Regional Sales Manager - East
SP Industries Inc., an ATS company, is searching for a Regional Sales Manager - East to join our team!
The Regional Sales Manager - East is responsible for leading and developing a high-performing team of 4-6 Territory Account Managers focused on driving profitable growth across the Life Sciences portfolio, including laboratory consumables, benchtop instrumentation, and related solutions.
This role oversees commercial activities throughout the Eastern United States and Canada, with a primary focus on executing sales strategies through Tier 1 and Tier 2 distribution partners while maintaining key relationships with end users in the pharmaceutical, biotechnology, medical device, diagnostics, academic, and research markets.
The Regional Sales Manager serves as a strategic leader responsible for delivering revenue growth, expanding market share, strengthening channel partnerships, and ensuring alignment between distributor sales organizations and internal commercial objectives. This position requires a strong understanding of channel sales management, distributor engagement, demand generation, territory planning, and sales team development.
Key Responsibilities
- Lead, coach, and develop a team of 4-6 Territory Account Managers to achieve and exceed revenue, profitability, and strategic growth objectives.
- Establish clear performance expectations, sales goals, and development plans for direct reports.
- Conduct regular field travel with Territory Account Managers to provide coaching, customer engagement support, and commercial execution guidance.
- Foster a culture of accountability, collaboration, and customer-centric selling.
- Utilize CRM and sales analytics tools to monitor performance, manage pipeline health, and identify opportunities for growth.
- Build and maintain relationships with Tier 1 and Tier 2 distribution partners across the region.
- Develop and execute joint business plans with distributors to drive growth, increase market penetration, and expand share of wallet.
- Align distributor sales resources with company growth initiatives, product launches, promotional campaigns, and strategic objectives.
- Ensure effective deployment of distributor sales teams through training, field engagement, and demand generation activities.
- Develop and execute regional sales strategies to achieve annual bookings, margin, and market share objectives.
- Collaborate with marketing, product management, and business development teams to support new product introductions and market expansion initiatives.
- Drive funnel development activities through distributor partnerships, customer engagement, product demonstrations, and targeted growth campaigns.
- Support Territory Account Managers and distributor partners in managing key customer relationships and strategic opportunities.
- Participate in executive-level customer meetings, contract negotiations, and large project opportunities.
- Develop relationships with laboratory managers, procurement teams, scientists, researchers, and operational stakeholders to understand customer needs and identify growth opportunities.
- Collaborate closely with Marketing, Product Management, Operations, Customer Service, and Supply Chain teams to ensure successful execution of commercial initiatives.Provide market intelligence and customer feedback to support product roadmap development and portfolio strategy.
- Ensure alignment between regional activities and broader North American commercial objectives.
Experience & Qualifications
- Bachelor's degree in Business, Life Sciences or a related field; or equivalent combination of education and relevant experience.
- 3-7+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions (level adjustable based on role seniority).
- 2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships preferred.
- Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.
Salary: $120/K - $150 plus bonus
HSE
All managers are responsible for creating a positive safety culture and maintaining a safe and healthy workplace. It is the responsibility of each manager to ensure that employees receive regular training regarding health, safety and environmental matters. Each manager is also accountable to ensure that HSE matters are addressed in a timely manner and that compliance with both legislative and corporate requirements are maintained.
Manager responsibilities for Health, Safety and Environment include:
- Demonstrate leadership in Health, Safety and Environment compliance
- Hold team members accountable for health, safety and environmental compliance as part of the annual performance review process
- Ensure that the requirements of the health, safety and environment management system are implemented and maintained
- Carry out hazard assessments, inspections, and audits as required by legislative framework and/or corporate requirements
- Ensure that training is provided to all departmental employees are per established training matrix
- Implement appropriate corrective measures for unsafe conditions and unsafe acts
- Ensure that appropriate equipment, materials and protective devices are provided and maintained in safe condition
- Provide information, instruction and supervision to employees
- Take every precaution reasonable in the circumstances for the protection of employees
Why SP Industries Inc.? The three parallelograms in our logo reflect our core company values: People, Process, and Performance. As part of ATS, SP leverages the ATS Business Model (ABM) to train, develop, engage, empower, and energize our people to make impactful changes in the organization. Our relentless focus on people is what continues to set us apart as a great place to build a career.
• We provide a wide range of innovative and high-quality scientific products that improve people's lives
• We offer a robust health and welfare benefits package that includes Life, Health, Dental, Vision
• We offer 401(K) including company match, Paid Time Off annually + Paid Holidays
• You will enjoy career Advancement Opportunities and Tuition Assistance to help you achieve your goals and continue your career growth
ATS is a $2.2B publicly-traded global enterprise with a proud 40-year history of helping advance the future with automation solutions. SP Industries Inc. sits within the ATS Life Sciences Group and is a leading global provider of state-of-the-art fill-finish drug manufacturing solutions, research, pilot and production lyophilizers, laboratory equipment and supplies, and specialty glassware. SP supports research and production across diverse end-user markets including pharmaceuticals, life science, ophthalmic, environmental testing and monitoring, food and beverage and more. SP has a long and successful track record of quality and science innovation, and is headquartered in Warminster, Pennsylvania, with production facilities in the USA and Europe. SP offers a world-wide sales and service network including product training and technical assistance. For more information visit www.scientificproducts.com.
EEO and Affirmative Action Statement:
SP is an Equal Opportunity Employer, dedicated to a policy of non-discrimination in employment on any basis and takes affirmative action to ensure equal employment opportunities. It is our policy to provide our employees and applicants with equal employment opportunities in accordance with applicable laws and not to discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identification, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP's Affirmative Action Plan is available through the HR Department and may be accessed during normal business hours.
Pay Transparency Nondiscrimination Provision:
SP will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. #LI-Remote