Regional Account Manager

Summary

Join LGC, a global life science tools company, as a Regional Account Manager covering the Mid-Atlantic and Southeast US. This remote role requires up to 50% travel and focuses on selling life science products and services to various market segments. You will manage and grow a sales pipeline, lead strategic sales processes, build client relationships, and maintain strong product knowledge. Collaboration with internal teams and strategic selling skills are crucial. The position demands proficiency in pipeline management, direct sales, strategic selling, client management, industry knowledge, business development, and Salesforce.com reporting. Success requires a strong understanding of life science products and the ability to build and maintain strong client relationships.

Requirements

• Bachelor's degree or equivalent experience 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, 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. The Account Manager will lead the sales process, using various resources and projects, and work closely with the North America Sales Director on pricing and contracts
• 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. This entails building and leading robust, account-specific teams, fostering ongoing communication and cross-selling activities to enhance client satisfaction, identify additional revenue opportunities, enhance client lifetime value, and solicit references. 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

• Emphasis in molecular and cell biology and related applications preferred (sales or wet-lab experience)
• 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