Field Sales Manager

The Field Sales Manager for the Lab Essentials portfolio leads the field sales organization in assigned markets, combining team development with execution of commercial strategy to drive profitable growth. The role is onsite in Middleton, WI and owns results across revenue, market share, and customer engagement.

Role Overview

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 position oversees team performance, customer engagement, distributor management, and business development activities.

Key Responsibilities

• Lead, coach, and develop a team of Field Sales Representatives and Regional Sales Managers for the Lab Essentials portfolio.
• Set clear performance expectations, sales objectives, and development plans for team members.
• Conduct regular field coaching, including ride-alongs, and complete performance reviews to improve sales effectiveness.
• Recruit, onboard, and retain top sales talent.
• Promote 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 meet revenue, growth, margin, and market share objectives.
• Create territory and account strategies aligned with overall business goals.
• Monitor team performance and implement corrective actions when necessary.
• Drive pipeline generation, opportunity management, and forecasting discipline across 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, including joint customer visits.
• Maintain a high level of customer satisfaction and retention, and escalate or resolve complex customer concerns as needed.
• Partner 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 and share market intelligence with leadership.
• Manage sales forecasts, revenue projections, and performance metrics; analyze trends to drive decision-making.
• Ensure accurate CRM reporting and pipeline management.
• Manage departmental budgets and field resources effectively and present business updates to commercial leadership.

Required Qualifications

• B.A. or B.S. degree (life sciences preferred).
• Minimum 3 years of sales experience in a related industry, or a combination of highly technical background and sales experience.
• 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 capabilities.
• Excellent communication skills (verbal and written).
• Strong organizational skills.
• Computer proficiency, including Microsoft applications and Salesforce.com.
• Daily travel required with some overnight or weekend travel (approximately 60%).

Preferred Qualifications

• Training or expertise in laboratory science and/or life sciences.
• Professional leadership experience.

Location and Work Setup

Middleton, WI (onsite)

Technology

• Microsoft applications
• Salesforce.com

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 to ensure consistent execution of sales initiatives, customer engagement, distributor management, and business development activities.