Mesa Laboratories, Inc.

• Lead, mentor, and develop a team of Field Services Engineers and Supervisors, ensuring optimal performance and skill development across the team • Provide regular coaching, performance reviews, and career development support for team members • Oversee daily field service operations, ensuring that field engineers are meeting targets for service requests, installations, maintenance, and repairs • Develop succession planning and training programs for the team to ensure continuity and growth • Develop and implement operational strategies for the field services team to improve efficiency, reduce downtime, and enhance the customer experience • Manage the resource allocation process, ensuring that projects and field service calls are appropriately staffed with the right technical expertise • Ensure that service operations align with corporate goals and KPIs, implementing corrective actions when necessary • Review and adjust operational procedures and workflows to optimize service delivery times, costs, and quality of service • Act as a senior point of contact for customer escalations and resolve complex or critical issues in the field • Work closely with the customer support and sales teams to ensure customer expectations are met or exceeded for all installations, repairs, and service engagements • Regularly communicate with clients to ensure satisfaction with service quality, troubleshoot complex customer problems, and build long-term customer relationships • Implement proactive solutions to address recurring service issues and improve overall customer satisfaction • Ensure that all field service work is carried out in compliance with company policies, safety standards, and regulatory requirements • Conduct audits, inspections, and performance reviews to ensure adherence to established best practices, quality standards, and technical protocols • Analyze service data to identify areas for improvement in service delivery and implement changes to improve safety, quality, and efficiency • Provide expert-level technical support and troubleshooting guidance to field engineers dealing with complex installations, maintenance, and repair issues • Serve as a subject matter expert on the company’s products, systems, and solutions, and actively contribute to product improvement initiatives • Work with R&D and engineering teams to escalate critical product issues, providing valuable feedback from the field • Oversee the budget for field service operations, ensuring that expenditures remain within the allocated budget and cost-effective service delivery is maintained • Monitor and control service-related costs (e.g., travel, materials, equipment) to ensure efficient use of resources • Manage inventory of field tools, parts, and equipment to ensure availability and minimize downtime due to shortages or delays • Establish key performance indicators (KPIs) and metrics for the team, and ensure continuous monitoring of service efficiency, response times, and customer satisfaction • Develop and maintain dashboards, reports, and metrics for tracking team performance, identifying trends, and reporting progress to upper management • Analyze performance data to identify potential inefficiencies, service bottlenecks, or areas for improvement • Provide regular updates to senior management on field service performance, challenges, and strategies for improvement • Continuously assess and improve service processes to enhance efficiency, reduce costs, and increase service uptime • Implement best practices and new technologies to optimize service operations, including field management software, remote monitoring tools, and IoT-enabled service solutions • Lead or contribute to cross-functional process improvement initiatives and foster a culture of continuous improvement within the field services team

• Support the coaching and development of Regional Sales Managers to strengthen selling skills, product knowledge, and account management capabilities • Reinforce performance expectations and assist in monitoring progress toward revenue and activity goals • Participate in onboarding, training, and mentoring of new or developing team members • Conduct regular check-ins and provide day-to-day guidance and feedback to support performance improvement • Assist in the execution of established sales strategies, account plans, and sales campaigns • Support pipeline development, opportunity management, and forecast accuracy within assigned accounts or segments • Review sales activities and results to identify trends, risks, and improvement opportunities • Ensure consistent use of the company’s sales process, tools, and CRM system • Maintain relationships with assigned customers and support Regional Sales Managers in managing key accounts • Assist with customer meetings, presentations, and follow-ups as needed • Support negotiation and closing activities for routine to moderately complex deals • Escalate customer issues appropriately and assist in coordinating resolutions • Coordinate with marketing, product management, and customer support teams to ensure sales efforts are aligned and supported • Share customer feedback and market observations with leadership and cross-functional partners • Support the execution of promotions, product launches, and customer initiatives • Assist with tracking sales metrics, pipeline activity, and forecast inputs • Prepare reports and summaries for review by the Sales Account Management Manager • Ensure adherence to company policies, compliance standards, and ethical sales practices

