Regional Sales Manager - Instruments

Are you looking for an opportunity to make a difference? At Mesa Labs we’re passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world.

At Mesa Labs we offer competitive wages, including potential bonus opportunities, equity awards, commission, and a comprehensive benefits package based on the position.

Base Compensation Range: $75,000 - $85,000

*In addition, you qualify for:

• Commission target of $50,000 - $55,000

Outstanding Benefits and Perks
We are proud to offer a variety of benefits that meet the diverse needs of our employees:

• Eligible for benefits the first day of the month after you start
• Tiered Medical, Dental and Vision Insurance options, Health savings (HSA), healthcare & dependent care flexible spending (FSA) accounts
• Company paid short term and long-term disability (unless covered by a state disability plan)
• Company paid life insurance and AD&D
• Flexible Time Off Policy
• Paid sick leave of 48 hours per calendar year
• Eligible employees may receive four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws
• 401(k) plan that provides a 4% Safe Harbor company match on a 4% employee contribution that begins on Day 1
• Employee Wellness and Financial Assistance Resources through Cigna and NY Life
• Nine (9) paid company holidays per year
  
  

Our Calibration Solutions portfolio uses the principles of advanced metrology to enable customers to measure and calibrate critical parameters in applications such as Environmental and Process Monitoring, Dialysis, Gas Flow, Air Quality, and Torque Testing.

Job Summary

The Regional Sales Manager is responsible for managing and expanding strategic client relationships within key accounts in the life sciences sector. This role involves understanding each client's unique needs and delivering customized solutions that drive client satisfaction and revenue growth, while adhering to regulatory requirements and industry standards. The Regional Sales Manager may also participate in pricing negotiations to align with the company's strategic goals. The role focuses on ensuring client retention and account growth by providing excellent service and identifying new business opportunities within existing relationships. Expertise in life science products, services, and applications is essential, as is the ability to navigate complex sales cycles, including long-term contracts, large deals, and multi-stakeholder negotiations.

Duties/Responsibilities

• Account Management & Relationship Building:
  • Develop and maintain strong relationships with decision-makers and stakeholders within key accounts. Serve as the primary point of contact for strategic clients, ensuring high levels of satisfaction and trust.
  • Conduct regular meetings with key clients to understand their business objectives, challenges, and needs. Work closely with clients to align the company’s products or services with their goals.
  • Employ a consultative approach to identify opportunities for new solutions or services within key accounts, proactively addressing client needs and driving revenue growth.
  • Advocate on behalf of clients within the company to ensure their needs are met. Collaborate with internal teams (e.g., product, customer success, marketing) to deliver solutions that exceed client expectations.
  • Focus on developing long-term, mutually beneficial relationships that lead to customer retention, loyalty, and increased lifetime value.

• Revenue & Growth Management:
  • Identify opportunities for upselling and cross-selling additional products, services, or solutions to existing key accounts. Proactively grow the account portfolio through strategic discussions and the introduction of relevant offerings.
  • Meet or exceed revenue and performance targets set for assigned key accounts. Track account performance against targets and take necessary actions to ensure goals are achieved.
  • Provide accurate and timely forecasts of account performance, including revenue and renewal expectations. Regularly report on the status of key accounts to senior management.
  • Ensure the renewal of contracts for key accounts, working with clients to understand their evolving needs and proposing solutions that meet these requirements.

• Customer Retention & Satisfaction:
  • Actively monitor and manage the health of key accounts, addressing any issues or challenges that may impact satisfaction or retention. Strive to prevent churn by providing proactive support and solutions.
  • Work closely with the customer success and implementation teams to ensure a smooth onboarding process for new clients or new products/services for existing clients. Follow up to ensure that the client is satisfied and realizes the value from the solutions offered.
  • Take the lead in resolving any client concerns or challenges, leveraging internal resources and processes to find timely and effective solutions.
  • Gather feedback from clients regularly and use it to improve service delivery, product offerings, and client interactions. Provide actionable insights to relevant teams.

• Cross-Functional Collaboration:
  • Collaborate with cross-functional teams, including sales, product management, marketing, and customer success, to deliver exceptional service and solutions to key accounts.
  • Stay informed about the company’s products, services, and capabilities. Continuously enhance knowledge to effectively communicate with clients about new features, updates, and offerings.
  • Work with the sales team and senior leadership to support account development and growth strategies. Share insights on customer preferences, pain points, and industry trends.
  • Market Insights & Competitive Intelligence:
  • Stay informed about industry trends and the competitive landscape, identifying opportunities for differentiation and areas where the company can offer greater value than competitors.
  • Analyze key account needs and feedback to spot emerging trends, ensuring that the company’s offerings remain relevant and competitive in the marketplace.

• Administrative & Documentation:
  • Maintain accurate and up-to-date records for all key accounts in the CRM system (e.g., Salesforce). Document all client interactions, meetings, opportunities, and action items.
  • Provide timely reports on account activities, performance, and progress against key metrics and targets. Ensure internal reporting is accurate and reflects the current state of key accounts.

Experience/Education

• Bachelor’s degree in Business, Sales, Marketing, or a related field or equivalent experience
• Minimum of 2 years of experience in account management, sales, or customer success, with a demonstrated ability to manage key or strategic accounts.

Knowledge and Skillsets Required

• Strong interpersonal skills with the ability to build trust and rapport with senior-level decision-makers and stakeholders.
• Ability to identify client needs and propose tailored solutions that align with business objectives, driving mutual value.
• A passion for providing exceptional service and fostering long-term relationships with clients.
• Ability to negotiate contract terms, pricing, and service agreements effectively to close deals and renew contracts.
• Proactive in identifying challenges and providing innovative solutions to resolve client issues or roadblocks.
• Excellent verbal and written communication skills, with the ability to present information clearly and persuasively to clients and internal teams.
• Ability to manage multiple projects and accounts simultaneously, with strong organizational skills to keep track of key deliverables.
• Strong sense of initiative, with the ability to work independently and focus on achieving revenue and customer satisfaction goals.
• Proficiency in CRM tools (e.g., Salesforce) for account management, sales tracking, and reporting.

Physical Demands:

• Sitting: Only when in the office or at home at computer.
• Standing or walking: Frequently during client’s interactions.
• Using computers: Typing and using the computer.
• Lifting: Moderate lifting, up to 15 pounds.
• Repetitive motions: Frequent use of a computer

Environmental Conditions:

• Workspace: Climate control (air conditioning or heating) to ensure comfort.
• Lighting: Artificial to natural lighting when traveling
• Noise Levels: May vary depending on environment.
• Ergonomics: Home setup with necessary lighting and noise control.

Mesa Labs is an Equal Employment Opportunity Employer.

Mesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law. Please note that Mesa Labs conducts criminal background checks upon offer acceptance.

Originally posted on Himalayas