Senior Sales Manager - Immunohistochemistry

Accountabilities:

• • Lead regional commercial execution for the Immunohistochemistry portfolio, delivering quarterly and annual revenue, sales mix, profitability, and market-share objectives.
  • Build and manage a high-performing team of sales professionals through clear expectations, coaching, field engagement, performance management, and structured commercial operating practices.
  • Recruit, onboard, develop, and retain sales talent while strengthening capabilities in territory planning, strategic selling, pipeline management, customer engagement, and competitive conversions.
  • Establish disciplined sales processes through effective use of CRM systems, funnel reviews, forecasting, and commercial performance tools to improve visibility, accountability, and execution.
  • Develop and maintain senior-level relationships with strategic customers, including hospital executives, laboratory leaders, pathology teams, procurement, materials management, contracts, and other key stakeholders.
  • Partner with Applications, Service, Marketing, Commercial Operations, and other cross-functional teams to support customer retention, new business development, successful implementations, and long-term customer satisfaction.
  • Analyze market trends, competitive activity, customer feedback, and regional performance data to identify growth opportunities and translate insights into actionable commercial strategies.
  • Lead regional initiatives involving market expansion, competitive displacement, portfolio growth, and organizational change.
  • Represent the organization with professionalism and credibility while driving collaboration across customers, direct reports, cross-functional partners, and senior leadership.
  • Travel extensively across the assigned territory, including overnight travel as needed for customer coverage, team engagement, and company meetings.

  Requirements:

  • Bachelor’s degree and 5+ years of sales leadership or equivalent commercial experience.
  • Demonstrated people-management experience, including coaching, performance management, talent development, recruitment, and team accountability.
  • Proven experience in capital sales, contract negotiations, complex/high-level selling, or selling within a matrixed commercial environment.
  • Strong ability to lead through influence and build effective relationships with customers, sales teams, cross-functional partners, and senior stakeholders.
  • Experience using Salesforce or another CRM platform to manage pipelines, forecasts, customer activity, and commercial performance.
  • Excellent strategic, analytical, communication, and decision-making skills, with the ability to translate market and customer insights into growth plans.
  • Experience in diagnostics, life sciences, pathology, medical devices, laboratory workflows, or related healthcare markets is strongly preferred.
  • Previous experience selling immunohistochemistry, histology products, reagents, consumables, or capital equipment is an advantage.
  • Demonstrated ability to lead teams through change, market expansion, competitive displacement, and portfolio-growth initiatives.
  • Ability to travel approximately 50–75% and conduct overnight travel when required.
  • Valid driver’s license required.
  • A collaborative, results-oriented leadership style with a strong focus on customer relationships, talent development, accountability, and continuous improvement.

  Benefits:

  • Base salary: $175,000–$195,000 annually.
  • Target total compensation: $255,000–$275,000 annually, including base salary and Sales Incentive Compensation.
  • Sales incentive earnings may exceed or fall below target depending on individual performance.
  • Fully remote work arrangement from a home office, with flexibility designed to support autonomy and productivity.
  • Comprehensive medical, dental, and vision insurance.
  • 401(k) retirement benefits.
  • Paid time off.
  • Additional competitive employee benefits and programs designed to support wellbeing and life beyond work.
  • Opportunities for professional development, leadership growth, and career advancement within a global life sciences environment.