Pharma, Territory Manager

IMI Process Automation•Irwin, PA

About The Position

The Pharma Territory Manager develops, executes, and delivers the results of IMI PBM sales activities within an assigned territory. The position drives profitable growth across pharmaceutical, life sciences, biotechnology, and related sanitary processing industries through strategic account development, channel management, and customer engagement. The role requires mechanical aptitude, knowledge of fluid-flow applications, and experience in technical sanitary sales. The manager develops a representative network, creates sustainable growth strategies, identifies new business opportunities, influences decision-makers, and positions IMI PBM as a preferred partner for customers and industry stakeholders. The role offers flexibility in location and may be based at various IMI PBM sites. Approximately 70% travel throughout the assigned territory is required. The position includes developing representatives, building customer and partner relationships, delivering technical demonstrations and training, and collaborating with internal teams to support sales and long-term growth.

Requirements

Minimum 5–7 years of sales management experience in the valve industry or a related industrial sector.
Demonstrated success growing sales and developing distribution channels.
Experience managing manufacturer representatives and building successful channel-partner relationships.
Strong understanding of customer needs, industry dynamics, and market trends in pharmaceutical, life sciences, or related process industries.
Knowledge of fluid-flow applications, process systems, and sanitary valve technologies.
Proven ability to influence customers and stakeholders at multiple organizational levels.
Strong commercial acumen and experience developing and executing sales strategies.
Excellent communication, presentation, and negotiation skills.
Willingness to travel extensively throughout the assigned territory; approximately 70% travel is required.
Proven leadership experience and a track record of delivering sales results.

Nice To Haves

Bachelor's degree in Engineering, Business, Sales, or a related discipline preferred.

Responsibilities

Develop and execute a territory business plan and sales strategy to deliver revenue growth, profitability, and market-share expansion.
Manage, coach, and develop the representative network to maximize sales performance and customer coverage.
Maintain expert knowledge of IMI PBM products, applications, and competitor offerings in pharmaceutical and sanitary markets.
Identify and implement action plans to penetrate and grow business in pharmaceutical, life sciences, biotechnology, and adjacent industries.
Build strong relationships with end users, engineering consultants, OEMs, contractors, and channel partners.
Communicate market trends, customer requirements, and product-development opportunities to management and internal stakeholders.
Conduct annual business reviews with representatives and identify development opportunities, training needs, and territory growth plans.
Collaborate with the IMI PBM project team to maintain a high project conversion and closing rate.
Contribute to strategic planning and support long-term business growth strategies.
Manage territory expenses and comply with approved budget guidelines.
Deliver technical product demonstrations, customer presentations, and training sessions for representatives, customers, and engineering firms.
Represent IMI PBM at trade shows, conferences, industry events, and customer meetings.
Adhere to company policies, procedures, compliance requirements, and business ethics standards.
Support recruitment, selection, and onboarding of representative partners when required.