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 stron g 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

Benefits

• 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