Southern California - Light Microscopy Technical Sales Account Manager – Materials Research
Light Microscopy Technical Sales Account Manager – Materials Research & Electronics
Location: Southern California (Field-Based Role)
Position Overview
Hitech Instruments is seeking a highly driven and technically proficient Technical Sales Account Manager to support and expand our rapidly growing Research Microscopy Solutions (RMS) Light Microscopy business, with a primary focus on advanced materials research and electronics applications.
Hitech Instruments is the ZEISS Microscopy Research Microscopy Solutions (RMS) National Business Partner for Materials Science and Electronics Light Microscopy Portfolio in the United States. We represent industry-leading ZEISS light microscopy solutions used in semiconductor device manufacturing, wafer fabrication, advanced packaging, electronic materials characterization, failure analysis, metallography, and advanced materials development.
Core products include the ZEISS Axio Imager, Axio Observer, Axio Zoom.V16, Smartzoom 5, Axioscope, Axiovert, Axiolab, and ZEISS ZEN / ZEN Core imaging software.
Our customers include semiconductor manufacturers, advanced materials producers, primary materials and chemical companies, government laboratories, federally funded research institutions, and academic research universities.
This role is responsible for developing new business, managing strategic customer relationships, and driving revenue growth through consultative technical sales of ZEISS materials science light microscopy systems. This is a field-based position requiring regular travel to customer sites, technical demonstrations, and industry conferences throughout Southern California and nationally as needed.
Territory and Market Focus
This role carries primary responsibility for developing and managing light microscopy business within Southern California, while supporting strategic opportunities across the United States.
Target customer segments include:
- Advanced materials producers (metals, ceramics, composites, coatings, polymers, etc.)
- Semiconductor device manufacturers and semiconductor R&D facilities
- Semiconductor materials and electronic materials manufacturers
- Primary materials manufacturers and processors
- Independent failure analysis laboratories
- Government laboratories and federally funded research laboratories
- Academic research universities and research institutions conducting materials science, semiconductor, physics, and engineering research
Key Responsibilities
Revenue Growth & Territory Development
- Develop and execute strategic territory plans to grow ZEISS materials science microscopy business
- Identify, qualify, and penetrate new target accounts
- Build and maintain a strong pipeline of qualified opportunities using CRM
- Engage with university core microscopy facilities and government research laboratories
- Manage complex capital equipment sales cycles from initial engagement through close
- Achieve and exceed annual sales targets
Consultative Technical Sales
- Engage engineers, scientists, lab managers, and technical decision-makers to understand application workflows
- Recommend optimized microscopy solutions including upright, inverted, stereo, and digital microscopy systems
- Conduct on-site and virtual product demonstrations and evaluations
- Guide customers through technical evaluation and purchasing processes
Strategic Account Management
- Develop and maintain long-term customer relationships
- Build relationships with academic principal investigators, core facility directors, and government research leaders
- Identify opportunities for system expansion, upgrades, and accessories
- Serve as a trusted technical and commercial advisor
Demonstrations and Application Support
- Coordinate and perform demonstrations and customer evaluations
- Collaborate with ZEISS application specialists and internal technical teams
- Support customers through evaluation, quotation, and purchasing phases
CRM and Pipeline Management
- Maintain disciplined opportunity management and accurate sales forecasting
- Maintain accurate pipeline tracking and activity records in CRM
- Prepare quotations, proposals, and sales documentation
Industry Engagement and Market Development
- Represent Hitech Instruments and ZEISS at industry conferences and technical events
- Develop relationships within semiconductor, industrial, and research communities
- Monitor competitive activity and market trends
Required Qualifications
- Bachelor’s degree or higher in Materials Science, Engineering, Physics, Chemistry, or related technical STEM field
- 3–10 years’ experience in microscopy, scientific instrumentation sales, or microscopy applications
- Demonstrated ability to sell or support capital equipment in technical environments
- Strong understanding of materials microscopy, metallography, or semiconductor inspection workflows
- Demonstrated ability to operate independently in a field-based technical sales role
- Valid driver’s license and willingness to travel
OR
- Microscopy applications experience with demonstrated aptitude and interest in technical sales
Preferred Experience
- Sales experience with ZEISS, Evident/Olympus, Nikon, Leica, Keyence, or similar scientific instrumentation companies
- Semiconductor, failure analysis, or materials science experience
- Metallography and materials characterization workflows
- Capital equipment sales experience ($50K–$500K systems)
- Experience managing a defined sales territory
Compensation
- Base Salary: $75,000 – $90,000 depending on experience
- Uncapped commission plan
- Expected total compensation: $100,000 – $150,000+
Top performers can exceed this range.
Benefits
- Health, dental, and vision insurance
- 401(k) retirement plan
- Expense reimbursement
- Professional training and development
- Opportunity to represent industry-leading ZEISS microscopy technology
- Career growth within a rapidly expanding national microscopy business
Travel Requirements
- Approximately 40–60% travel
- Primarily Southern California, with occasional national travel