Territory Account Manager owns sales and account growth across a defined geographic territory, managing a mix of academic, biotech and industry accounts within a clear and accessible territory range. The role will be accountable for expanding product adoption, grow the number of users and buying platforms within accounts, and deliver quarterly consumables revenue targets. The Territory Account Manager builds relationships with bench scientists, lab managers, principal investigators and procurement stakeholders, while maintaining a high-volume pipeline and proactively managing usage, reorder cycles, churn risk and upsell opportunities.
This position reports to the Sales Director and is part of the Americas Commercial team, working
remotely to cover accounts in
San Diego, CAIn this role, you will have the opportunity to:- Develop and execute a clear territory strategy by segmenting accounts, prioritizing opportunities by potential, and planning routes, customer time and activity across the assigned geography
- Own sales and account growth across the territory, targeting accounts with defined revenue potential and expanding product adoption, users and buying platforms to increase share of wallet
- Build relationships with bench scientists, lab managers, principal investigators and procurement stakeholders; develop champions across multiple stakeholders within each account
- Manage a high-volume pipeline of smaller, frequent transactions; forecast accurately and monitor usage patterns and reorder cycles to prevent churn and identify upsell opportunities
- Run product trials and competitive conversions, and collaborate cross-functionally with technical support, marketing, customer service, channel partners and supply chain to support customer outcomes and revenue growth
The essential requirements of the job include:- Bachelor's degree in life science or a related discipline, with 3+ years of sales or account-management experience across academic, biotech and industry accounts
- Strong knowledge of relevant laboratory workflows and applications, including antibodies, kits and assays, with the ability to discuss data and assay performance through a consultative selling approach
- Proven success selling consumables or reagents into life-science laboratories, with consistent quota attainment and evidence of top-quartile performance or equivalent recognition
- Strong territory-management, organizational and negotiation skills, including managing many smaller accounts, volume commitments, discounts and competitive displacements; experience partnering with large channel partners
- Growth mindset, resilience and self-direction, with the ability to manage a quota with limited day-to-day supervision
Travel, Motor Vehicle Record & Physical/Environment Requirements:- Ability to travel consistently within the defined territory, completing approximately 20 face-to-face customer visits per week
- Hold a valid driver's license, and live within the territory with practical access to customer accounts.
It would be a plus if you also possess previous experience in:- PhD or MS in a life-science field is preferred
- Knowledge of the funding landscape, including grant cycles, biotech financing and industry budget timing, together with understanding of buying centers such as principal investigators, lab managers, core facilities and procurement
Abcam, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.
At Abcam we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team.
The salary range for this role is $100,000- $125,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.
This job is also eligible for bonus/incentive pay.
We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.
