Account Executive

Summary

Join Rapid Micro Biosystems as an Account Executive and drive sales revenue growth within new and existing accounts in the Northeast North American territory. You will promote the company's Growth Direct™ and automated quality control solutions to pharmaceutical, biologics, medical device, and personal care product companies. This role requires achieving regional sales goals through a technical, consultative selling process, collaborating with various teams, and reporting to the Director of Sales-Americas. Responsibilities include developing territory plans, negotiating sales, managing pipelines, coordinating with support teams, providing technical expertise, building customer relationships, and performing administrative duties. The ideal candidate possesses a BS/BA in a science field or equivalent experience, 5+ years of capital sales experience, and a proven track record of success in long sales cycles.

Requirements

• BS/BA degree in science field or experience in life sciences preferred; MBA, MSc or advanced degree also preferred
• 5+ years of Capital Sales Experience required
• Documented success in long selling cycle (6-18 months)

Responsibilities

• Develop a territory plan to achieve or exceed territory growth per company plan by selling new instruments to new and existing customers within the Northeast North American Region
• Negotiate and close capital equipment (GD) sales (with follow-on services and consumables)
• Grow and manage the sales pipeline, with up to 30+ targeted accounts, while also accurately forecasting customer progress and pending POs with quarterly success
• Coordinate with the Support team (Applications, Validation, Services) in the territory to support the pre-sales and post-sales activities
• Provide technical expertise during the selling process to establish customer interest, adequately qualify customers, facilitate product selection, and coordinate post-sale services. This will include customer meetings, technical sales presentations, hands-on workshops, participation in trade shows, presenting at technical conferences, leveraging existing customer relationships, and executing a well-defined sales process
• Develop and maintain relationships with customers to support their adoption of GD technology through account management to gain add-on sales at the current customer site and throughout the customer network
• Develop relationships with key opinion leaders within the region and ensure that they are knowledgeable about the technology
• Must have the ability and skill set to sell to multiple stakeholders (up to 12) with varying interests and objectives inside the QC lab, the Manufacturing / Operations environment, and also into the executive suite in order to build executive sponsors
• Travel within the region to visit customer locations, to the demonstration center, and to other meetings as needed. Should be available to travel weekly if needed based on business needs
• Administrative duties include regular forecasting meetings, maintaining accurate Salesforce pipeline and logging activities, 1:1 calls with leadership, team pipeline calls, and monthly expense management

Preferred Qualifications

• Experience using Salesforce is strongly preferred
• Ideally, the candidate will reside in the northeast region of the country
• Knowledge of industrial microbiology lab (QC) environment while selling capital equipment and pull-through disposables a plus
• Experience selling into highly regulated, GMP environments