Account Manager - Dallas

Description

The Account Manager is responsible for maintaining and growing the Microbiology, Immunoassay, Molecular and Vision Suite customer base. This role will focus on creating new business opportunities through the placement of instruments, reagents and services leading to increased revenues for the company within a designated Region. The Account Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within their assigned territory in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

The Account Manager acts as the direct contact to the customer and is accountable as the point person for all communication both internally and externally.

• Business Development and Execution:
  Create and execute business plan to achieve or exceed territory growth per company plan and drive new business revenue through selling new instruments and reagents
• Develop strategy and individual responsibilities to close sales of all high value targets
• Maintain existing customer business to minimize lost business
• Manage pipeline to ensure timing of closes matches Monthly Forecast & Quarterly Business Plan
• Coordinate activity of other field sales personnel in context of business plan
• Monitor monthly sales as reported in Tableau for accuracy and adjust action plans to account for shortages towards goal achievement
• Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy

• Provide technical expertise/assistance in product line as required in sales process
• Support and/or deliver key sales presentations/demonstrations where required
• Communicate with customers on product line technical issues where required
• Work collaboratively in a matrix environment with Regional and US Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Vision Suite
• Leverage timely and effective engagement of Product Specialists, Service, Marketing and other internal personnel to progress, advance and close Opportunities within Region

• Develop relationships with key customers/opinion leaders within defined territory. Identify and develop key opinion leaders/reference sites within defined region.
• Establish relationships with these identified opinion leaders/reference accounts.
• Leverage relationships to expand existing business within defined region.
• Channel competitive information gathered in field to marketing and sales teams.
• Implement and participate in pilot projects with new product launches.

• Conduct quarterly business reviews with the Product Specialists and other supporting sales associates.
• Submit expense reports on a weekly basis.
• Maintain customer records in CRM on a daily basis for all accounts in their database.
• Close all appointments with notes and update milestones on a daily basis.
• Achieve minimum forecast accuracy for US dollars on a monthly basis performance expectations.
• Perform all work in compliance with company quality procedures and standards.
• Performs other duties as assigned.

• Associates degree and a minimum of 4 years of professional sales experience OR Bachelors degree and a minimum of 2 years of professional sales experience required.
• Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience will receive consideration.
• Capital and Reagent sales experience within clinical laboratory preferred
• Proven and documented track record in exceeding territory Capital and Reagent goals
• Proven and documented track record of consistent top finishes within sales team

• Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
• Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action.
• Business acumen to understand how a business operates and how to make it successful.

• Effective and efficient problem analysis that leads to high-quality decisions.
• Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture.
• Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.

• Influence change using skills and relationships to persuade others to adopt new ideas, behaviors, or processes.
• Perspective to see the world from another person's viewpoint thus gaining new insights and finding creative solutions to challenges.

Effectively deal with ambiguity requiring adaptability, critical thinking, and proactive communication to navigate situations with limited details

• Make timely decisions by…