Regional Sales Manager - East

ATS Corporation•Philadelphia, PA

3d•Remote

About The Position

SP Industries Inc. is seeking a Regional Sales Manager - East to lead and develop a team of 4-6 Territory Account Managers. This role is focused on driving profitable growth within the Life Sciences portfolio, which includes laboratory consumables, benchtop instrumentation, and related solutions. The position oversees commercial activities in the Eastern United States and Canada, with an emphasis on executing sales strategies through Tier 1 and Tier 2 distribution partners. The role also involves maintaining key relationships with end users in various markets such as pharmaceutical, biotechnology, medical device, diagnostics, academic, and research. The Regional Sales Manager will act as a strategic leader responsible for revenue growth, market share expansion, strengthening channel partnerships, and ensuring alignment between distributor sales organizations and internal commercial objectives. A strong understanding of channel sales management, distributor engagement, demand generation, territory planning, and sales team development is required.

Requirements

Bachelor’s degree in Business, Life Sciences or a related field; or equivalent combination of education and relevant experience.
3–7+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions (level adjustable based on role seniority).
2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships preferred.
Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.

Nice To Haves

Demonstrated success managing distributor, reseller, or strategic partner relationships.

Responsibilities

Lead, coach, and develop a team of 4–6 Territory Account Managers to achieve and exceed revenue, profitability, and strategic growth objectives.
Establish clear performance expectations, sales goals, and development plans for direct reports.
Conduct regular field travel with Territory Account Managers to provide coaching, customer engagement support, and commercial execution guidance.
Foster a culture of accountability, collaboration, and customer-centric selling.
Utilize CRM and sales analytics tools to monitor performance, manage pipeline health, and identify opportunities for growth.
Build and maintain relationships with Tier 1 and Tier 2 distribution partners across the region.
Develop and execute joint business plans with distributors to drive growth, increase market penetration, and expand share of wallet.
Align distributor sales resources with company growth initiatives, product launches, promotional campaigns, and strategic objectives.
Ensure effective deployment of distributor sales teams through training, field engagement, and demand generation activities.
Develop and execute regional sales strategies to achieve annual bookings, margin, and market share objectives.
Collaborate with marketing, product management, and business development teams to support new product introductions and market expansion initiatives.
Drive funnel development activities through distributor partnerships, customer engagement, product demonstrations, and targeted growth campaigns.
Support Territory Account Managers and distributor partners in managing key customer relationships and strategic opportunities.
Participate in executive-level customer meetings, contract negotiations, and large project opportunities.
Develop relationships with laboratory managers, procurement teams, scientists, researchers, and operational stakeholders to understand customer needs and identify growth opportunities.
Collaborate closely with Marketing, Product Management, Operations, Customer Service, and Supply Chain teams to ensure successful execution of commercial initiatives.
Provide market intelligence and customer feedback to support product roadmap development and portfolio strategy.
Ensure alignment between regional activities and broader North American commercial objectives.
Create a positive safety culture and maintain a safe and healthy workplace.
Ensure employees receive regular training regarding health, safety, and environmental matters.
Address HSE matters in a timely manner and ensure compliance with legislative and corporate requirements.
Demonstrate leadership in Health, Safety and Environment compliance.
Hold team members accountable for health, safety, and environmental compliance as part of the annual performance review process.
Ensure that the requirements of the health, safety, and environment management system are implemented and maintained.
Carry out hazard assessments, inspections, and audits as required by legislative framework and/or corporate requirements.
Ensure that training is provided to all departmental employees as per the established training matrix.
Implement appropriate corrective measures for unsafe conditions and unsafe acts.
Ensure that appropriate equipment, materials, and protective devices are provided and maintained in safe condition.
Provide information, instruction, and supervision to employees.
Take every precaution reasonable in the circumstances for the protection of employees.