Senior Account Manager

The Opportunity

This role will be a remote role. We currently have an opportunity for a Senior Account Manager within our Toxicology Business Unit. In this role you will be part of the Clinical Laboratory Solutions Sales team that is responsible for growing the top line revenue by developing and maintaining relationships with new and existing customers while ensuring customer needs and company objectives are effectively met. The Senior Account Manager should have a strong understanding of the unique drug screening requirements of the diverse laboratory customers, with a focus on physician office laboratories, independent laboratories, treatment centers and other clinical laboratories to guide and counsel customers on the use of company products and services. Preferred base locations are West Coast (WA, OR, ID, MT, WY, ND, SD, NE, NV, UT) , but open to other areas.

As an important member of the Clinical Laboratory Solutions Sales team, your primary job responsibility is to acquire new customers and retain current customers to achieve company revenue growth and gross margin objectives.

What You’ll Focus On :

Drive the development of potential customers from cold calling, initial contact, closing business, contract negotiation / execution and on-going account management.

Manage relationships with assigned accounts as the primary contact.

Ensure customer satisfaction. Manage expectations and deliverables between customers, applications, and technical consulting staff.

Coordinate and execute a plan for the increased use of the company’s line of products in the market by performing sales analysis and customer business reviews.

Present contracts for reagents, capital equipment and service. Interface with Sales Administration to ensure accurate and timely responses.

Effective utilization of Salesforce. Com, and PowerBI for the documentation of sales activities and recording of opportunity, risks and other territory reporting requirements.

Represent the company at professional meetings, trade shows, conferences, exhibits and promotional events as outlined by management.

Develop sales plans to increase revenue from new and assigned accounts to achieve revenue growth and gross margin objectives.

Follow pricing guidelines to gain profitable business.

Carry out duties in compliance with established business policies.

Demonstrate commitment to following company policies to include, Office of Ethics and Compliance Quality, Regulatory and others.

Responsible for exhibiting professional behavior with both internal / external business associates that reflects positively on the company and is consistent with the company’s policies and practices.

Perform other duties & projects as assigned.

Required Qualifications :

Bachelor’s Degree (preferably in Business or Scientific field) or equivalent combination of education and experience.

5+ years of related Account Executive or Sales Management experience.

3+ years of related Account Executive or Sales Management experience in medical devices, diagnostics, or laboratory services.

Salesforce or other CRM experience.

Willingness to travel up to 75%.

Experience growing new business through existing accounts and acquiring new accounts.

Needs to be a self-starter able to grasp knowledge through mentorship and shadowing.

Must be able to work independently, manage multiple tasks efficiently and manage difficult situations in professional manner.

Excellent presentation, oral and written communication skills, computer skills with MS Office applications, including Power Point and Excel.

Preferred Qualifications :

Additional training in laboratory services, laboratory product sales, and the diagnostic industry.

Knowledge of the substance abuse or toxicology market.

Proven history of successfully managing clients and / or accounts on long term basis.

Demonstrated ability to recognize and capitalize on opportunities within existing customers.

Excellent written and verbal communication skills.