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Segment Sales Manager - Pharmaceutical Manufacturing - Salt Lake City, UT

Quick Facts
Company Name:Nelson Labs
Location:Salt Lake City, UT
Employment Type:Full Time
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At Nelson Laboratories, a Sotera Health Company, our employees are part of an industry-leading, global provider of sterility assurance, medical device evaluation services and expert advisory services.

Our employees receive competitive pay, growth and learning opportunities, insurance benefits, tuition reimbursement, paid holidays, time-off and the opportunity to attend many company-sponsored employee and family events.

Nelson Labs employees play a critical role in reaching our mission of: Safeguarding Global Health.

Job Summary:

The Segment/Category Sales Manager is responsible for growing revenue from both new and existing accounts within a targeted segment or service category, either for a specific region or globally. They will work closely with corresponding sales partners to secure a consistent pipeline of new revenue and build long-term relationships with key customers. As the face of our company to our customers, strong relationship skills and technical knowledge are critical to their success. Additionally, this role will partner with the Laboratory Operations Team to ensure that service requirements are understood and implemented in line with client needs and company profitability guidelines. The Segment/Category Sales Manager reports directly to the Director of Americas Sales.

Education and experience requirements:

  • Bachelor's degree in relevant field;
  • And 8-10 years' previous work experience in B2b, technical sales/ key account management
  • General medical device/pharmaceutical industry knowledge preferred
  • Experienced in Pharmaceutical Manufacturing client relationships and business development
  • Strong Preference for knowledge of E&L (Extractables and Leachables) for Pharmaceutical testing (not Pharma sales or clinical trials)

Essential Duties:

Strategic Partner to Sales Director

  • Advise director on changes and trends in the marketplace and the activities of competitors
  • Clearly communicate the progress of monthly/quarterly initiatives
  • Track key account metrics and provide to director to help with forecasting

Account Management

  • Develop a sales strategy and customer contact plan for targeted accounts that includes line-of-business contacts and executive-level relationships.
  • Lead planning process to maximize revenue, customer satisfaction, and grow share.
  • Generate sales with new clients and turn them into long-lasting and profitable relationships
  • Anticipate and identify customers' needs and provide feedback to other business areas to further the growth of their service segment/category
  • Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition
  • Gain an in-depth understanding of key clients and help strengthen their position in the industry
  • Serve as the link of communication between key customers and internal teams
  • Analyze data and sales statistics and translate results into better solutions
  • Balance strategic business development activities with finding, winning and closing new work, while maintaining sharp attention to detail
  • Communicate with, present to, and influence key stakeholders at all levels of an organization, including executive and C-level being aware of cultural differences


  • Know and follow the Nelson service standard
  • Increase brand recognition by keeping the Nelson name in front of our clients
  • Other duties as assigned

Regulatory Compliance

  • Know and follow applicable regulatory requirements (GMP, GLP, ISO, etc.).
  • Know and follow company policies and procedures.
  • Complete required training on time.


  • Attend work regularly and reliably.
  • Adhere to all policies and procedures.
  • Perform other duties as assigned

Work Environment:

This job operates in a professional office and laboratory environment. This role routinely uses standard office equipment such as computers, keyboards, computer mouse, telephones, photocopiers, projectors and file cabinets.

Travel requirements.

Regular travel during the business day and out-of-the area and overnight travel may be expected.

May be required to attend trade shows, seminars and conferences in addition to sales travel.

Physical requirements:

Must be able to stand/walk for 10% of the day and 90% of the day sitting at a desk or on the computer.

Must be able to attend trade shows, seminars, and conferences in addition to regular sales call travel. Must be able to occasionally lift a maximum of 45lbs. May require modified work hours to cover sales accounts in other time zones.

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