Field Sales Manager, Lab Essentials

Gilson, Inc.; Town of Middleton (WI); Hybride; USD 120 000 - 180 000; Plein temps

Résumé du poste

Gilson, Inc. in Middleton, WI is seeking a Field Sales Manager, Lab Essentials to lead the Field Sales Team, drive revenue growth, and expand market share across assigned markets.

This role requires building high-performing teams, coaching field reps and regional managers, and collaborating with Product Management and Marketing on launches. Extensive travel (~60%) is expected.

Qualifications

• B.A. or B.S. degree (life sciences preferred).
• Minimum of 3 years sales experience in related industry.
• Strong leadership and coaching ability.
• Excellent communication and presentation skills.

Responsabilités

• Lead and develop a Field Sales Team for the Lab Essentials portfolio.
• Drive revenue growth, market share expansion, and execution of commercial strategies.
• Manage distributor relationships and key accounts; conduct joint customer visits.
• Develop annual sales plans and territory/account strategies; forecast and measure performance.
• Monitor performance metrics, CRM data, and coach for results; provide field coaching.
• Collaborate with Marketing, Product Management for launches and portfolio development.

Connaissances

Sales leadership

Life sciences knowledge

Negotiation

Presentation

CRM (Salesforce)

Travel readiness

Formation

B.A. or B.S. degree (life sciences preferred.)

Outils

Salesforce.com

Microsoft Office

Description du poste

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

17 days ago Requisition ID: 1442

MISSION

The Field Sales Manager, Lab Essentials leads and develops the Lab Essentials Field Sales Team while driving profitable revenue growth, market share expansion, and execution of commercial strategies across assigned markets. This leadership role oversees a team of Field Sales professionals, ensuring consistent execution of sales initiatives, customer engagement, distributor management, and business development activities.

• 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%).