The Area Sales Manager (ASM) is a field-based sales leader responsible for driving revenue growth, sales execution, forecasting accuracy and customer success across a cluster of three to four Regional Business Manager (RBM) territories. The ASM leads and develops the RBMs in the area and is the first point of contact and direction for pipeline development, deal strategy, and revenue performance.
As Alamar continues to expand its commercial footprint, the ASM serves as the primary leadership layer between Regional Sales Directors and RBMs, accelerating ramp for new and backfilled territories, improving forecast quality, strengthening coaching and development, and improving customer continuity.
The ASM carries the area quota and may retain a small number of key accounts, while dedicating most of their time to leading the area through deal support, forecast management, coaching, new territory ramp, and key account development.
Essential Responsibilities
Sales Leadership & Team Development
- Foster a high-performance, collaborative sales culture aligned with Alamar's values.
- Lead, coach, and develop a team of Regional Business Managers within an assigned region.
- Conduct regular field rides, opportunity reviews, and business planning sessions.
- Provide ongoing performance coaching focused on pipeline growth, territory penetration, forecasting accuracy, and account development.
- Own recruiting, onboarding, and the 90-day onboarding plan for new and backfilled RBM territories in the area.
- Dotted-line manage Inside Sales Representatives aligned to the area's territories, in partnership with the Inside Sales Manager.
Territory & Business Management
- Develop and execute regional business plans that support company revenue growth objectives.
- Own the area forecast and deliver an accurate commit to the Regional Sales Director, running weekly pipeline and deal reviews and driving accountability for quotas, activity metrics, and Salesforce opportunity hygiene (stage, close date, forecast category).
- Ensure key account plans, visit cadences, and territory plans are in place and maintained for every territory in the area.
- Assist with territory transitions and vacancy coverage to ensure uninterrupted customer support.
Deal Development & Commercial Execution
- Coach and support RBMs on complex sales opportunities and multi-stakeholder purchasing processes.
- Participate in key customer meetings, executive engagements, and strategic negotiations.
- Manage deal pricing and discount requests within Alamar's approval guidelines, and support business cases and contract discussions.
- Help accelerate adoption of Alamar's proteomics solutions across academic, translational, clinical, and biopharma markets.
Cross-Functional Collaboration
- Partner closely with Marketing, Market Development, Field Application Scientists, Pharma Specialists, Population Health Business Development, Service, Operations, Commercial Operations, and Product teams.
- Ensure effective communication and alignment around customer opportunities and market needs.
- Provide field feedback to support product development, market expansion, and go-to-market initiatives.
- Collaborate with Commercial Operations on forecasting, territory analytics, and pipeline reporting.
Customer & Market Development
- Maintain executive relationships with strategic customers and key opinion leaders.
- Identify new market opportunities and growth segments within the region.
- Drive utilization, retention, expansion, and pull-through across the area's installed base, ensuring a seamless customer experience before, during, and after instrument placement.
Qualifications
Required
- Bachelor's degree in Life Sciences, Biology, Molecular Biology, Biochemistry, or related scientific discipline.
- 7+ years of successful life science commercial experience.
- 2+ years of people leadership, sales leadership, mentoring, or sales management experience.
- Demonstrated success managing complex capital equipment and consumables sales cycles.
- Consistent record of meeting or exceeding quota in a territory sales role.
- Strong forecasting, pipeline management, and territory planning skills.
- Experience using Salesforce or similar CRM systems.
- Ability to travel up to 50%.
Preferred
- Experience in proteomics, genomics, or multiplex immunoassay markets.
- Experience launching or ramping new sales territories.
- Advanced degree in a life science or business discipline.
The base salary range for this full-time position is $160,000 - $190,000 + commission+ equity + benefits. Our salary ranges are determined by work location, job-related skills, experience, and relevant education or training. The ranges displayed on each job posting reflect the minimum and maximum target for new hire salaries but are subject to change if the leveling of the role is adjusted. Your recruiter can share more about the specific salary range during the hiring process.