National Sales Manager - Materials Characterization

Responsibilities

The Material Characterization National Sales Manager is responsible for driving sales of PerkinElmer's InfraRed, Thermal Analysis and UV-VIS instrument product lines within the Analytical Solutions Group. This role will serve as the bridge between corporate strategy and field sales execution. The purpose of the role is both commercial leadership and market growth.  Duties include representing PerkinElmer capabilities in the marketplace, serving as a key interface for customers, and representing the PerkinElmer Material Characterization product portfolio and services across the assigned region. The territory for this position is the United States. 

The Material Characterization National Sales Manager ensures the company’s instruments are sold effectively across a diverse customer base, balancing deep technical credibility with strong commercial leadership. They orchestrate the people, processes, and partnerships needed to capture growth in a competitive, innovation-driven market.

The individual must be located within the sales territory described and will be required to travel overnight ~50% of the time and work with individual product sales, field applications & service teams.  The qualified candidate will have an in-depth knowledge of the capital equipment sales cycle, as well as a working understanding of the Material Characterization (IR, TEA & UV/VIS) product portfolio.

This role will drive commercial excellence through leadership, customer engagement, and collaboration with marketing, service, and product management teams.

Responsibilities

• Responsible for driving install base growth through instruments, consumables and service revenue growth for Material Characterization portfolio within the USA.
• Primary activities include setting and delivering consistently accurate orders and revenue forecasts, updating goals, key opportunities, and sales activities. 
• Develop and execute a regional sales plan that aligns with corporate objectives and drives growth.
• Promote sales strategies to sell directly to subject matter experts and key decision makers at target accounts.
• Identify high-potential market opportunities and align sales focus accordingly.
• Lead, support, and mentor a team of (9) Sales Representatives, (1) Business Development Specialist and (8) Field Application Scientists to execute commercial strategies and exceed sales targets, month to month, quarter to quarter, year over year.
• Build a high-performance sales culture (pipeline discipline, forecasting accuracy, solution selling).
• Routinely monitor the performance of the sales team and implement timely development plans to improve individual and team performance on a monthly basis.
• Work cooperatively with Service, Strategic Marketing, Business Development, and Commercial Operations to ensure that product capabilities and commercial strategies are effectively communicated to the sales team.
• Recruit, develop, and retain world class sales and applications personnel.
• Utilize Salesforce.com according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal teams on the state of the business.
• Ensure team compliance with the highest professional standards and company policies.

• Network and interface with internal colleagues to share information and best practices.
• Develop new business, grow existing business, and troubleshooting customer problems.
• The employee may be required to perform all, or a combination of the following essential responsibilities as determined by business necessity.

Basic Qualifications

Requirements:

• Undergraduate degree in Business or Science. Advanced degree preferred.
• Minimum 7+ years or equivalent direct sales experience selling into laboratories in the analytical markets, with at least 5 years of capital equipment sales experience.
• 5+ years sales management experience leading a team of Territory Reps.

Preferred:

• Competitive nature and proven track record of consistent sales achievement.
• Extraordinary leadership skills with the ability to manage a team as well as cross functional interactions within the organization.
• Proficiency working at the highest levels within customer organizations is critical (President/CEO, CTO/CSO and CFO and other key influencers)
• Strong understanding of scientific applications and technological developments as they relate to customer requirements in target market segments.
• Thorough understanding of business factors affecting customer account profitability and competitive status as well as laboratory operations.  
• Role will require a home office and 50% travel at a minimum.
• Home office must be within proximity to a major airport within the continental United States.

The annual compensation range for this full-time position is $(140,000) to $(170,000). The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.