• Administer, configure, maintain, and support enterprise applications such as ERP, CRM, financial, materials management, reporting, or related systems • Perform routine system maintenance, upgrades, patches, and configuration changes in accordance with established procedures • Monitor application performance and availability, identifying and resolving issues to ensure reliable system operation • Troubleshoot and resolve moderately complex application issues, performing root-cause analysis and escalating when appropriate • Assist in analyzing application performance and usage to recommend improvements that enhance efficiency and usability • Maintain technical documentation, configuration records, and standard operating procedures • Support the implementation and enhancement of systems and tools that transform data into usable information for business users • Assist with application integrations and data flows between enterprise systems, helping ensure data accuracy and reliability • Apply and maintain application security controls, access permissions, and role-based security in accordance with company policies • Participate in application deployment, upgrade, and enhancement projects as a contributing team member • Provide advanced application support for escalated user issues beyond basic help desk support

Are you looking for an opportunity to make a difference? At Mesa Labs we’re passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world. This is a remote position with the preferred location being on the East Coast. At Mesa Labs we offer competitive wages, including potential bonus opportunities, equity awards, commission, and a comprehensive benefits package based on the position. Base Compensation Range: $71,500 – $84,500 *In addition, you qualify for: - Annual equity award of $10,000 - Commission target of $38,500 - $45,500 Outstanding Benefits and Perks We are proud to offer a variety of benefits that meet the diverse needs of our employees: - Eligible for benefits the first day of the month after you start - Tiered Medical, Dental and Vision Insurance options, Health savings (HSA), healthcare & dependent care flexible spending (FSA) accounts - Company paid short term and long-term disability (unless covered by a state disability plan) - Company paid life insurance and AD&D - Flexible Time Off Policy - Paid sick leave of 48 hours per calendar year - Eligible employees may receive four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws - 401(k) plan that provides a 4% Safe Harbor company match on a 4% employee contribution that begins on Day 1 - Employee Wellness and Financial Assistance Resources through Cigna and NY Life - Nine (9) paid company holidays per year This position supports Mesa's SDC business. Our Sterilization and Disinfection Control division manufactures and sells biological and chemical indicators that assess the effectiveness of sterilization and disinfection processes for pharmaceutical, healthcare, and dental industries. Job Summary The Senior Regional Sales Manager is responsible for managing, nurturing, and growing relationships with high-value and strategic clients within the life sciences sector. These clients may include large pharmaceutical companies, biotechnology firms, healthcare institutions, or research organizations. This role requires a deep understanding of client needs and the life sciences industry, along with the ability to develop and deliver tailored solutions. Drives long-term account growth, customer satisfaction, and revenue generation, while ensuring compliance with industry regulations and standards. Duties/Responsibilities Account Management & Relationship Building: • Manage a portfolio of high-value, strategic accounts within the life sciences sector, including pharmaceutical, biotech, and healthcare organizations. Focus on building long-term partnerships based on trust and value. • Collaborate with clients to understand their unique business challenges, regulatory needs, and strategic goals. Use this insight to propose solutions that address both immediate and long-term objectives. • Leverage a deep understanding of life science products, services, and industry trends to provide consultative support to clients. Develop customized solutions that meet clients' technical, operational, and regulatory needs. • Build and maintain strong relationships with key decision-makers and stakeholders at various levels within client organizations. Act as a trusted advisor, offering strategic insights to help clients achieve their business goals. Revenue Growth & Account Expansion: • Proactively identify and pursue new opportunities to expand relationships with existing key accounts. Increase revenue through upselling, cross-selling, and driving the adoption of new products or services. • Meet or exceed annual sales targets for assigned accounts, including revenue growth and profitability goals. Take responsibility for the full sales cycle, from initial engagement through closing and post-sale support. • Lead negotiations for long-term contracts, renewals, and pricing agreements with strategic accounts. Ensure that terms align with company goals and that both parties benefit from the arrangement. • Provide accurate and timely sales forecasts, tracking