Job description
Who are we?
The TSS Family of Companies is one of the largest independent laboratory and hospital service providers in the United States. Our customers include leading life sciences and healthcare organizations and research institutions. We provide environmental monitoring, testing, calibration, and certification services for controlled environments, medical gas systems, and laboratory instrumentation.
Our Family of Companies exists to ensure the equipment our customers rely on to protect employees, patients, and products is operating correctly and meeting regulatory requirements.
Our employees work directly in customer facilities and play a critical role in safety, accuracy, and compliance. We are growing quickly and are looking for experienced sales professionals who want to build long-term customer relationships in the field.
How will you make an impact?
This role is responsible for two things: Growing existing customer relationships and winning work at new facilities.
You will own a defined portfolio of named accounts, maintaining regular engagement so sites remain supported and growing, while also bringing TSS into new or aged accounts where we are not currently active.
Success in this role comes from strong execution: understanding customer operations, identifying problems that matter, building a clear business case, and guiding opportunities through to close. This is a field-based role that relies on in-person engagement and close partnership with operations and service delivery.
You will report to the VP of Sales and work closely with field leadership to ensure customer needs, sold work, and delivery expectations are aligned.
What will you do?
- Drives routine client visits as a core business objective—proactively scheduling and conducting site meetings with existing customers and new prospects to consistently achieve sales and TSS business goals.
- Develops and maintains strategic customer relationships by engaging in the environments where our services are delivered, ensuring clients see TSS as a present and invested partner—not just a vendor on paper.
- Identifies and qualifies new opportunities, increasing vertical and horizontal footprint within assigned accounts and building an attractive, sizeable pipeline with strong closing ratios.
- Holds internal partners accountable to visit clients by coordinating joint meetings with service delivery managers and operations leadership to strengthen trust and competitive advantage.
- Able to present the TSS portfolio of services to all levels within a client organization, from facilities technicians to executive sponsors, adapting the message to what each audience values.
- Establishes professional credibility within our industry by attending trade shows and conferences and by being known as someone who shows up, listens, and solves problems in person.
- Mentors customers through value selling—assessing needs during site visits and educating them on new services, contracts, and subscription strategies.
- Ensures strong growth via cross-sell and upsell strategies by internally partnering with different business lines.
- Works closely with other Field Sales Representatives, Inside Sales, and service delivery managers to ensure customer satisfaction and alignment on our ability to deliver sold services.
- Maintains a thorough knowledge base of the company’s full suite of offerings to adapt recommendations quickly to suit customer needs.
- Conducts structured business reviews with client stakeholders—leveraging insights gathered during visits to refine strategy, improve the customer experience, and offer continuous improvement.
- Other duties as assigned.
How will you get rewarded?
Compensation and Benefits
- Salary range of $75,000- $100,000 ($107,000 - $142,000 OTE)
(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with industry data.)
- Medical, vision, and dental insurance
- 401(k) plan with a company matching contribution
- Long-term disability, short-term disability, and life insurance
- Competitive Paid Time Off (PTO) and company paid holidays
How will you get here?
Education and Experience
- Bachelor’s degree in Life Sciences, Business Administration, Environmental or Facilities Management, or a related field
- Master’s degree a plus
- Significant experience independently managing and growing a book of business
- Proven track record expanding accounts through cross-sell, upsell, or multi-site growth
- Experience using Salesforce or similar CRM tools
- Equivalent combinations of education and experience will be considered
Knowledge, Skills and Abilities
- Proven ability to sell based on customer need and value
- Comfortable selling into technical and regulated environments
- Strong organization, follow-through, and forecast discipline
- Ability to work cross-functionally with operations and technical teams
- Clear and professional communication skills
- Ability to manage multiple priorities in a growing organization
- Proficiency in Microsoft Office
- Remote but ability to travel 50% – 70% of the time to visit customer sites
TSS is a passionate equal opportunity employer and celebrates diversity. Interested in a role but not sure it’s the right fit for you? Call us and let’s talk.
