Territory Sales Manager, West Coast – Analytical Instrumentation

Job not on LinkedIn

🕒 August 12

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🏙️ Outside Sales

👻 Ghost score 18%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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PAC

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🔧 Hardware

⚡ Energy

Hardware • Energy

PAC is a global provider of advanced laboratory and online analytical instruments and a complementary digital analytics platform. PAC designs, manufactures, and markets instrumentation for fuel and petrochemical analysis (e. g. , density, viscosity, distillation, elemental analysis, gas chromatography, leak testing and flow/cold/hot properties), and offers a digital solution (PACe) for asset management, insights, and predictive analytics. Their products and services target industries such as petrochemicals, fuels (jet fuel, diesel, gasoline, renewable diesel, SAF, biodiesel, ethanol, hydrogen), medical device leak testing, and quality/control laboratories. PAC supports customers worldwide via multiple sales/support offices and a broad distributor network, and provides aftermarket parts, training, and service.

📋 Description

• Drive profitable growth and expand PAC’s market presence within California and Nevada • Develop and execute strategic territory plans for sustainable revenue growth and increased market share • Identify, qualify, and close opportunities across analytical instruments, software, service agreements, training programs, and aftermarket offerings • Expand business within existing accounts and develop new customer relationships • Manage opportunity planning, forecasting, account reviews, and pipeline management • Serve as a trusted advisor to laboratory, operations, engineering, maintenance, procurement, and executive stakeholders • Create strategic account plans aligned with customer objectives • Guide customers through the full sales process and ensure an exceptional customer experience • Align PAC solutions with measurable customer business and operational goals • Coordinate demonstrations, evaluations, site visits, technical reviews, and customer workshops • Collaborate with Applications Specialists, Service teams, and internal subject matter experts on implementation and customer satisfaction • Monitor industry trends, competitive activity, customer needs, and market developments • Generate demand through prospecting, networking, marketing initiatives, trade shows, webinars, and industry associations • Represent PAC at customer meetings, conferences, seminars, and industry events • Provide market intelligence and customer feedback to Product Management, Marketing, Service, and Leadership teams • Maintain accurate customer, opportunity, activity, forecast, and installed base information in CRM systems • Use CRM and sales analytics tools for territory planning and forecast accuracy • Document account strategies, opportunity progression, customer interactions, and next steps • Identify upgrades, cross-selling, aftermarket growth, and lifecycle management opportunities

🎯 Requirements

• 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 technical users and executive decision-makers • Business acumen 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 • ERP systems experience beneficial • Approximately 40% overnight travel availability • Preferably resides in the Los Angeles or San Francisco Bay area • Curious, technically oriented, and motivated to learn new technologies and applications • Strong relationship-building and consultative communication skills • Ability to work independently while collaborating across functions

🏖️ Benefits

• 401(k) with immediate 100% vesting on company match • Health, vision, and dental insurance • Health Savings Accounts (HSA) • Employee Assistance Program (EAP) • Educational reimbursement • Competitive paid time off program • Professional growth opportunities • Work with advanced analytical instrumentation and technologies • Partner with industry-leading customers and technical experts