progress toward goals and identifying potential risks. Regularly report on account health, sales performance, and key milestones to senior leadership. Customer Success & Satisfaction: • Ensure the highest levels of customer satisfaction by delivering exceptional service and addressing client concerns promptly. Monitor account health and take proactive steps to resolve potential issues that could affect retention. • Address and resolve complex client issues or challenges, working closely with internal teams such as customer support, technical services, and product management to find effective solutions. • Represent the client’s interests within the company, ensuring that products and services are tailored to meet their needs and exceed their expectations. • Track the success of solutions implemented with clients, assessing impact and adjusting where necessary to ensure continued client satisfaction and product success. Cross-Functional Leadership & Collaboration: • Work closely with product management, marketing, regulatory, and customer success teams to ensure that client requirements are met and that solutions are delivered efficiently and effectively. • Serve as a subject matter expert for clients and internal teams on life science products and services, staying up to date with new technologies, regulatory changes, and market trends. • Provide guidance and mentorship to junior account managers and sales team members. Share best practices and help foster a collaborative team environment focused on achieving sales and customer satisfaction goals. Market Intelligence & Competitive Analysis: • Stay informed about industry trends, emerging technologies, and changes in regulations that may impact clients. Use this knowledge to anticipate client needs and proactively suggest solutions. • Continuously monitor and analyze competitors’ offerings, pricing strategies, and market positioning. Use competitive intelligence to refine the company’s value propositions and ensure a competitive edge in the marketplace. • Gather feedback from clients on products and services to share with internal teams for continuous improvement and innovation. Sales Operations & Administration: • Maintain accurate and up-to-date records of all client interactions, sales activities, and account information in the CRM system (e.g., Salesforce). Document the entire sales process, from lead generation to deal closure and post-sale support. • Contribute to the development of sales strategies and account plans for key clients, aligning them with broader business objectives. Identify key drivers for success and areas for improvement. • Ensure all account activities are in compliance with relevant regulatory requirements, including FDA, EMA, ISO, and GxP standards. Maintain high standards of ethics and integrity in all interactions with clients. Experience/Education • Bachelor’s degree in a life science or engineering discipline (e.g., biology, microbiology, chemistry, biomedical engineering) or closely related field; advanced degree a plus. • 5+ years of field sales experience in life sciences, biopharma, clinical, healthcare, or other regulated markets; experience selling technical solutions preferred. Knowledge & Skillsets Required • Strong ability to apply a consultative sales approach, identifying client needs and providing customized solutions that add value to the business. • Proven success in building and maintaining long-term relationships with senior-level executives and decision-makers within large, complex organizations. • Expertise in negotiating complex contracts, pricing, and service agreements, ensuring mutually beneficial outcomes. • Ability to address complex client challenges, think strategically, and provide innovative solutions that drive customer satisfaction. • Ability to work effectively with multiple internal teams, including product management, customer success, marketing, and regulatory compliance, to meet client needs and achieve company goals. • Ability to lead, mentor, and inspire junior team members, contributing to their professional development and the success of the broader sales team. • Excellent verbal and written communication skills, with the ability to present ideas clearly and persuasively to both internal and external stakeholders. • Strong organizational skills and the ability to manage multiple high-priority accounts and initiatives simultaneously. • Experience with CRM tools (e.g., Salesforce) to track opportunities, manage accounts, and report on progress. Physical Demands: • Sitting: Only when in the office or at home at computer. • Standing or walking: Frequently during client’s interactions. • Using computers: Typing and using the computer. • Lifting: Moderate lifting, up to 15 pounds. • Repetitive motions Environmental Conditions: • Workspace: Climate control (air conditioning or heating) to ensure comfort. • Lighting: Artificial to natural lighting when traveling • Noise Levels: May vary depending on environment. • Ergonomics: Home setup with necessary lighting and noise control. Mesa Labs is an Equal Employment Opportunity Employer. Mesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law. Please note that Mesa Labs conducts criminal background checks upon offer acceptance.

