Regional Sales Manager - Central U.S.

Mesa Laboratories, Inc.•,

3h•$75,000 - $85,000•Remote

About The Position

The Regional Sales Manager is responsible for managing and expanding strategic client relationships within key accounts for the Instruments Product Line in the life sciences and food and beverage sectors. 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 highly technical 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. The preferred candidate for this role will reside in one of the following states: Texas, Louisiana, Missouri, Nebraska, Oklahoma.

Requirements

Bachelor’s degree in Business, Sales, Marketing, or a related field.
Minimum of 2 years of experience in account management, sales, or customer success, with a demonstrated ability to manage key or strategic accounts.
Strong track record of success with documented sales achievements of quota attainment and sales awards.
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.

Nice To Haves

Experience with a variety of Channel Partners outside the US, specifically the APAC region, strongly preferred.

Responsibilities

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.
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. 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.
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.
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.
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.
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.

Benefits

Eligible for benefits the first day of the month after you start
Tiered Medical, Dental and Vision Insurance options
Health savings (HSA) accounts
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
Competitive wages
Potential bonus opportunities
Equity awards
Commission