Job Description
The Major Accounts Manager is responsible for successfully positioning and selling company products and services for the company’s most strategic accounts within the global AgBio Market as may be designated by management. The job involves identifying, engaging and qualifying new and existing opportunities, positioning LGC Biosearch Technologies products to provide solutions for scientific and strategic business needs, and working closely with cross functional teams to achieve revenue and growth goals. The ideal candidate is a strategic, scientific-minded, individual eager to engage with a diverse set of global customers across the applied industry.
Primary duties and responsibilities:
Strategic Growth: Responsible for driving strategic growth within a portfolio of high-value global accounts, identifying and capitalizing on opportunities to expand solutions across business units, regions, and applications by leveraging account intelligence, market insights, and cross functional collaboration.
Direct Sales: Work closely and in collaboration with Commercial Applications team members to achieve sales results by applying a strategic sales process. Use strong communication skills to grasp clients' needs and propose solutions for scientific, automation, and business challenges. Provide pricing and quotes to customers, working closely with CAS, Sales Director and Product Management. Follow-up on quotes and orders to secure recurring business and identify additional opportunities to grow business within existing accounts.
Prospecting: Navigate sophisticated, matrixed, organizational structures, influence decision-makers, and drive multi-level engagement. Visit on-site with global accounts to provide continuity and added customer value to local decision makers.
Pipeline Management: Assists Marketing and Product Management with efforts to generate and qualify a sufficient pipeline of prospects needed for the company to achieve goals in future periods. Pipeline management includes maintaining systems and updating prospect records to ensure accurate pipeline transparency at all levels of the corporate level.
Lead Management: Follow up by phone or email on new customer inquiries, sample requests, webinars and tradeshow leads to ensure touch point with all customers for cross selling (“warm up” leads for Field Sales). Identify and proactively contact prospective customers to generate demand for LGC Biosearch Technologies products and services
Industry and Product Knowledge: Develops and maintains a strong understanding of industry trends, client operations, and competitive offerings to effectively position LGC Biosearch Technology products.
Reporting: Provides timely sales and pipeline inputs as required to support reporting of leading and lagging indicators.
Marketing Support: In partnership with Marketing, support initiatives for social selling and outbound projects, including but not limited to LinkedIn, e-blasts, tradeshows, and (web) conferences; may attend tradeshows and conferences as required from time to time
SalesForce.com: Using SFDC CRM to detail customer information, track opportunities and sales activities.
Quality: Conscientiously learn and adhere to the requirements of the ISO 13485 quality management system
Essential competencies and behaviors: Resonates and operates in line with LGC’s core value behaviors: Passion, Curiosity, Integrity, Brilliance, and Respect
Qualifications
A bachelor’s degree or equivalent experience in Life Sciences, MBA strongly preferred
Demonstrated ability in sales and major account management
A minimum of 5 year of experience in the life science industry, with management of global accounts (sequencing, or targeted NGS experience would be an added bonus) strongly preferred
Proficiency with SalesForce.com or other CRM for pipeline and account management
Advanced knowledge of Microsoft Office products including Outlook, Excel, Word and PowerPoint
Proven, effective time management and organizational skills
Outstanding interpersonal and networking skills to drive successful relationship building
Strong critical thinking and analytical skills, with experience or ability to effectively report and track sales metrics
Excellent written and verbal communication and listening skills
High-energy and positive “can-do” approach
Ability to work autonomously and to travel as needed (~50%)
Aptitude to work in a complex and rapidly growing company: Self-starter and proactive in learning new products and technologies
Results-oriented, ensuring targets are met on time and on budget
Demonstrated good professional judgment and reliability
High accuracy and detail-orientation
Please apply even if you don't meet all the qualifications
Working Conditions:
Travel Requirements: Willingness to travel internationally is essential. Typically, travel, both domestically and overseas, is required approximately 50% of the time.
Schedule/Core Hours: The standard work schedule is Monday through Friday during the company's standard hours of operation. However, occasional weekend and/or evening work may be vital.
Work Environment: Primarily based in a remote office setting, with the flexibility to travel nationally and internationally as needed to fulfill business requirements.
Additional Information
What we offer (US based-employees):
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.