BACKGROUND:
DWK Life Sciences LLC (DWK) was formed through the merger of three industry leaders and provides the world’s laboratories and production environments with the most comprehensive range of labware. Serving scientific research, technical applications, storage, and packaging needs, DWK manufactures a wide array of precision glassware and specialty products for the life sciences market. DWK also offers products and services (vials, ampules, stoppers, septa, seals, caps, bottles, tubes, flasks, and value-added services) to customers seeking packaging solutions.
Revenue streams are driven by three primary channels: Global distributors, National distributors, and Direct field selling efforts.
DWK supports four primary market segments: Laboratory, Pharmaceutical, Analytical Sciences, and Industrial glass.
POSITION SUMMARY:
This role is responsible for expanding existing customer business and cultivating new opportunities in the South-Central region comprised of Texas, Kansas, Nebraska, Mississippi, Arkansas, Louisiana, and Alabama. Reporting to the Vice President of Laboratory Sales, the Territory Manager will directly oversee go-to-market strategies to drive DWK sales through established channel partners and targeted direct accounts.
Key Responsibilities:
1. Channel Partner Sales Development
Build and maintain relationships with channel partners (distributors) to promote DWK’s products.
Establish a consistent call schedule to support channel partners with sales initiatives.
Conduct field travel to support distributor and customer-specific sales efforts.
2. Direct Account Sales Development
Develop and sustain relationships with direct end customers, ensuring DWK products are utilized across their lab environments.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
· Achieve Budget Goals – Demonstrate financial insight to build and execute a sales plan that meets monthly, quarterly, and annual targets.
· Sales Cadence – Implement regular contact with channel partners to increase their “mind share” of DWK products and services.
· Customer Insights – Attain a deep understanding of channel partner and direct account needs to align DWK offerings with customer goals.
· Sales Skills – Listen, assess customer environments and needs, and match DWK’s strengths to secure increased sales.
· Organization & Independence – Effectively manage time and territory in an autonomous role to drive productivity.
· Cross-functional Collaboration – Work closely with DWK team members to support product success across customer labs.
· Additional Sales Duties – Accept and manage other sales-related responsibilities as assigned.
· Quality & Safety Compliance – Understand DWK’s quality standards, observe safety protocols, and maintain a safe work environment.
QUALIFICATIONS:
· Education: BA/BS in a Scientific or Business field; MBA is a plus.
· Experience: Minimum 3 years of sales experience in the scientific laboratory industry.
· Technical & Business Skills: Proficiency with MS Office Suite, CRM systems (e.g., Salesforce), and data analytics tools like Tableau.
· Sales Competencies: Strong technical, organizational, and negotiation skills, with a commitment to ethical practices and cross-functional collaboration.
· Communication: Excellent verbal and written communication, including presentation skills for varied audiences.
· Travel: Willingness and ability to travel up to 60% of the time.
WORK ENVIRONMENT / CONDITIONS / PHYSICAL DEMANDS:
· Travel is required
· Occasional lifting up to 20 lbs.
These are considered essential duties and are illustrative of those job tasks, which are fundamental. Employees may be required to perform additional related duties as may be assigned by management. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
