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Account Manager
Role Overview
The Sales Account Manager will manage the business/sales relationship with accounts in the Eastern region of North America, focusing on maintaining existing revenue streams while identifying growth opportunities for the company. The candidate will be responsible for creating business plans, sales strategies, and identifying resources required to meet revenue goals. They will also be required to proactively meet with customers, qualify potential opportunities, and manage the pipeline to ensure that opportunities are pursued in a timely manner.
Company Information
· Serving the scientific R&D community since 1994.
· Global sales and support presence, including offices in North America, Europe & Asia.
· A team of more than 200 dedicated and passionate people, including PhD-level scientists, and specialists in informatics and a wide range of chemical disciplines.
· An international client base in the chemical, pharmaceutical, food and beverage, environmental, agrochemical, flavors, fragrances, government, and educational sectors.
Role Requirements
Key Responsibilities :
– Prepare business plans for the territory. Plan should include an opportunity map, estimates of current and future levels of spending on products and services, sales strategies, tactics and resource requirements.
– Understand the strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
– Proactively meet with customers throughout the territory on a regular basis to ensure customer satisfaction.
– Conduct quarterly account reviews and update the account plans on a regular basis to reflect progress and market changes.
– Understand business goals and evaluate and prioritize opportunities accordingly.
– Establish initial contacts at an executive level with potential customers, and build alignment with the right people in the political structure.
– Qualify potential opportunities early in the sales cycle and manage the pipeline to ensure that opportunities are pursued in a timely manner and revenue expectations are met.
– Provide realistic sales forecasts to management and communicate any significant changes or developments.
– Participate in regional meetings to share best practice, review performance against targets, and conduct informal training.
– Establish executive level presence in key accounts, and fully understand business issues and drivers.
– Maintain and update a list of prospects within a centralized CRM system.
– Communicates with Product Management and Development to provide field (customer) input on product features and feature prioritization requirements during product operational review meetings.
– Other duties as required
Person Specifications
Minimum Requirements:
– Bachelor’s or Master’s degree in Chemistry/Biochemistry, Biology, Life Sciences, or IT-related field.
– 2-4 years of direct, outside sales experience, in the life science market.
– Sufficient technical and business knowledge to present a value proposition to prospects and customers.
Knowledge, Skills, and Abilities Required for this Position:
– Account Planning
– Customer Management
– Prospecting
– Managing & Forecasting Sales Pipeline
– Leveraging Internal Resources
– Negotiating and Closing Sales.
Package
Base Salary: $70,000 – $80,000 Dependent on experience
Bonus: $20,000 – $30,000
Other company benefits
Locations
We aim to operate and maintain the following set of core values
