Area Sales Manager - New England
Position Summary
The Area Sales Manager is responsible for driving revenue growth by selling high-volume histology and histopathology laboratory services to biotech companies, pharmaceutical organizations, academic institutions, and biomedical researchers. This is a remote, field-based role requiring a proactive and aggressive sales approach, including cold outreach, in-person meetings, and relationship development with key scientific and business stakeholders. The successful candidate will understand histology and pathology workflows, enabling them to effectively communicate the value of advanced services such as special stains, immunohistochemistry (IHC), immunofluorescence, and multi-omics tissue analysis, as well as quantitative image analysis and pathology consultations. This role requires strong prospecting skills, the ability to manage a high-transaction sales pipeline, and a commitment to delivering excellent customer service while expanding the company’s client base.Key Responsibilities
Sales & Business Development
- Increase territory sales by actively identifying and contacting potential clients through email outreach, cold prospecting, and in-person meetings.
- Develop new business opportunities within biotech, pharmaceutical and academic institutions.
- Meet with key clients to present services, negotiate service agreements, and close deals.
- Maintain a strong pipeline of opportunities and consistently achieve quarterly and annual territory sales goals.
- Upsell additional services to existing customers to increase account value and project scope.
- Works with a sense of urgency and is able to influence partners and motivate teams (internally and externally) to deliver high-impact outcomes.
Client Relationship Management
- Build and maintain long-term relationships with researchers and laboratory decision-makers.
- Expand the existing customer base by providing excellent customer service and problem-solving support.
- Develop strategies to strengthen and grow client partnerships while delivering measurable value.
Market Development & Representation
- Represent the company at trade shows, scientific conferences, and industry meetings.
- Identify emerging opportunities in the biomedical research and pathology services market.
- Monitor competitor service offerings, pricing, and marketing activities to inform sales strategy.
Strategy, Reporting & Analysis
- Analyze sales performance against strategies, quotes, and plans to determine effectiveness and optimize results.
- Work closely with the marketing team to plan promotional activities, including print, online, electronic media, and direct marketing campaigns.
- Maintain a consistent corporate image across product lines, promotional materials, and industry events.
- Prepare periodic sales reports detailing:
- Sales volume
- Pipeline opportunities
- Market trends
- Potential areas for client base expansion
Cross-Functional Collaboration
- Collaborate with marketing, operations, and laboratory teams to ensure accurate service offerings, pricing, and delivery timelines.
- Collaborate with project managers to scope, negotiate, and close complex SOWs for advanced services.
- Support company goals related to profitability, market share growth, and strategic expansion.
Required Qualifications
- Bachelor’s degree (BS or BA) required, preferably in life sciences, business, or marketing.
- 5-10 years of experience in life sciences sales, preferably focused on histology or pathology services.
- Proven field-based sales experience, including regular travel to customer locations.
- Ability to conduct high-volume prospecting and lead generation through outreach and in-person meetings.
- Willingness to travel flexibly within territory and support other regions when needed.
- Strong understanding of specimen collection, histology processing, and pathology workflows
Preferred Qualifications (A Plus)
- 5-10 years of experience selling laboratory or CRO services to academia, biotech, or pharmaceutical companies.
- 5+ years of hands-on laboratory experience in biomedical research.
- Experience with glass slide digitization and digital pathology services.
- Established professional network within biotechs, pharmaceutical companies and academic institutions
- Strong familiarity with translational research and tissue-based assay development.
- Lives in or can relocate to the Boston Area
- Demonstrates strong collaboration by actively seeking input, remaining open to new ideas, and embracing new approaches to improve sales strategies and team success
- Knowledge of advanced histology techniques including:
- Special stains
- Immunohistochemistry (IHC)
- Immunofluorescence
- Multi-omics tissue analysis
- Image Analysis
- Pathology consultations
- 100% coverage on employee health, vision and dental insurance
- Flexible Spending Accounts (FSA)
- Retirement planning (401k)
- Team building events outside of the office
- Strong compensation package
- Total reimbursement for sales activity