Major Accounts Manager

Summary

Join LGC as a Major Accounts Manager and champion key client relationships across the United States, focusing on major accounts and long-term value creation. Navigate the sales process from contact to contract negotiation, leveraging product knowledge to drive revenue growth. Collaborate effectively with internal teams and clients to deliver tailored solutions. This remote-based position requires approximately 50% travel. Successfully manage sales pipelines, lead strategic sales processes, and cultivate strong client relationships. Maintain a deep understanding of industry trends and effectively represent LGC in various market-facing roles. Support business development efforts and ensure timely and accurate reporting.

Requirements

• 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)
• 5+ 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

Responsibilities

• 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 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. Lead sales process, use resources and projects, work closely with North America Director on pricing and terms
• 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
• Serve as the primary relationship management executive for LGC Diagnostics & Genomics on designated accounts, with accountability for revenue generation and development of emerging opportunities. Lead account-focused teams, encourage communication, cross-selling to boost client happiness, revenue, value, and referrals. Lead customer focused selling and account management processes, including account planning and review sessions with cross-functional teams
• 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
• 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
• 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
• Demonstrate flexibility and collaboration in responding to the business needs – both internal and external – by addressing significant corporate initiatives as requested by management

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+)

Benefits

• Competitive compensation with strong bonus program
• Comprehensive medical, dental, and vision benefits for employees and dependents
• FSA/HSA Pre-tax savings plans for health care, childcare, and elder care
• Deductible Buffer Insurance and Critical Illness Insurance
• 401(k) retirement plan with matching employer contribution
• Company-paid short- and long- term disability, life insurance, and employee assistance program
• Flexible work options
• Pet Insurance for our furry friends
• Enhanced Parental leave of 8 additional weeks
• PTO that begins immediately