Sr Account Manager Microbiology- Cleveland/Toledo

-Ideally the candidate will be reside in Cleveland or Toledo, OH

Position Summary

The Account Manager’s main mission is to retain/ maintain and grow the current customer base while creating new business opportunities through the placement of instruments and reagents leading to increased revenues within a defined geographical region. The Account Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within their assigned territory and strategic business segment(s) in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

Primary Duties

1. Identify and establish relationships with key customers and opinion leaders within defined territory.
2. Assess, clarify, validate and quantify the customer’s existing and unmet needs on an ongoing basis.
3. Identify high value targets within assigned territory and develop strategies to close new business within those customer accounts.
4. Maintain existing customer business to minimize lost business.
5. Work cooperatively in a matrix environment with local sales team members, specialists, Medical
6. Education Liaisons (MELs) and other colleagues in order to advance and close opportunities within assigned territory.
7. Serve as liaison between Marketing and Sales. Channel competitive intel gathered in the field to
8. marketing. Participate in marketing projects and new product launches upon request.
9. Identify, to marketing, key opinion leaders within defined territory.
10. Manage opportunity pipeline to ensure timing of closes matches monthly forecast as represented in the CRM tool and associated dashboards.
11. Ensure the compliance of business activities meet the most stringent requirements of legal and ethical standards and current company policies.
12. Ensure customer knowledge is available and shared by maintaining customer records in accordance with company guidelines and tools.
13. Organize and lead regular internal and customer facing business reviews to monitor performance,
14. uncover new opportunities, and identify and implement corrective actions as needed.
15. Support and participate in relevant conferences, trade shows and symposia in coordination with sales leadership and marketing.
16. Other duties as assigned by Area Management.

Qualifications

Training and Education

• Scientific or Business degree preferred.
• Bachelor’s Degree Required.

Experience

1. Two years related sales experience preferred for level 2; no experience required for level 1.
2. In vitro Diagnostic (IVD) Capital Equipment sales experience preferred, not required.

Knowledge, Skills, and Abilities

1. Knowledge of clinical lab operations preferred, not required.
2. Formal sales competency training course preferred (i.e. SPIN, Strategic Selling, BASE)
3. Excellent verbal and written communication skills. Ability to clearly communicate with key internal and external stakeholders.
4. Excellent presentation skills. Adept at using multi‐media presentation tools.
5. Working knowledge of information systems to include Microsoft WORD, EXCEL, POWERPOINT knowledge required. Microsoft TEAMs, CRM Salesforce knowledge preferred, not required.

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like..
• Domestic travel required 60 % of time International travel required 60 % of time
• Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties.