Job DescriptionJob Purpose The Account Manager will build strong relationships with key internal and external stakeholders and grow the territory revenue of the Standards business, with a primary focus in the Reference Materials and Analytical Standards product lines.
Key Responsibilities - Own all assigned Commercial accounts and Strategic site-level locations (e.g., regional labs for multinationals), representing the entire LGC Standards portfolio across all end-markets (Pharma, Biotech, Environmental, etc.) to build new and maintain existing account relationships
- Identify and close new opportunities, attained from either prospecting as self generated leads or from marketing as marketing qualified leads
- Involve additional LGC Standard's team members (e.g., end market sales managers, quoting specialists, etc.) on an as-needed basis to best service customer needs and to achieve the highest level of customer experience
- For relevant sites at specific strategic accounts, the account manager will collaborate with the strategic account manager to conduct planning and customer reviews
- The account manager will use LGC's sales tools to manage prospects, existing accounts, new opportunities, the active pipeline and relevant sales forecasts in an accurate and timely manner
- Develop an in-depth understanding of key LGC products and their applications
- Meet and exceed assigned sales targets for LGC Standards.
- Actively engage with customers (e.g., email, phone calls, in-person visits, etc) to qualify leads, convert prospects, follow-up on quotations and drive new sales; the account manager will accordingly maintain CRMs with up-to-date customer information
- The account manager will increase awareness of the LGC Standards brand by organizing and attending exhibitions, seminars and other events, and by serving as a company representative during working hours
Applicants must reside in Massachusetts, New Hampshire, Rhode Island, or Connecticut.
QualificationsExperience Requirements- B.S. in chemistry, physics, biochemistry, biology, or equivalent
- At least 5 years' experience in selling technical products used in research laboratories. Prior successful key account management experience dealing with central procurement is preferred
- Able to read and interpret documents such as RFQs, contracts, operating and maintenance instructions, and procedure manuals
- Experience with customer relationship management platforms, such as Sales Force and Desk. Expertise in Microsoft Office products is a plus
- Outstanding commercial awareness and planning abilities
- Proven track record meeting and exceeding sales targets
- English fluency. Fluency or proficiency in other languages are a significant advantage
- Willing to travel up to 50% within territory: VT, NH, MA, RI, CT, NY, PR
Core Competencies - Sales & Engagement: uncovering needs, demand generation, persuasion & negotiation, account management
- Product Knowledge: value propositions, solution development
- Market Knowledge: competitive landscape, positioning, and industry trends
- Account Management: relationship management, cross & up-selling skills, customer retention, opportunity creation and conversion
Additional InformationPay range for this role is:
Minimum: USD $95,000 / Yearly
Maximum: USD $105,000 / Yearly
The actual base salary will depend on several factors such as: experience, skills, and location within sales geography.
What we offer (US based-employees):- 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
- Town Hall monthly meeting onsite/virtual, Cheer program where employees are recognized for outstanding work, Company wide social events, frequent catered lunches and much more!
