Territory Account Manager
SP Industries, Inc. – an ATS Company – is seeking a Territory Account Manager to join our growing team.
The Territory Account Manager drives growth by leveraging channel partners, expanding market presence across our Life Science Group portfolio, executing joint sales strategies, influencing end‐user demand, and ensuring alignment between internal teams and external channels.
This role focuses on pull‐through selling, building pipeline and expanding share of wallet by promoting our full portfolio with channel sales teams and direct customers.
Location: Seattle, WA, covering the Pacific Northwest.
Responsibilities
* Meet and exceed all sales plans and targets; develop, manage, and grow strategic relationships with authorized channel partners supporting the Life Sciences Channel portfolio.
* Drive bookings growth by executing partner‐led sales strategies aligned to target customers and market segments.
* Enable channel partners through training, joint business planning, sales enablement tools, and product education to ensure effective market execution.
* Collaborate closely with channel sales teams to coordinate go‐to‐market initiatives, pipeline development, and account coverage.
* Support and execute tabletop events at key channel partner customer sites to drive product awareness and generate qualified leads.
* Maintain and manage demo units and sample inventory, ensuring timely availability for customer visits, trials and channel partner support.
* Identify new channel opportunities and recruit, onboard, and ramp qualified partners to expand market coverage and customer reach.
* Prospect and develop new customer relationships through cold calling, email outreach, networking, and client referrals.
* Expand business within the assigned territory by identifying opportunities, understanding customer needs, and presenting tailored solutions.
* Conduct in‐person and virtual meetings, product demonstrations, and consultations.
* Train end‐users on equipment functionality and ensure customer satisfaction post installation.
* Maintain an up‐to‐date pipeline using CRM software to track opportunities, customer data, and sales activity.
* Travel up to 30% of the time.
Experience & Qualifications
* Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent combination of education and relevant experience.
* 2–5+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions.
* 2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships.
* Proven track record of meeting or exceeding revenue targets through partner‐led or hybrid (direct + channel) sales models.
* Experience supporting complex, consultative sales cycles, including multi‐stakeholder decision making and longer buying timelines.
* Working knowledge of Life Sciences regulatory and compliance environments (e.g., FDA, GxP, quality systems, data integrity expectations).
* Demonstrated ability to build and execute joint business plans, pipeline development strategies, and partner enablement programs.
* Experience collaborating cross‐functionally with marketing, product management, operations, and direct sales teams.
* Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.
* Ability to lift and transport equipment weighing up to approximately 40 pounds for customer demonstrations and installations.
Compensation & Benefits
Base salary: $80,000–$100,000. OTE: $120,000–$150,000, inclusive of base salary and variable commission. Commission earnings are performance‐based and governed by the company's commission plan.
* Wide range of innovative, high‐quality scientific products and solutions.
* Robust health and welfare benefits package including Life, Health, Dental, Vision.
* 401(k) with company match.
* Paid Time Off annually and paid holidays.
* Career advancement opportunities and tuition assistance.
Health, Safety, & Environment Responsibilities
* Work in compliance with divisional health, safety and environmental procedures.
* Refrain from removing or altering safety devices or guarding unless hazardous energies are controlled through lockout‐tagout methods.
* Report any unsafe conditions or unsafe acts.
* Report defect in any equipment or protective device.
* Ensure that the required protective equipment is used for the assigned tasks.
* Attend all required health, safety, and environmental training.
* Report any accidents or incidents to supervisor.
* Assist in investigating accidents or incidents.
* Refrain from engaging in any prank, contest, feat of strength, unnecessary running or rough and boisterous conduct.
Equal Employment Opportunity Statement
SP is an Equal Opportunity Employer, dedicated to a policy of non‐discrimination in employment on any basis. We provide our employees and applicants with equal employment opportunities in accordance with applicable laws and do not discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identification, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP's affirmative action plan is available through the HR Department during normal business hours.
Pay Transparency Non‐Discrimination Provision
SP will not discharge or otherwise discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Employees who have access to the compensation information of other employees or applicants as part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is in response to a formal complaint or charge, in furtherance of an investigation, proceeding, hearing, or action, or consistent with the contractor's legal duty to furnish information.
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