Territory Manager – Research Sales
Wheaton Industries Inc. is a leading marketer, manufacturer, and provider of products to
pharmaceutical, biotechnology, chemical and industrial, academic, and other related research
laboratories. Product categories include containers and closures, chromatography
consumables, liquid handling, and cell culture products.
We are currently recruiting for a Territory Manager – Research Sales to cover our Southeast
Territory (Georgia, Alabama, Florida, Mississippi, and Puerto Rico)
Job Description
This position is responsible for the sales of Wheaton Science Products within the assigned
territory. Using a solution selling methodology, the incumbent will diagnose and uncover unmet
customer needs and provide Wheaton product solutions resulting in revenue generation and
growth. To successfully accomplish the sales goals the incumbent will create demand with endusers, manage pull-through via channel partners, and manage distributor relationships within the
territory. This position requires strategic thinking, flexibility, commitment, and the ability to
work independently. Successfully managing accounts, working under pressure, and adapting to
changes in the work environment are essential. This position will require overnight travel of
approximately 25-30%
Job Duties
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Sell & promote WHEATON science products (specialty containers, chromatography
consumables, liquid handling, biobanking, and cell culture products) to meet or exceed
short and long-term sales goals in an assigned territory
Actively engage in sales calls on existing customers and prospecting new customers in
academic research, commercial, and industrial laboratories. Visit customers at a
frequency that places WHEATON in the preferred position.
Continuous prospecting for new accounts through research, referrals, and market
knowledge.
Develop high potential prospects to generate long-term sales growth.
Maintain accurate, detailed and comprehensive knowledge of the potential of each
account in assigned territory
Work closely with internal (marketing, pricing, customer service) and external customers
to maintain high level of communication and trust
Investigate customer issues promptly and participate in issue resolution
Actively utilize sales and customer planning tools for strategy refinement.
Prepare and conduct regular business reviews to impact customer growth opportunities.
Conduct business review meetings with channel partners, distributors, and management.
Provide constant feedback on the competition and changes in technology trends.
Participate in sales training and ongoing development programs to enhance competencies
Requirements
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BA/BS Required or equivalent education and experience. MBA, PhD, or advanced
degree preferred. Will consider Scientists looking to break into sales
Science background, previous bench experience, knowledge of laboratories, or past
experience selling to labs a must.
Must possess strong business acumen
Computer skills required (Microsoft Office, Excel, Sales Software)
Other Skills:
Technical Sales Skills; Interpersonal Skills, Organizational Skills; Action Oriented; Drive for
Results; Problem Solving; Planning; Customer Focus; Listening; Technical Learning;
Perseverance; Presentation skills; Process Management; Change Orientation; Strong
Analytical Ability.
Wheaton Industries offers competitive wages, excellent benefits, friendly associates and a
great working environment.