District Sales Manager - West

Working from Home
May 16, 2022
Required Education
Masters Degree/MBA
Position Type
Full time

Please be aware that, as a condition of employment, proof of COVID vaccination is required for all U.S.-based employees (subject to limited exceptions).  To ensure the health and safety of all PacBio employees and our prospective candidates, we have instituted a virtual interview and onboarding experience.


Title: District Sales Manager
Territory: US – Western District

PacBio (NASDAQ: PACB) is a premier life science technology company that is designing, developing, and manufacturing advanced sequencing solutions to help scientists and clinical research resolve genetically complex problems.  Our mission is to enable the promise of genomics to better human health. Genomics is core to all biological processes, and our advanced genomics tools provide scientists and clinical researchers the insights to better understand biology and health.  We are now entering the century of biology and genomics is at the heart of the next revolution.  Become part of the new paradigm in gene sequencing and help shape the future of genomic study by joining the PacBio team.

We have an exciting opportunity for a District Sales Manager to lead the fast-growing sales team across the Western US. As we build our team, we are looking for a collaborative, driven, intellectually curious individual who is committed to our customers' needs. Our culture rewards accountability, cross-functional teamwork, and those who can deliver on a customer-orientated approach. We believe this enables the kind of breakthrough thinking that will accelerate our mission.

The Role & The Team

Reporting to the Vice President and General Manager of AMR, we are seeking an exceptional sales leader to join our growing organization. This individual will be a key member of the AMR leadership team and will be responsible for driving sales growth and expanding our commercial reach across the Western US. This role is field based with an expectation that the District Sales Manager will regularly travel with members of the sales team to customer sites within the designated geography.


  • Directly responsible for PacBio instrument and consumables revenue for the Western District in AMR, including the following states: California, Oregon, Washington, Idaho, Montana, and Wyoming.
  • Work with the sales team to develop and execute district, territory and account specific sales plans that aligns with corporate objectives and drives growth.
  • Lead, support, and mentor a team of territory account managers and sequencing application specialists to execute PacBio's commercial strategies and exceed quarterly and annual sales targets.
  • Routinely monitor performance of the sales team and implement timely development plans to improve individual and team performance as needed.
  • Accurately and routinely forecast sales, order installations, and revenue for the district and its territories.
  • Utilize Saleforce.com CRM according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal teams.
  • Establish and build relationships with key decision makers and economic buyers.
  • Work cooperatively with Regional, Segment and Product Marketing teams, Business Development, Commercial Operations, Service and Support and other teams within the organization to ensure that product capabilities and commercial strategy are effectively communicated to the field.
  • Recruit, develop, and retain an exceptional sales team.
  • Motivate and lead the team through performance coaching, career planning, and setting development objectives.
  • Forecast and control selling expenses for the district within the assigned budget.
  • Ensure team compliance with the highest professional standards and PacBio's company policies.

All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional tasks and responsibilities.

Position Requirements:

  • Minimum 3+ years of sales management experience.
  • Minimum 7+ years or equivalent direct sales experience selling into the life sciences and/or clinical research markets required, with at least 3 years of capital equipment sales experience.
  • Experience managing key accounts.
  • Competitive nature and proven track record of consistent sales achievement.
  • Extraordinary leadership skills with the ability to lead, motivate and manage a team as well as cross functional interactions within the organization.
  • Proficiency working at the highest levels within customer organizations is critical (President/CEO, CTO/CSO and CFO and other key influencers).
  • Scientific or technical degree is required, advanced degree preferred.
  • Strong understanding of scientific applications and technology developments as they relate to customer requirements in target market segments; experience in genomics required.
  • Strategically minded with ability to work independently and highly adaptable.
  • Comfort and acumen for public speaking and the ability to deliver key presentations.
  • Strong communication and partnering skills with ability to operate as a team player.
  • Role will require a home office and 50% travel at a minimum.
  • Home office must be within proximity to a major airport within the states that comprise the district.

Listed responsibilities are an essential, but not exhaustive list, of the usual duties associated with the position. Changes to individual responsibilities may occur due to business needs

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation.