Territory Sales Manager, West Coast (Analytical Instrumentation)

PAC is a global leader in advanced analytical instruments for laboratories and process environments in the hydrocarbon processing industry. Customers rely on PAC technology to meet regulatory requirements, improve productivity, and maintain operational excellence.

The Territory Sales Representative, West Coast, drives profitable growth and expands PAC’s market presence within the assigned territory of California and Nevada. This role partners with customers to solve analytical and operational challenges through industry-leading laboratory and process analysis solutions. Success requires strategic account management, consultative selling, customer outcome focus, and strong collaboration with applications, service, marketing, and product management teams.  We are targeting candidates who reside preferably in the Los Angeles or San Francisco Bay area and available for approximately 40% overnight travel.

• Develop and execute strategic territory plans that deliver sustainable revenue growth and increased market share.
• Identify, qualify, and close opportunities across PAC's portfolio of analytical instruments, software solutions, service agreements, training programs, and aftermarket offerings.
• Expand business within existing accounts while successfully developing new customer relationships.
• Manage territory performance through disciplined opportunity planning, forecasting, account reviews, and pipeline management.

• Serve as a trusted advisor by understanding customer goals, technical requirements, operational challenges, and business drivers.
• Develop relationships with laboratories, operations, engineering, maintenance, procurement, and executive stakeholders.
• Create strategic account plans that align PAC solutions with customer objectives.
• Guide customers through the entire sales process while ensuring an exceptional customer experience.

• Align PAC solutions to measurable customer business and operational goals.
• Demonstrate value through productivity improvements, quality enhancement, risk reduction, regulatory compliance, and cost savings.
• Coordinate demonstrations, evaluations, site visits, technical reviews, and customer workshops.
• Collaborate with Applications Specialists, Service teams, and internal subject matter experts to ensure successful customer implementation and satisfaction.

• Monitor industry trends, competitive activity, customer needs, and market developments.
• Generate new demand through prospecting, networking, marketing initiatives, trade shows, webinars, and industry associations.
• Represent PAC at customer meetings, conferences, seminars, and industry events.
• Provide valuable market intelligence and customer feedback to Product Management, Marketing, Service, and Leadership teams.

• Maintain accurate customer, opportunity, activity, forecast, and installed base information within CRM systems.
• Utilize CRM and sales analytics tools to drive effective territory planning and forecast accuracy.
• Document account strategies, opportunity progression, customer interactions, and next-step activities.
• Identify opportunities for upgrades, cross-selling, aftermarket growth, and lifecycle management initiatives.

• Achieve or exceed assigned revenue, growth, and profitability objectives.
• Build a strong pipeline of qualified opportunities.
• Develop trusted relationships with customers and key decision-makers.
• Expand PAC's presence within existing accounts while winning new business.
• Deliver accurate forecasts and maintain strong CRM discipline.
• Represent PAC professionally and strengthen the company's reputation throughout the territory.

• Bachelor's degree in Chemistry, Engineering, Business, or a related technical discipline preferred.
• Equivalent combinations of education, industry experience, technical aptitude, and demonstrated sales success will be considered.
• Three or more years of experience in analytical instrumentation, laboratory equipment, technical sales, industrial sales, process analytics, or related industries preferred.

• Proven success developing strategic customer relationships and growing territory revenue.
• Strong consultative selling and account management capabilities.
• Ability to engage both technical users and executive decision-makers.
• Business acumen with the ability to communicate value, ROI, and customer outcomes.
• Experience managing sales opportunities through a CRM system.
• Strong organizational, planning, and forecasting skills.
• Proficiency with Microsoft Office applications and CRM platforms. Experience with ERP systems is beneficial.

• Curious, technically oriented, and motivated to learn new technologies and applications.
• Strong relationship-building and consultative communication skills.
• Able to engage effectively with both technical users and business decision-makers.
• Organized and self-directed, with strong account management and territory planning skills.
• Comfortable working independently while collaborating across functions.
• Experience using CRM systems and standard business software tools.
• Resides in Los Angeles or San Francisco area.