Account Manager

Job Description

Job Description

Position Summary:

The Regional Account Manager is vital in facing the market, responsible for positioning and selling life science (RUO) products and services in designated regions and market segments (Human Healthcare/MDx/Clinical/Pharma) within North America. This role necessitates strong sales abilities including managing leads, understanding clients, demonstrating scientific knowledge, mastering product details, collaborating with teams, communicating effectively, negotiating, financial savvy, and managing major accounts. Crucial to this role is cooperating with clients, potential clients, and internal partners like product management, business development, customer service, operations, and other corporate professionals throughout the sales process.

This position is remote in the designated region (TX,CO,NM,OK,MO,KS,MS,AL,LA,AK) with 50% travel to customer sites.

To excel in this role, the individual must proficiently complete 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.
• Lead strategic sales process to achieve new sales, networking across levels, facilitating sessions, negotiating, and adhering to corporate guidelines for outcomes.
• Demonstrate strategic selling abilities to grasp clients' needs and suggest LGC Diagnostics & Genomics solutions to tackle scientific, automation, and business issues.
• Manage client relationships as the main executive for LGC Diagnostics & Genomics accounts, focusing on revenue growth and new opportunities. Lead account-specific teams, improve client satisfaction, identify revenue opportunities, and request references.
• Industry and Product Knowledge: Develop and uphold a profound comprehension of industry trends, client operations, and competitive offerings to strategically showcase LGC Diagnostics & Genomics products. Capably represent LGC in different customer-facing capacities, such as sales meetings, client engagements, media interactions, and industry gatherings.
• 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.
• Additional Responsibilities: Show adaptability and teamwork when meeting the business requirements – both internally and externally – by handling key corporate projects as directed by leadership.

Qualifications

Qualifications

Minimum Qualifications:

• 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.
• Established record of success in handling both new and established accounts, demonstrating expertise in strategic selling and managing large accounts.
• 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:

• Previous exposure to CRM software, especially SalesForce.com, is crucial for pipeline and account management.
• 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.
• Collaborative and oriented towards teamwork, demonstrating a consistent history of exerting influence in a guiding and constructive fashion.
• Exhibits professional discretion, tact, and friendliness when communicating with internal and external clients, managing confidential information.
• Demonstrates independence: able to start and lead projects while acknowledging when to involve collaborators.
• 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.
• Goal-oriented and efficient in meeting targets on time and within budget.

Embraces and embodies LGC’s core values: Passion, Curiosity, Integrity, Brilliance, and Respect.