Regional Account Manager

Summary

Join LGC Diagnostics & Genomics as a Commercial Manager Olligos and advance your career in strategic sales within the life sciences sector. This remote role, with 60% travel across the UK & Ireland, focuses on growing key accounts in the EMEA region. You will be responsible for managing and expanding sales, building client relationships, and collaborating with internal stakeholders. Success in this position requires strong sales skills, scientific proficiency, and strategic thinking. The role involves pipeline management, direct sales, strategic selling, and client management, contributing to the company's overall growth and success. You will leverage your expertise to understand customer needs and recommend appropriate solutions.

Requirements

• Bachelor's degree in biological or life sciences, business management, or related field
• 2+ 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
• Maintain systems and update prospect records
• Lead a strategic sales process to manage and achieve new sales results as assigned
• Network across various organizational levels
• Facilitate ideation and vision sessions
• Develop proposals
• Negotiate and adhere to corporate guidelines in contracting
• Orchestrate a solution-oriented sales process
• Collaborate closely with the North America Director of Sales on special pricing and contract terms
• Exhibit strategic selling skills to comprehensively understand customers’ business requirements and recommend LGC Diagnostics & Genomics solutions
• Serve as the primary relationship management executive for LGC Diagnostics & Genomics on designated accounts
• Build and lead robust, account-specific teams
• Foster ongoing communication and cross-selling activities
• Identify additional revenue opportunities
• Maximize client lifetime value
• Solicit references
• Lead customer-oriented 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
• Effectively represent LGC in various market-facing roles
• Support Product Management and Business Development efforts by identifying and evaluating new business and market opportunities
• Provide timely sales and pipeline inputs
• Ensure accurate, complete, and timely expense reporting
• Facilitate account review meetings for strategic accounts
• 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
• 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
• Experience in managing capital equipment and/or large opportunities ($100K+)

Benefits

Remote-based role