escalate and resolve complex customer concerns as needed.

Cross-Functional Collaboration

• Partner closely with Marketing, Product Management, Customer Service, Operations, and Finance to support business objectives.
• Participate in strategic planning, budgeting, and forecasting activities.
• Support new product launches and market expansion initiatives.
• Share market intelligence and customer insights with leadership

Business Management

• Manage sales forecasts, revenue projections, and performance metrics.
• Analyze sales trends and business results to drive decision-making.
• Ensure accurate CRM reporting and pipeline management.
• Manage departmental budgets and field resources effectively.
• Present business updates and performance reviews to commercial leadership.

EDUCATION

• B.A. or B.S. degree (life sciences preferred.
• Minimum of 3 years sales experience in related industry or combination of highly technical background and sales experience.

SKILLS OR KNOWLEDGE

• Training/expertise in laboratory science and/or life sciences is preferred.
• Professional leadership experience preferred.
• Comprehensive selling skills and techniques, including negotiation.
• Ability to effectively present information and respond to questions from customers, dealers, and company personnel.
• Ability to calculate figures and amounts such as discounts, percentages, and anticipated forecasts.
• Conflict mitigation and resolution.
• Excellent communication skills -verbal and written.
• Strong organizational skills.
• Computer proficiency - Microsoft applications, Salesforce.com.
• Daily travel required with some overnight/weekend travel (approximately 60%).