Territory Sales Manager

• New business development across pharmaceutical, biotech, medical device, healthcare, and advanced manufacturing accounts
• Cross-sell and upsell opportunities through existing SSA customer relationships in Puerto Rico
• Targeted outreach to high-value facilities with cleanrooms, controlled environments, laboratories, or regulated manufacturing needs
• Consistent prospecting, follow-up, account mapping, and deal execution
• Close coordination with operations, technicians, scheduling, and leadership to qualify and close opportunities

Why This Role is Great

• True hunter role with ownership of a high-value regional market
• Sell mandatory services, not discretionary spend
• Access to existing customer relationships and regional credibility in Puerto Rico
• Large cross-sell opportunity across customers who may only know one part of the company
• High-growth company with strong acquisition momentum and expanding service lines
• Lean environment where ownership, urgency, and execution matters
• Uncapped commission with meaningful upside for new business and expansion

What You'll Do:

Own New Sales Growth in Puerto Rico

• Build and execute a territory plan for Puerto Rico
• Identify, prospect, qualify, and close new customers across the region
• Develop pipeline through outbound prospecting, referrals, customer introductions, industry research, and regional market knowledge
• Own your number and drive opportunities from first conversation through close

Create Expansion Through Existing Relationships

• Use existing regional relationships to uncover new departments, sites, service lines, and stakeholders
• Identify customers using the company for one service who may need support across additional service lines.
• Position the company's broader capabilities in a way that is relevant to the customer, not generic or overly salesy.
• Turn warm access into real pipeline and closed expansion revenue

Sell Core

Compliance Services

• Sell cleanroom certification, biological safety cabinet certification, fume hood testing, viable sampling, compressed air testing, laboratory equipment calibration, TAB-related services, and related compliance support.
• Understand enough technical context to ask strong discovery questions and guide the customer without pretending to be the technical expert
• Position services as required for compliance, audit readiness, and operational continuity

Engage the Right Buyers

• Build trust with Facilities, Quality, Compliance, Engineering, Operations, EHS, Pharmacy, and site leadership stakeholders
• Navigate multi-stakeholder sales cycles across technical, operational, and commercial buyers
• Develop relationships beyond a single contact to create durable account access

Coordinate Internally

• Partner with operations, technicians, scheduling, service leaders, and other internal teams to move customer needs forward
• Translate customer opportunities into clear internal action items
• Use internal resources effectively without becoming dependent on a large sales support machine

Run a Disciplined Sales Process

• Maintain clean CRM notes, contacts, next steps, pipeline stages, opportunity details, and forecast updates in HubSpot
• Follow up consistently and create urgency around real customer needs
• Track progress against new business, expansion, and cross-sell goals
• Operate with autonomy, urgency, and accountability in a lean commercial environment

What We're Looking For

• 3-7 years of B2B sales experience, preferably in a hunter, territory, regional sales, or technical services role
• Proven ability to generate pipeline and close new business
• Strong prospecting habits and comfort creating opportunities without heavy marketing or enablement support
• Ability to sell into technical, operational, quality, compliance, facilities, or manufacturing stakeholders
• Strong commercial judgment and ability to prioritize accounts based on fit, urgency, revenue potential, and likelihood to close
• Comfort selling technical or compliance-related services, even if you are not the technical expert
• Ability to operate in a lean environment with incomplete data and limited sales enablement
• Strong follow-through, organization, and CRM discipline; HubSpot experience preferred
• Puerto Rico market familiarity preferred; bilingual English and Spanish communication skills required
• Not an order taker. We need someone who can create momentum, build pipeline, and close business