About the role
SP Industries, Inc., an ATS Company, has an exciting opportunity for a Territory Account Manager to join our growing team!
The Territory Account Manager is responsible for driving growth by leveraging channel partners to expand market presence across the Life Science Group portfolio. This role works closely with the channel partners sales representatives in the field, executing joint sales strategies, influencing end-user demand, and ensuring strong alignment between internal teams and external channels. The Territory Account Manager acts as a field-based partner to the channel, enabling success through training, joint customer engagement, and strategic account development. This position focuses on pull-through selling, building pipeline and expanding share of wallet by effectively utilizing and promoting our full portfolio with channel sales teams and direct customers.
The Territory Account Manager acts as a field-based partner to the channel, enabling success through training, joint customer engagement, and strategic account development. This position focuses on pull-through selling, building pipeline and expanding share of wallet by effectively utilizing and promoting our full portfolio with channel sales teams and direct customers.
The ideal candidate will be based in Philadelphia, PA covering the Northeast; PA, NY, NJ, MD, DE.
Responsibilities
Meet and exceed all sales plans/ targets Develop, manage, and grow strategic relationships with authorized channel partners supporting the Life Sciences Benchtop portfolio.
Drive bookings growth by executing partner-led sales strategies aligned to target customers and market segments.
Enable channel partners through training, joint business planning, sales enablement tools, and product education to ensure effective market execution.
Collaborate closely with channel sales teams to coordinate go-to-market initiatives, pipeline development, and account coverage.
Support and execute tabletop events at key channel partners customer sites to drive product awareness and generate qualified leads.
Maintain and manage demo units and sample inventory, ensuring timely availability for customer visits, trials and channel partner support.
Identify new channel opportunities and recruit, onboard, and ramp qualified partners to expand market coverage and customer reach.
Prospect and develop new customer relationships through cold calling, email outreach, networking, and client referrals.
Expand business within the assigned territory by identifying opportunities, understanding customer needs, and presenting tailored solutions.
Conduct in-person and virtual meetings, product demonstrations, and consultations.
Train end-users on equipment functionality and ensure customer satisfaction post-installation.
Maintain an up-to-date pipeline using CRM software to track opportunities, customer data, and sales activity.
Up to 40% travel required
Experience & Qualifications
Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent combination of education and relevant experience.
2-5+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions (level adjustable based on role seniority).
2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships preferred.
Proven track record of meeting or exceeding revenue targets through partner-led or hybrid (direct + channel) sales models.
Experience supporting complex, consultative sales cycles, including multi-stakeholder decision-making and longer buying timelines.
Working knowledge of Life Sciences regulatory and compliance environments (e.g., FDA, GxP, quality systems, data integrity expectations).
Demonstrated ability to build and execute joint business plans, pipeline development strategies, and partner enablement programs.
Experience collaborating cross-functionally with marketing, product management, operations, and direct sales teams.
Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.
This role requires the ability to lift and transport equipment weighing up to approximately 40 pounds for customer demonstrations and installations.
Base salary: $80,000-$100,000 base. OTE: $120,000-$150,000, inclusive of base salary and variable commission. Commission earnings are performance-based and governed by the company's commission plan.
HSE
All employees have the responsibility to work in a safe manner and report any health, safety or environmental concern to their manager or supervisor in a timely manner.
Employee responsibilities for Health, Safety and Environment include
Work in compliance with divisional health, safety and environmental procedures
Refrain from removing or altering safety devices or guarding unless hazardous energies are controlled through lockout-tagout methods
Report any unsafe conditions or unsafe acts
Report defect in any equipment or protective device
Ensure that the required protective equipment is used for the assigned tasks
Attend all required health, safety and environmental training
Report any accidents/incidents to supervisor
Assist in investigating accidents/incidents
Refrain from engaging in any prank, contest, feat of strength, unnecessary running or rough and boisterous conduct
Why SP Industries Inc.? The three parallelograms in our logo reflect our core company values: People, Process, and Performance. As part of ATS, SP leverages the ATS Business Model (ABM) to train, develop, engage, empower, and energize our people to make impactful changes in the organization. Our relentless focus on people is what continues to set us apart as a great place to build a career.
• We provide a wide range of innovative and high-quality scientific products that improve people's lives
• We offer a robust health and welfare benefits package that includes Life, Health, Dental, Vision
• We offer 401(K) including company match, Paid Time Off annually + Paid Holidays
• You will enjoy career Advancement Opportunities and Tuition Assistance to help you achieve your goals and continue your career growth
ATS is a $3B publicly-traded global enterprise with a proud 40-year history of helping advance the future with automation solutions. SP Industries Inc. sits within the ATS Life Sciences Group and is a leading global provider of state-of-the-art fill-finish drug manufacturing solutions, research, pilot and production lyophilizers, laboratory equipment and supplies, and specialty glassware. SP supports research and production across diverse end-user markets including pharmaceuticals, life science, ophthalmic, environmental testing and monitoring, food and beverage and more. SP has a long and successful track record of quality and science innovation, and is headquartered in Warminster, Pennsylvania, with production facilities in the USA and Europe. SP offers a world-wide sales and service network including product training and technical assistance. For more information visit www.scientificproducts.com.
EEO and Affirmative Action Statement
SP is an Equal Opportunity Employer, dedicated to a policy of non-discrimination in employment on any basis and takes affirmative action to ensure equal employment opportunities. It is our policy to provide our employees and applicants with equal employment opportunities in accordance with applicable laws and not to discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identification, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP's Affirmative Action Plan is available through the HR Department and may be accessed during normal business hours.
Pay Transparency Nondiscrimination Provision
SP will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. #LI-Remote