Area Sales Director - West Coast USA & South America

This position will lead and grow Tescan’s West Coast USA sales team and distributor/agent network in Central and South America through a combined direct and channel sales model.

This role is responsible for regional revenue ownership, distributor performance, and strategic account growth while strengthening channel capability and market presence in alignment with global sales objectives. 

Key accountabilities and decision ownership:

• Regional Sales Strategy Execution & Forecasting:  Develop and execute the sales strategy aligned with Americas and global objectives. Own regional bookings targets. Provide accurate forecasting, pipeline management, and opportunity qualification across direct and distributor-led sales.
• Channel Partner Strategy & Governance:  Define and execute the regional channel partner strategy, including territory coverage, partner selection, and performance expectations. Own distributor accountability for pipeline development, CRM accuracy, deal execution, and adherence to Tescan commercial standards.
• Distributor Enablement & Sales Effectiveness:  Lead distributor enablement through structured training, joint customer engagements, and ongoing coaching. Ensure partners are positioned to effectively represent Tescan’s portfolio, value proposition, and brand standards across South America.
• New Business Acquisition & Strategic Account Development:  Drive new customer acquisition and expansion of strategic accounts across priority markets. Personally support complex, strategic, or high-value opportunities in collaboration with distributors and internal stakeholders.
• Cross-Functional Collaboration & Stakeholder Engagement:  Work closely with Product Sales Leads, Business Unit Managers, Marketing, Applications, and Service teams to align on lead generation, product positioning, and go-to-market initiatives. Provide structured regional market feedback to support product and commercial strategy.
• Performance Monitoring & Agile Execution:  Monitor regional sales performance, distributor effectiveness, and conversion metrics. Proactively adjust commercial strategy and execution plans based on market dynamics and performance trends.
• Leadership, Compliance & Representation:  Act as Tescan’s senior commercial representative for South America. Ensure compliance with company policies, channel agreements, ethical sales practices, and contractual governance while representing Tescan professionally across the region.

Key performance indicators:

• Achievement of regional bookings, revenue, and margin targets
• Forecast accuracy and qualified pipeline coverage
• Distributor performance and engagement effectiveness
• New customer acquisition and strategic account growth
• Market coverage and opportunity conversion rates

Skills, knowledge and experience:

Required:

• Proven experience in regional sales leadership within a distributor or channel-driven sales model
• Demonstrated success managing and developing channel partners
• Strong commercial, negotiation, and strategic deal-management skills
• Ability to operate effectively across diverse South American markets and cultures
• Experience with capital equipment/scientific instrumentation sales
• Fluent Spanish

Preferred:

• Portuguese language capability (strong plus)
• Strong CRM discipline and data-driven sales management approach

Travel requirement:

• Regular regional and international travel required (approximately 40–60%)