Regional Sales Manager

PRIMARY OBJECTIVE

Drive our client’s market success by expertly navigating sales of our testing solutions, products, and services within the Medical & Pharmaceutical market segment. Collaborate seamlessly with the Regional Industry Manager (RIM), Application Engineers, local service, and our sales support teams in Germany to develop and execute successful sales strategies. Your role will drive growth in both volume and profitability while strengthening the company’s position within the medical device, pharmaceutical, biotechnology, and related regulated industries.

This position reports directly to the National Sales Manager.

Location(s): Indiana or Ohio area.

MAJOR AREAS OF ACCOUNTABILITY

• Develop and execute an annual Territory Management Plan to achieve specified sales objectives while ensuring appropriate coverage of all prospects and customers.
• Work with the RIM to generate and develop new accounts while effectively managing and growing existing accounts.
• Present solutions to technical and executive stakeholders, including engineers, scientists, laboratory managers, quality professionals, manufacturing teams, and senior leadership.
• Qualify opportunities, develop proposals, negotiate contracts, and close business.
• Make a minimum of 16 on-site customer visits per month.
• Utilize CRM daily for lead management, account planning, forecasting, activity tracking, and reporting.
• Partner with RIM, Application Engineers, Service, and ZwickRoell global teams to develop customer value propositions and technical solutions.
• Build strong relationships with key decision-makers and influencers within existing and prospective accounts.
• Continuously develop expertise in the company’s products, testing applications, industry standards, customer requirements, and market trends.
• Monitor competitive activity and provide timely feedback to RIM, sales management, and the marketing team.
• Perform administrative responsibilities and other duties as assigned.

GENERAL QUALIFICATIONS INCLUDE

• Minimum 5 years of successful B2B technical sales experience in capital equipment, testing systems, analytical instrumentation, laboratory equipment, or related technical solutions.
• Proven sales experience within pharmaceutical, medical device, biotechnology, CDMO, CMO, laboratory, or regulated manufacturing environments.
• Demonstrated ability to develop new business, manage complex sales cycles, and consistently achieve sales targets.
• Strong presentation, communication, negotiation, and consultative selling skills.
• Ability to build relationships and achieve consensus among diverse stakeholders.
• Technical bachelor’s degree preferred in engineering, life sciences, chemistry, physics, materials science, biomedical engineering, or a related discipline.
• Strong CRM, forecasting, and account management skills.
• Familiarity with medical device testing, catheter and guidewire testing, syringe and drug delivery systems, autoinjector testing, materials testing, analytical instrumentation, or related quality and R&D applications is considered a strong asset.
• Knowledge of ASTM, ISO, FDA-regulated, or quality-controlled environments is an asset.
• Ability to work independently with a high degree of personal discipline.
• Willingness to travel domestically 30-70% depending on territory requirements.
• Must possess a valid driver’s license and be able to maintain automobile/liability coverage.

Benefits Offered:

• Paid time off.
• Health insurance.
• Dental insurance.
• Vision insurance.
• Healthcare reimbursement accounts such as HRAs and FSAs.
• Dependent Care account.
• 401(k) Retirement accounts.
• LTD (Long-Term Disability).
• Voluntary Group Life Insurance.
• Ancillary coverages such as Critical Illness and Off-Work Accident.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit (including travel time by airplane or automobile). The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to stand and walk. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus. Our company is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex (including pregnancy, gender identity, and sexual orientation), race, color, religion, national origin, disability, genetic information, protected veteran status, age, or any other characteristic protected by law.