Job DescriptionPosition SummaryThe Account Manager is responsible for driving sales growth across Illinois, Michigan, Wisconsin, and Minnesota, with a primary focus on Reference Materials and Analytical Standards.
You'll manage Commercial accounts and Strategic site-level customers across the Pharma, Biotech, and Environmental markets. The role focuses on building strong customer relationships, identifying new business opportunities, growing existing accounts, and delivering an excellent customer experience.
Key Responsibilities- Manage and grow assigned accounts across Illinois, Michigan, Wisconsin, and Minnesota, meeting or exceeding sales targets.
- Build strong customer relationships and identify new opportunities through prospecting, lead qualification, cross-selling, and upselling.
- Develop territory and account plans that support customer retention and sustainable revenue growth.
- Manage the full sales cycle, from opportunity development and quotations through follow-up and close.
- Partner with Strategic Account Managers, Sales Managers, Marketing, Quoting Specialists, and other internal teams to support customer needs.
- Engage customers through phone, email, virtual meetings, in-person visits, exhibitions, seminars, and other industry events.
- Maintain accurate customer, opportunity, pipeline, quotation, and forecast information in the CRM.
- Develop strong knowledge of LGC Standards' products, applications, value propositions, end markets, and competitive landscape.
- Monitor pipeline health, sales activity, opportunity progression, and forecast accuracy to support territory performance.
- Share customer and market insights internally to help improve the customer experience and identify opportunities for growth.
- Travel to customer sites and industry events as required.
- Follow all applicable company policies, commercial processes, CRM requirements, and customer-site procedures.
Candidate must live in territory:
Illinois, Michigan, Wisconsin, and MinnesotaQualificationsEssential Knowledge and Qualifications:- Bachelor's degree in chemistry, physics, biochemistry, biology, or an equivalent field.
- At least 5 years of experience selling technical products used in research laboratories, with a demonstrated track record of meeting and exceeding sales targets.
- Ability to read and interpret RFQs, contracts, operating and maintenance instructions, and procedure manuals.
- Experience using customer relationship management platforms such as Salesforce and Desk, with disciplined management of customer, opportunity, pipeline, and forecast information.
- Outstanding commercial awareness and planning abilities, including the ability to prioritize opportunities and manage an assigned territory effectively.
- English fluency and strong written and verbal communication skills for customer-facing and cross-functional commercial work.
Desired Knowledge and Qualifications:- Prior successful key account management experience, including experience working with central procurement, is preferred.
- Expertise in Microsoft Office products is a plus.
- Fluency or proficiency in additional languages is a significant advantage.
Behavioral and Interpersonal Competencies:- Resonate and operate in line with LGC's core value behaviors: Passion, Curiosity, Integrity, Brilliance, and Respect.
- Strong sales and engagement skills, including uncovering customer needs, demand generation, persuasion, negotiation, and account management.
- Strong relationship-management skills with the ability to build trust, support customer retention, and create and convert cross-selling and up-selling opportunities.
- Customer-focused and responsive, with the ability to engage effectively through email, phone, virtual meetings, and in-person interactions.
- Commercially aware and results-driven, with strong planning, prioritization, and follow-through against sales targets and customer commitments.
- Collaborative and team-oriented, with the ability to involve and influence cross-functional stakeholders to meet customer needs and improve customer experience.
- Self-directed and accountable, with the discipline to maintain accurate CRM records, pipeline information, and forecasts in a timely manner.
- Curious and committed to developing strong product, application, market, and competitive knowledge to support solution-based selling.
- Professional, adaptable, and able to represent LGC Standards effectively at customer meetings, exhibitions, seminars, and other events.
Additional InformationWork Conditions and Environment- Travel & Time Expectations:Travel within North America of up to 40% is expected, as required to support customer and business needs. Must reside in a verified address within territory assigned.
- Work Setting: Primarily home-based, with regular customer-facing work at customer sites and attendance at exhibitions, seminars, and other business events as required.
Pay 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
- Voluntary Accident, Critical Illness and Hospital Indemnity programs
- 401(k) retirement plan with matching employer contribution
- Company-paid short- and long- term disability, life insurance, and employee assistance program
- Pet Insurance for our furry friends
- 8 weeks of Parental Leave for qualifying life events
- 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!
