Senior Sales Manager - Immunohistochemistry

Accountabilities: Lead regional commercial execution for the Immunohistochemistry portfolio, delivering quarterly and annual revenue, sales mix, profitability, and market-share objectives.

Build and manage a high-performing team of sales professionals through clear expectations, coaching, field engagement, performance management, and structured commercial operating practices.

Recruit, onboard, develop, and retain sales talent while strengthening capabilities in territory planning, strategic selling, pipeline management, customer engagement, and competitive conversions.

Establish disciplined sales processes through effective use of CRM systems, funnel reviews, forecasting, and commercial performance tools to improve visibility, accountability, and execution.

Develop and maintain senior-level relationships with strategic customers, including hospital executives, laboratory leaders, pathology teams, procurement, materials management, contracts, and other key stakeholders.

Partner with Applications, Service, Marketing, Commercial Operations, and other cross-functional teams to support customer retention, new business development, successful implementations, and long-term customer satisfaction.

Analyze market trends, competitive activity, customer feedback, and regional performance data to identify growth opportunities and translate insights into actionable commercial strategies.

Lead regional initiatives involving market expansion, competitive displacement, portfolio growth, and organizational change.

Represent the organization with professionalism and credibility while driving collaboration across customers, direct reports, cross-functional partners, and senior leadership.

Travel extensively across the assigned territory, including overnight travel as needed for customer coverage, team engagement, and company meetings.

Requirements:

Bachelor’s degree and 5+ years of sales leadership or equivalent commercial experience.

Demonstrated people-management experience, including coaching, performance management, talent development, recruitment, and team accountability.

Proven experience in capital sales, contract negotiations, complex/high-level selling, or selling within a matrixed commercial environment.

Strong ability to lead through influence and build effective relationships with customers, sales teams, cross-functional partners, and senior stakeholders.

Experience using Salesforce or another CRM platform to manage pipelines, forecasts, customer activity, and commercial performance.

Excellent strategic, analytical, communication, and decision-making skills, with the ability to translate market and customer insights into growth plans.

Experience in diagnostics, life sciences, pathology, medical devices, laboratory workflows, or related healthcare markets is strongly preferred.

Previous experience selling immunohistochemistry, histology products, reagents, consumables, or capital equipment is an advantage.

Demonstrated ability to lead teams through change, market expansion, competitive displacement, and portfolio-growth initiatives.

Ability to travel approximately 50–75% and conduct overnight travel when required.

Valid driver’s license required.

A collaborative, results-oriented leadership style with a strong focus on customer relationships, talent development, accountability, and continuous improvement.

Benefits:

Base salary: $175,000–$195,000 annually.

Target total compensation: $255,000–$275,000 annually, including base salary and Sales Incentive Compensation.

Sales incentive earnings may exceed or fall below target depending on individual performance.

Fully remote work arrangement from a home office, with flexibility designed to support autonomy and productivity.

Comprehensive medical, dental, and vision insurance.

401(k) retirement benefits.

Paid time off.

Additional competitive employee benefits and programs designed to support wellbeing and life beyond work.

Opportunities for professional development, leadership growth, and career advancement within a global life sciences environment.

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