Sales Executive – Cannabis Testing Services
Compensation: Base Salary: $60,000–$80,000, plus performance-based commission ($125,000+)
The statements below reflect the general responsibilities and requirements for the position, but may not describe all work requirements inherent in the role. It is the responsibility of the employee to comply with Good Laboratory Practices, ISO/IEC 17025, and other state-mandated certifications.
Nova Analytic Labs is seeking a highly motivated and experienced sales professional to join our analytical testing laboratory in Portland, Maine. In this role, you will be focused on selling analytical cannabis and hemp testing services to licensed cultivators and manufacturers throughout the state of Maine.
Company Description
Nova Analytic Labs is a state-accredited laboratory specializing in cannabis and hemp testing. The analytical services we provide are critical to the health and safety of recreational and medicinal cannabis and hemp products. Nova combines cutting-edge instrumentation with scientific integrity to deliver accurate, timely, and reliable results to our clients. We are proud to serve as a trusted partner to producers, manufacturers, and regulators across the supply chain.
Purpose
This position is responsible for generating new business and for maintaining and expanding existing customer relationships. Responsibilities include identifying and sourcing qualified leads, conducting outreach, coordinating meetings, and guiding prospects through Nova’s testing services. The role requires frequent in-person and remote interaction with cannabis license holders and is ideal for a motivated self-starter with experience in technical or regulated sales.
This is an outside sales position, requiring regular travel, cold calling, and networking in the Maine cannabis market.
Responsibilities and Duties
• Collaborate with Sales Leadership and the Management Team to develop and implement a strategic sales plan.
• Provide exceptional customer service—this is a relationship-driven industry.
• Educate cannabis cultivators, manufacturers, and processors on Nova’s testing requirements, methodologies, and value proposition.
• Deliver market research and insights to internal stakeholders to inform decision-making.
• Leverage industry knowledge to expand lead pipelines and enhance existing accounts.
• Serve as a subject matter expert in Nova’s offerings, including pricing, turnaround times, service advantages, and differentiation from competitors.
• Submit sales orders in alignment with internal SOPs and ensure documentation is complete.
• Educate clients on Nova’s workflow and set clear expectations regarding timelines and results.
• Conduct sales presentations for prospective clients and internal onboarding purposes.
• Attend and network at cannabis industry events, conferences, and expos.
• Perform consistent cold outreach, including phone calls, in-person visits, and social media outreach.
• Meet weekly targets for in-person and virtual client meetings, with a focus on expanding services and increasing retention.
• Achieve and surpass quotas and KPIs as defined by the Founders.
• Maintain accurate, up-to-date CRM records for both new leads and ongoing accounts.
• Ensure seamless internal communication regarding customer orders, changes, and follow-ups.
• Generate and deliver regular sales reports to the leadership team.
• Promote a culture of accountability, professionalism, and ethical sales conduct.
• Build strong internal and external relationships across departments and with clients.
• Perform other related duties as needed.
Knowledge & Skills
• High degree of self-motivation, initiative, and sales acumen.
• Working knowledge of chemistry and microbiology as it relates to the cannabis testing process.
• Familiarity with basic finance, budgeting, marketing, and sales disciplines to manage accounts effectively.
• Strong computer proficiency, including CRM tools, data reporting, and client communication.
• Understanding of Laboratory Information Management Systems (LIMS) for basic support and coordination.
• Excellent oral and written communication skills for effective client interaction.
• Demonstrated success in portfolio management and territory growth.
• Strong planning and organization skills required for managing sales activity across a large geographic area.
Job Complexity
The role requires adaptive thinking and the ability to assess and resolve complex customer requests. This includes accommodating non-standard testing needs or responding to emerging regulatory updates. The Sales Executive must apply relevant industry knowledge, internal resources, and external references to meet customer needs while maintaining profitability. Independent decision-making is required daily, with access to the Founders and lab leadership for escalations.
Decision-Making and Recommendations
This role demands consistent, ethical decision-making based on SOPs, regulatory guidelines, and company policies. The Sales Executive will recommend actions related to client onboarding, service enhancements, pricing strategies, and market targeting. All actions must reflect Nova’s standards of integrity and scientific excellence.
Accountability
The Sales Executive receives direction from the Founders and works toward long-term sales and growth objectives. Monthly reviews will be used to ensure performance targets are being met and sales processes align with Nova’s operational capacity. The role is accountable for revenue generation, client satisfaction, and market expansion in the cannabis testing sector.
Physical Requirements
• Must be able to communicate effectively in-person, over the phone, and via email for extended periods.
• Expected to sit at a computer terminal for up to 75% of the workday.
• Occasional lifting (up to 23 kg) and pulling (up to 68 kg) for trade show materials, samples, or promotional displays.
• Travel within Maine required for client meetings and events.