Field Sales Manager, Lab Essentials

Job Description

The Field Manager, Lab Essentials, is responsible for leading and developing 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, ensuring consistent execution of sales initiatives, customer engagement, distributor management, and business development activities.

Team Leadership & Development

• Lead, coach, and develop a team of Field Sales Representatives and Regional Sales Managers responsible for the Lab Essentials portfolio.
• Establish clear performance expectations, sales objectives, and development plans for team members.
• Conduct regular field coaching, ride-alongs, and performance reviews to enhance sales effectiveness.
• Recruit, onboard, and retain top sales talent.
• Foster a culture of accountability, collaboration, continuous learning, and customer focus.
• Ensure consistent adoption of sales processes, CRM usage, and commercial best practices.

Sales Leadership

• Develop and execute annual sales plans to achieve revenue, growth, margin, and market share objectives.
• Establish territory and account strategies that align with overall business goals.
• Monitor team performance and implement corrective actions when necessary.
• Drive pipeline generation, opportunity management, and forecasting discipline throughout the organization.
• Lead key account planning and support strategic customer relationships.
• Partner with field personnel on major negotiations and customer engagements.

Category Growth & Commercial Strategy

• 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.

Customer & Channel Management

• Maintain relationships with strategic customers and key opinion leaders.
• Support distributor and channel partner development activities.
• Conduct joint customer visits with field team members and distribution partners.
• Ensure a high level of customer satisfaction and retention.
• Escalate and resolve complex customer concerns as needed.

Cross-Functional Collaboration

• Partner closely 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.
• Share market intelligence and customer insights with leadership.

Business Management

• Manage sales forecasts, revenue projections, and performance metrics.
• Analyze sales trends and business results to drive decision-making.
• Ensure accurate CRM reporting and pipeline management.
• Manage departmental budgets and field resources effectively.
• Present business updates and performance reviews to commercial leadership.

Minimum of 3 years sales experience in related industry or combination of highly technical background and sales experience.

Tagged as: Forecasting, Pipeline Management, Revenue Modeling