We are seeking a driven Regional Account Manager with a strong genomics or molecular biology background with experience in applied markets (plant and animal, food and beverage, environmental, etc.). The position is homebased and expected to be located within the territory of remit (Northern half of the U.S.). A yearly travel budget is associated with this position. Some international travel may be involved for team and customer meetings.

JOB DESCRIPTION 

The Regional Account Manager is responsible for successfully positioning and selling company products and services across the North Territory. The job involves identifying, engaging and qualifying new and existing customers, positioning our products in order to provide mission critical solutions to their scientific and business needs, and working closely with the commercial team to achieve shared revenue and growth goals. Performing this role fully involves having a scientific mind and a drive to engage with a diverse set of customers across our applied markets.

 The Regional Account Manager is goal-oriented customer-facing role designed to achieve the Company’s revenue, margin and market share within in the applied segments of the life sciences and biotech industry. This role will involve a strong blend of executive skills (including but not limited to pipeline management, client discovery, scientific acumen, product knowledge, process automation, team selling, communications, negotiations, financial experience, and regional account management). This position involves collaboration with clients, prospective clients and various internal resources including scientific operations, application support, product management, business development, operations, production, service, marketing, engineering and other corporate professionals in the sales process.

RESPONSIBILITIES

• Manages and achieves new sales results as assigned by leading a strategic sales process. Accountability will include revenue, margin, and unit goals.

• This role involves networking at various levels within an organization from C-level executives to lab technicians and will include facilitation of ideation and vision sessions, proposal development, negotiation, and contracting within corporate guidelines to achieve results.

• The Regional account manager will be expected to manage a solution-oriented sales process that will involve various resources and projects during the sales cycle.

• This professional will work cooperatively with the North America Director of Sales regarding special pricing and contract terms.

• Demonstrates strategic selling skills to clearly understand customers’ business practices and recommend our solutions in a consultative manner that will resolve scientific, automation, and business issues.

• Acts as the primary relationship management executive on assigned accounts. This includes accountability for revenue production and the development of emerging opportunity for the Company.

• Builds and leads strong, account specific teams, maintains ongoing communication and cross-selling activity to improve client satisfaction, develops additional revenue opportunity, optimizes client life-time value, and drives references.

• Leads Customer Oriented Selling and Account Management processes to include account planning and account review sessions with cross-functional teams.

• Develops and maintains a strong understanding of industry trends, client operations, and competitive offerings to effectively position our products.

• Effectively represents the company in various market facing roles including sales meetings, client entertainment, media briefings, and trade events.

• Supports efforts of Product Management and Business Development with identification and evaluation of new business and market opportunities. This may involve interaction with existing clients and prospects.

• Provides timely sales and pipeline inputs as requested to support reporting of leading and lagging indicators. Generates accurate, complete and timely expense reporting.

• Facilitates account review meetings for strategic accounts. Maintains timely and accurate reporting of sales data in the companies CRM system.

• Proficiency with SalesForce.com; This is an essential tool for pipeline and account management. 

• This position requires evening and/or weekend work to support customer and business needs.

QUALIFICATIONS

• Bachelor's degree in science, business management or a related field

• Critical and creative thinking skills

• Strong relationship building skills

• Ability to discern actions from data

• Effective communicator –listening, verbal and written skills

• Ability to drive customer interest and engagement with a broad portfolio of solutions

• Passion for discovering and creatively solving problems

• Proven team player

• Strong customer service orientation

• Successful working independently

Preferred 

• Previous experience in the areas of forecasting, prospecting, client discovery, data analysis, solution design, presentation, negotiating and closing

• Competencies with aspects of strategic selling and large account management.

• Experience in molecular and cell biology and related applications.

• Experience with existing regional agricultural, animal and aquaculture customers

• Demonstrated success managing large and solution-oriented sales opportunities within the life sciences industry.

• Multilingual - both verbal and written skills (Spanish, or French)

Industry experience or prior knowledge of

• PCR Reagents (PCR master mix, mag bead extraction, crude extraction, etc.)

• PCR Consumables (PCR plates, tips, filters, array tape, cover tape/seal, etc.)

• Capital Equipment (large PCR equipment – end point & qPCR - and associated components)

• PCR & NGS Oligo Nucleotides (probes, primers and assays)

• Lab services (sample extraction, end point genotyping, Genotyping by Sequencing (GBS), targeted GBS)

Technology/Equipment Skills

• Proficient experience creating pivot tables in Microsoft Excel

• Proficient in the usage of Microsoft Office and CRM software (SalesForce.com)

• Experience using LinkedIn Sales Navigator