Technical Sales Manager, Thermal Analysis Products, Americas) at Rigaku in The Woodlands , TX

Job description

• Join Rigaku in shaping a better world through new perspectives!
• Rigaku is seeking a motivated and entrepreneurial Technical Sales Manager to launch and grow our Thermal Analysis business throughout the Americas, including the United States, Canada, and Latin America.
• This is an outstanding opportunity for an experienced technical sales professional who wants to take the next step in their career by building a new business within a globally recognized scientific instrumentation company.
• The successful candidate will be responsible for developing the commercial strategy for Rigaku's Thermal Analysis product line, establishing and managing a network of distribution partners, developing key customer relationships, and creating the foundation for future growth. Working closely with Sales, Marketing, Product Management, Applications, and Service teams, this individual will help establish Rigaku as a leading supplier of thermal analysis instrumentation throughout the Americas.
• As the business grows, this individual will have the opportunity to recruit, develop, and lead regional Sales, Applications, and Service personnel, creating a clear pathway toward commercial leadership.
• Rigaku's Thermal Analysis portfolio includes Differential Scanning Calorimetry (DSC), Simultaneous Thermal Analysis (STA/TG-DSC), Thermogravimetric Analysis (TGA), Differential Thermal Analysis (DTA), Thermomechanical Analysis (TMA), and Evolved Gas Analysis (EGA) solutions serving research, product development, and quality control laboratories across polymers, pharmaceuticals, batteries, chemicals, ceramics, electronics, advanced materials, and academia.

Responsibilities

• Business Development
• Develop and execute sales plans to successfully launch Rigaku's Thermal Analysis products throughout the Americas.
• Identify new market opportunities and establish sales strategies that drive profitable growth.
• Build relationships with strategic customers, key opinion leaders, and industry influencers.
• Identify opportunities to expand Rigaku's presence within competitor-installed accounts.
• Develop annual territory and business plans aligned with corporate objectives.
• Distributor Development
• Identify, recruit, onboard, and support qualified distribution partners throughout the United States, Canada, and Latin America.
• Develop strong working relationships with distributor management and sales teams.
• Provide product, sales, and application training.
• Conduct regular joint customer visits and business reviews.
• Monitor distributor performance and recommend actions that improve growth and customer satisfaction.
• Sales & Customer Development
• Develop new business while expanding existing customer relationships.
• Lead technical sales opportunities from prospect identification through quotation, negotiation, and order closure.
• Deliver technical presentations, product demonstrations, seminars, and webinars.
• Work closely with customers to understand their analytical requirements and recommend the most appropriate Rigaku solutions.
• Represent Rigaku as a trusted technical resource throughout the sales process.
• Business Growth
• Support the long-term growth of Rigaku's Thermal Analysis business by identifying future staffing requirements and organizational needs.
• Participate in recruiting, onboarding, and mentoring future Sales, Applications, and Service personnel as the business expands.
• Help establish best practices, sales processes, and customer support programs that will support long-term success.
• Technical & Product Leadership
• Become the primary commercial resource for Rigaku Thermal Analysis products throughout the Americas.
• Collaborate with Applications Scientists to develop new application solutions and customer success stories.
• Provide customer feedback and competitive intelligence to Product Management and Engineering.
• Support successful product launches and introduction of new technologies.
• Marketing & Industry Development
• Represent Rigaku at scientific conferences, trade shows, workshops, and technical meetings.
• Support development of marketing campaigns, technical presentations, webinars, and educational seminars.
• Develop relationships with universities, government laboratories, and industrial research organizations.
• Business Operations
• Maintain accurate opportunity pipelines, forecasts, and CRM records.
• Prepare regular sales forecasts and business reports.
• Monitor sales performance against established objectives.
• Assist in developing pricing strategies and market development plans.

Requirements

• Bachelor's degree in Chemistry, Materials Science, Chemical Engineering, Physics, Engineering, or another scientific discipline.
• Advanced degree is desirable but not required.
• 8–12 years of successful technical sales experience within analytical instrumentation or laboratory equipment.
• Minimum 5 years selling Thermal Analysis instrumentation or closely related analytical technologies.
• Demonstrated success developing new business and managing strategic customer relationships.
• Experience working with distributors or channel partners.
• Strong understanding of consultative selling and capital equipment sales cycles.
• Excellent presentation, communication, and negotiation skills.
• Strong organizational skills with the ability to manage multiple priorities independently.
• Experience using CRM systems and sales forecasting tools.
• Willingness to travel approximately extensively throughout the Americas.
• Valid driver's license and passport.
• Experience selling one or more of the following technologies: Differential Scanning Calorimetry (DSC), Thermogravimetric Analysis (TGA), Simultaneous Thermal Analysis (STA), Thermomechanical Analysis (TMA), Differential Thermal Analysis (DTA), or Evolved Gas Analysis (EGA).
• Experience working with distributors in North America or Latin America.
• Knowledge of battery materials, polymers, pharmaceuticals, chemicals, advanced materials, or semiconductor applications.
• Fluency in Spanish or Portuguese is a plus.

Skills

Required

• Technical sales
• Consultative selling
• Capital equipment sales
• CRM systems
• Sales forecasting
• Presentation
• Communication
• Negotiation
• Organizational skills
• Distributor management
• Customer relationship management

Preferred

• Differential Scanning Calorimetry (DSC)
• Thermogravimetric Analysis (TGA)
• Simultaneous Thermal Analysis (STA)
• Thermomechanical Analysis (TMA)
• Differential Thermal Analysis (DTA)
• Evolved Gas Analysis (EGA)
• Fluency in Spanish or Portuguese

Benefits

• This position offers a unique opportunity to launch a new product line within one of the world's leading scientific instrumentation companies.
• Build Rigaku's Thermal Analysis business throughout the Americas.
• Work with innovative technologies serving rapidly expanding scientific and industrial markets.
• Develop a broad network of customers, distributors, and industry partners.
• Collaborate closely with global Product Management, Applications, and Engineering teams.
• Grow your career into a future commercial leadership position as the business expands.
• Rigaku offers a comprehensive benefits package, including medical, dental, vision, short- and long-term disability insurance, life insurance, Section 125 flexible spending accounts, and a 401(k) plan with company match.
• The anticipated base salary range for this position is $110,000 to $125,000 annually. This position is eligible for a target annual incentive opportunity of $65,000 to $75,000 under the applicable incentive plan, resulting in expected on-target earnings of $175,000 to $200,000 annually.
• Actual base salary will be determined based on relevant experience, qualifications, and geographic location, where applicable. Incentive compensation is subject to the terms and conditions of the applicable plan and may vary based on performance.