The Regional Sales Manager-West will lead and manage the sales activities of all independent manufacturers’ rep firms in their respective territories and will assist independent manufacturers’ representatives with complex sales transactions.  This position requires travel, with a minimum of 25% (1 week per month) in the field working with representatives, You must live in the territory you manage. (San Francisco Bay Area, Los Angeles Area, or Seattle Area)

DUTIES AND RESPONSIBILITIES 

• Establish sales practices, policies, and operational plans for territories to generate maximum sales and revenues for each product line.
• Develop and report on business plans to meet regional objectives and monitor progress in meeting established objectives on a weekly basis
• Develop sales forecasts, territory potentials, and workload analysis weekly .    
• Utilizes CRM (Salesforce or otherwise) to manage leads, converts them to opportunities, statuses them on regular basis (with opportunity percentage) and wins/loses them as appropriate.
• Follow up major sales leads and directly monitor all major sales contracts and key accounts.
• Have some direct house accounts to manage.
• Work independently as well as with key customers and prospects, prepare and make sales presentations to prospective and existing customers, and negotiate and close sales.
• Establish and conduct regional field training programs and meetings for the manufacturing rep groups and customers.
• Conduct monthly ride-alongs with representatives to visit key customers and advance projects
• Recommend operating sales budgets for the territory by product line, by territory and by market for approval.
• Act as Bakers liaison, to the customer when they are customer complaints and/or a need to refine customer requirements for new revenue.
• Keep informed of any market trends, customer satisfaction and other pertinent market information as well as participate in select industry trade shows.
• Established regular (monthly/quarterly) call frequency plans with or without rep organizations to key and target accounts (underperforming regions/rep groups/accounts).
• In person attendance and support of all tradeshow, conference, congress, workshop, etc. activities in the assigned region. You will be required to assist in set up and pack up of the Baker Company assets.
• Demonstrate a growth mindset, actively searching for the next breakthrough idea / process that will increase bookings and earnings for Baker Co.
• Adapt and regularly use a management by metric approach to understanding your business. This includes the use of standardized tools such as a bowler, action plan, and problem-solving process (PSP) to track success, identify gaps and root causes and effectively deploy counter-measures.
• Make every effort to focus on doing-it-right to make sure the customer is happy or satisfied with our units.
• Provide value to our customers by using Lean tools and concepts to identify and eliminate waste in all forms (scrap/rework, transportation, motion, waiting, inventory, over production, over processing, and under-utilization of people). Uses systemic thinking by seeing processes from end to end and works to challenge the status quo to eliminate the root cause of problems. Is involved in individual and/or team activities that involve using Lean tools and concepts to improve the flow of information and material.
• Other duties as required.

KEY PERFORMANCE METRICS 

• Meets monthly, quarterly, and annual bookings targets.
• Creates and executes annual action plan and achieves funnel growth targets
• Maintain annual budget parameters.
• Meet established regional objectives.

PHYSICAL REQUIREMENTS

• Able to travel up to 50% of the time.
• Able to sit at a computer for extended periods of time.

 MINIMUM REQUIREMENTS

• Resides within the area of sales management.
• BS degree in the life sciences field (biology preferred) or business, sales, and marketing.
• Minimum of 5 years’ experience, ideally selling laboratory or scientific equipment.
• Able to travel 50% of the time.
• Be familiar with research institutions and/or hospitals.
• Demonstrated ability to understand technical applications, technical equipment, and then present it to a client.
• High energy level and an understanding of today’s changing selling environment with strong communication, presentation, and negotiations skills. 
• Possess leadership and teamwork skills and be able to work through complex project sales.
• Experience working in a laboratory setting a plus.
• Proficient in Microsoft Office applications, including Excel, Power Point and Word. 

About The Baker Company

Baker has helped advance science, discovery and clinical care by pioneering innovative solutions for air containment, contamination control and controlled environments. Baker biological safety cabinets, clean benches, fume hoods, and pharmacy isolators provide unparalleled user and product protection for a variety of applications. Our solutions for cell science and oxygen regulation, including the Baker Ruskinn line of physoxia workstations and anaerobic chambers help improve research results by providing a more precise, controlled environment for low-oxygen and anoxic studies.

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