• Lead the creation and implementation of integrated sales and marketing strategies to drive revenue growth, profitability, and market share across healthcare product lines. • Oversee global sales operations, including a sales team that manages direct customers and distributors, ensuring alignment with business objectives and performance targets. • Direct downstream marketing initiatives including campaign development, product positioning, messaging, and promotional activities tailored to hospital and dental markets. • Strengthen relationships with key customers, influencers, and stakeholders through targeted engagement strategies, account management, and customer experience programs. • Build, lead, and mentor a high-performing commercial team, fostering a culture of accountability, collaboration, and continuous improvement. • Utilize competitive analysis, market trends, and customer insights to inform commercial decisions and refine go-to-market approaches. • Equip sales teams with tools, training, and resources to effectively communicate value propositions and close deals. • Establish and monitor KPIs for sales and marketing activities, using data-driven insights to optimize performance through Daily Management. • Partner with Product Management, Regulatory, and Operations to ensure successful product launches and sustained market success. • Manage commercial budgets, ensuring efficient allocation of resources to maximize impact and return on investment. • Ensure consistent brand messaging and positioning across all customer touchpoints and marketing channels.

• Manage a portfolio of high-value, strategic accounts within the life sciences sector, including pharmaceutical, biotech, and healthcare organizations. Focus on building long-term partnerships based on trust and value. • Collaborate with clients to understand their unique business challenges, regulatory needs, and strategic goals. Use this insight to propose solutions that address both immediate and long-term objectives. • Leverage a deep understanding of life science products, services, and industry trends to provide consultative support to clients. Develop customized solutions that meet clients' technical, operational, and regulatory needs. • Build and maintain strong relationships with key decision-makers and stakeholders at various levels within client organizations. Act as a trusted advisor, offering strategic insights to help clients achieve their business goals. • Proactively identify and pursue new opportunities to expand relationships with existing key accounts. Increase revenue through upselling, cross-selling, and driving the adoption of new products or services. • Meet or exceed annual sales targets for assigned accounts, including revenue growth and profitability goals. Take responsibility for the full sales cycle, from initial engagement through closing and post-sale support. • Lead negotiations for long-term contracts, renewals, and pricing agreements with strategic accounts. Ensure that terms align with company goals and that both parties benefit from the arrangement. • Ensure the highest levels of customer satisfaction by delivering exceptional service and addressing client concerns promptly. Monitor account health and take proactive steps to resolve potential issues that could affect retention.

• Administer and optimize Salesforce across Sales Cloud, Service Cloud, and Field Service (configuration, automation, data model, security) • Own security fundamentals: roles, sharing, permission sets, access reviews, and least-privilege design • Build and maintain scalable automation using Flow (and partner on LWC/Apex where appropriate), with disciplined testing and limit awareness • Manage the release lifecycle: sandbox strategy, regression testing, deployment coordination, and user communications • Diagnose and coordinate resolution for integration/data sync issues; create monitoring/reporting to detect problems early • Deliver analytics: report types, folder sharing strategy, dashboards, and self-service reporting patterns aligned to stakeholder needs • Drive adoption through enablement: in-app guidance, training assets, and change management aligned to global teams

• Process invoices and expense reports, ensuring all necessary approvals are obtained. • Verify the accuracy of invoices against purchase orders and receipts. • Assist in preparing payment batches and ensuring timely vendor payments. • Resolve discrepancies by communicating with vendors and internal departments. • Prepare and send invoices to customers promptly, ensuring accuracy in billing. • Monitor and follow up on overdue accounts, working to resolve payment issues. • Record and process customer payments accurately, including checks and electronic transfers. • Maintain customer account records and reconcile discrepancies as needed. • Assist in generating monthly financial reports related to accounts payable and receivable. • Contribute to the maintenance of accurate financial records in accordance with company policy. • Provide data for accounts receivable aging reports and assist in analysis of outstanding invoices. • Ensure adherence to accounting standards and internal controls in all transactions. • Maintain organized documentation for audit purposes and internal reviews. • Assist in preparing materials for audits related to accounts payable and receivable. • Collaborate with team members to improve processes and workflows within the finance department. • Act as a point of contact for inquiries related to accounts payable and receivable, providing excellent customer service to both internal and external stakeholders. • Participate in training and development activities to enhance skills and knowledge in accounts payable and receivable processes. • Suggest process improvements to enhance efficiency and accuracy in financial operations.