Territory Sales Manager, West Coast – Analytical Instrumentation

PAC

Territory sales manager growing PAC’s analytical instrumentation business across California and Nevada. Driving consultative sales, strategic accounts, forecasting, and customer outcomes for laboratory and process environments.

Posted 8/12/2026full-timeRemote • California • 🇺🇸 United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in strategic territory planning, consultative selling, and account management to drive revenue growth and expand market presence. Proficient in utilizing CRM systems and sales analytics tools to manage opportunities and enhance customer relationships.

Highest-signal resume keywords

Strategic Territory PlanningConsultative SellingAccount ManagementCRM System ExperienceAnalytical Instrumentation Sales

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Analytical InstrumentationLaboratory Equipment SalesTechnical SalesProcess AnalyticsSales ForecastingOpportunity ManagementMarket IntelligenceCustomer Relationship ManagementSales AnalyticsBusiness Acumen

Soft Skills

Relationship BuildingConsultative CommunicationOrganizational SkillsPlanning SkillsMotivated to Learn

Tools & Technologies

CRM PlatformsMicrosoft OfficeERP Systems

Industry Keywords

Market PresenceRevenue GrowthCustomer ExperienceSales ProcessTechnical Users Engagement

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Drive profitable growth and expand PAC’s market presence within California and Nevada
Develop and execute strategic territory plans for sustainable revenue growth and increased market share
Identify, qualify, and close opportunities across analytical instruments, software, service agreements, training programs, and aftermarket offerings
Expand business within existing accounts and develop new customer relationships
Manage opportunity planning, forecasting, account reviews, and pipeline management
Serve as a trusted advisor to laboratory, operations, engineering, maintenance, procurement, and executive stakeholders
Create strategic account plans aligned with customer objectives
Guide customers through the full sales process and ensure an exceptional customer experience
Align PAC solutions with measurable customer business and operational goals
Coordinate demonstrations, evaluations, site visits, technical reviews, and customer workshops
Collaborate with Applications Specialists, Service teams, and internal subject matter experts on implementation and customer satisfaction
Monitor industry trends, competitive activity, customer needs, and market developments
Generate demand through prospecting, networking, marketing initiatives, trade shows, webinars, and industry associations
Represent PAC at customer meetings, conferences, seminars, and industry events
Provide market intelligence and customer feedback to Product Management, Marketing, Service, and Leadership teams
Maintain accurate customer, opportunity, activity, forecast, and installed base information in CRM systems
Use CRM and sales analytics tools for territory planning and forecast accuracy
Document account strategies, opportunity progression, customer interactions, and next steps
Identify upgrades, cross-selling, aftermarket growth, and lifecycle management opportunities

Requirements

What you’ll need

Bachelor’s degree in Chemistry, Engineering, Business, or a related technical discipline preferred
Equivalent combinations of education, industry experience, technical aptitude, and demonstrated sales success will be considered
Three or more years of experience in analytical instrumentation, laboratory equipment, technical sales, industrial sales, process analytics, or related industries preferred
Proven success developing strategic customer relationships and growing territory revenue
Strong consultative selling and account management capabilities
Ability to engage technical users and executive decision-makers
Business acumen to communicate value, ROI, and customer outcomes
Experience managing sales opportunities through a CRM system
Strong organizational, planning, and forecasting skills
Proficiency with Microsoft Office applications and CRM platforms
ERP systems experience beneficial
Approximately 40% overnight travel availability
Preferably resides in the Los Angeles or San Francisco Bay area
Curious, technically oriented, and motivated to learn new technologies and applications
Strong relationship-building and consultative communication skills
Ability to work independently while collaborating across functions

Benefits

Comp & perks

401(k) with immediate 100% vesting on company match
Health, vision, and dental insurance
Health Savings Accounts (HSA)
Employee Assistance Program (EAP)
Educational reimbursement
Competitive paid time off program
Professional growth opportunities
Work with advanced analytical instrumentation and technologies
Partner with industry-leading customers and technical experts