Regional Account Manager

Job Description

The Regional Account Manager holds a pivotal market-facing role, responsible for effectively positioning and selling life science (RUO) products and services across designated geographic regions and market segments (Human Healthcare/MDx/Clinical/Pharma) within North Central, North America. This position needs a strong mix of sales skills covering pipeline management, client discovery, scientific proficiency, product expertise, team collaboration, communications, negotiations, financial competence, and major account management. A key aspect involves collaboration with clients, prospective clients, and internal collaborators such as product management, business development, customer service, operations, and other corporate professionals throughout the sales process.

The role is remote (home-based) and necessitates up to 50% travel to customer sites within the geographic territory.

To excel in this role, the individual must proficiently implement the following essential functions:

•  Pipeline Management: Generate and qualify a robust pipeline of prospects, vital for the company to attain future goals. This involves coordinated support of marketing strategies with the Global Marketing Director and other team members to generate leads, followed by thorough qualification of potential engagements. Maintaining systems and updating prospect records are integral to ensuring accurate pipeline visibility at all corporate levels.
• Direct Sales: Lead a strategic sales process to manage and achieve new sales results as assigned. This requires networking across various organizational levels, from C-level executives to lab technicians, facilitating ideation and vision sessions, developing proposals, negotiating, and adhering to corporate guidelines in contracting to achieve desired outcomes. The Account Manager will lead the sales process, using various resources and projects, and work closely with the North America Sales Director on pricing and contracts.
• Strategic Selling: Exhibit strategic selling skills to comprehensively understand customers’ business requirements and recommend LGC Diagnostics & Genomics solutions in a consultative manner to address scientific, automation, and business challenges.
•  Client Management: Serve as the primary relationship management executive for LGC Diagnostics & Genomics on designated accounts, with accountability for revenue generation and development of emerging opportunities. This entails building and leading robust, account-specific teams, fostering ongoing communication and cross-selling activities to enhance client satisfaction, identify additional revenue opportunities, enhance client lifetime value, and solicit references. Lead customer focused selling and account management processes, including account planning and review sessions with cross-functional teams.
• Industry and Product Knowledge: Cultivate and maintain a deep understanding of industry trends, client operations, and competitive offerings to effectively position LGC Diagnostics & Genomics products. Effectively represent LGC in various market-facing roles, including sales meetings, client entertainment, media briefings, and trade events.
• Business Development: Support Product Management and Business Development efforts by identifying and evaluating new business and market opportunities, which may entail interaction with existing clients and prospects.
• Salesforce.com Reporting: Provide timely sales and pipeline inputs as necessary to support the reporting of leading and lagging indicators. Ensure accurate, complete, and timely expense reporting. Facilitate account review meetings for strategic accounts and maintain timely and accurate reporting of sales data in the company's CRM system.
• Other Duties as Assigned: Demonstrate flexibility and collaboration in responding to the business needs – both internal and external – by addressing significant corporate initiatives as requested by management.

Qualifications

Education/Experience/Licenses/Certifications

• Bachelor's degree or equivalent experience in biological or life sciences, business management, or related field.
• Emphasis in molecular and cell biology and related applications preferred (sales or wet-lab experience).
• 2+ years of demonstrated sales success within the life sciences industry.
• Proven track record in managing both new and established accounts, with competencies in strategic selling and large account management.
• Proficiency in managing complex sales processes, including territory planning, prospecting, discovery, analysis, solution design, presentation, negotiation, and closing.
• Excellent communication skills, including strong listening, verbal, and written communication abilities.
• Strong computer skills required, with a working knowledge of Microsoft Office suite of products, particularly Word, Excel, and PowerPoint.
• Ability to travel as needed.

Preferred Qualifications:

• Prior experience with CRM software, particularly SalesForce.com, which is an essential tool for pipeline and account management at LGC Genomics.
• Strong product knowledge and sales experience in Life Science products, especially in nucleic acid extraction/purification, PCR, qPCR, and NGS workflows. Experience selling into regulated markets, such as diagnostic kit manufacturers, is highly desirable.
• Experience in managing capital equipment and/or large opportunities ($100K+).

Competencies & Behaviours:

• Customer-focused and responsive, with a demonstrated ability to build critical relationships.
• Passionate about discovering and developing solutions for complex process problems faced by clients.
• Team-oriented and highly collaborative, with a proven track record of exerting influence in a directive and positive manner.
• Demonstrates professional judgment, tact, approachability, and diplomacy in interactions with both internal and external customers, while also handling confidential and/or proprietary information.
• Shows autonomy: capable of initiating and driving initiatives while recognizing the appropriate times for stakeholder engagement.
• Possesses creative problem-solving skills and the ability to communicate effectively to achieve consensus and facilitate decision-making within a matrix environment.
• Adaptable and willing to take on multiple new tasks and responsibilities while effectively managing and prioritizing within a dynamic work environment.
• Passionate about achieving goals and following procedures to meet targets promptly and within budget.
• Embraces and embodies LGC’s core values: Passion, Curiosity, Integrity, Brilliance, and Respect.

 Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Physical demands are normal for an office.

Working Conditions:

• Travel Requirements: Willingness to travel internationally is essential. Typically, travel, both domestically and overseas, is required approximately 60% of the time. Travel outside the local area often involves overnight stays.
• Schedule/Core Hours: The standard work schedule is Monday through Friday during the company's standard hours of operation. However, occasional weekend and/or evening work may be necessary.
• Work Environment: Primarily based in a remote office setting, with the flexibility to travel nationally and internationally as needed to fulfill business requirements.