Rigaku is seeking a Regional Account Manager, Southeast U.S. to drive sales growth for our X-ray diffraction (XRD), X-ray fluorescence (XRF), and single-crystal X-ray diffraction (SCX) instrumentation across Mississippi, Alabama, Tennessee, Georgia, Florida, and South Carolina. This role is responsible for developing new business, expanding strategic customer relationships, and managing complex capital equipment sales from initial opportunity through close. The ideal candidate combines strong consultative selling skills with experience in XRD and/or XRF or related scientific instrumentation.
Responsibilities:
- Develop and execute a territory sales strategy to achieve or exceed territory quota for Rigaku XRD, XRF, and SCX products and solutions.
- Manage the full sales cycle, including prospecting, qualification, needs assessment, solution development, demonstrations, proposals, negotiation, forecasting, and closing.
- Build and maintain strong relationships with customers and key decision-makers across academic, government, and industrial markets while expanding business within existing accounts.
- Identify new opportunities and translate customer requirements into compelling Rigaku solutions in partnership with applications scientists, product specialists, service, and other internal resources.
- Maintain an active pipeline while providing accurate and timely forecasts with validated opportunity information in the company CRM.
- Coordinate and participate in customer demonstrations, including demonstrations at Rigaku headquarters in The Woodlands, TX, and effectively communicate technical and business value to customer stakeholders.
- Prepare and deliver effective customer presentations, proposals, quotations, and competitive positioning for complex capital-equipment opportunities.
- Monitor competitive activity, market developments, customer trends, and emerging applications within the territory and communicate relevant intelligence internally.
- Represent Rigaku at conferences, trade shows, technical meetings, customer events, sales meetings, training programs, and other company activities as required.
- Travel up to 50% consistently throughout the assigned territory, with additional travel outside the territory for customer demonstrations, conferences, trade shows, training, and internal meetings.
Qualifications:
- Bachelor's degree in a scientific, engineering, technical, or business discipline, or an equivalent combination of education and relevant professional experience.
- Demonstrated success selling capital scientific, analytical, technical, or other complex technology equipment; experience with consultative, multi-stakeholder sales cycles is strongly preferred.
- Experience with XRD and/or XRF instrumentation is preferred; experience with adjacent analytical instrumentation is also valuable.
- Proven ability to develop new business, manage a geographic territory, build customer relationships, and consistently progress opportunities through a disciplined sales process.
- Strong communication, presentation, negotiation, and closing skills, with the ability to engage scientists, engineers, laboratory managers, procurement teams, and executive decision-makers.
- Technical curiosity and the ability to learn sophisticated scientific instrumentation and translate product capabilities into meaningful customer and business value.
- Ability to independently manage multiple opportunities, priorities, and customer engagements while collaborating effectively with applications, service, product, marketing, and sales teams.
- Experience with Salesforce.com opportunity management, pipeline discipline, CPQ quoting, forecasting, and strategic account planning is preferred.
- Ability and willingness to travel up to 50% throughout MS, AL, TN, GA, FL, and SC, plus additional travel to The Woodlands, TX and other locations for customer demos, conferences, trade shows, training, and internal meetings.
- Residence within the territory with Atlanta, GA being preferred due to its central location and large airport. A valid driver's license and ability to travel by automobile and commercial air transportation are required.
Rigaku offers a rewarding work environment and excellent benefits. All applicants are kept in strict confidence.
Benefits package including Health, Dental, Vision, STD, LTD, Life insurance, section 125 flexible spending accounts, 401(k) plan and more.
