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Job Summary:

 

The Strategic Account Manager (SAM) is accountable to achieve or exceed assigned budget goals across assigned biopharmaceutical accounts.  The SAM will focus on driving broader adoption of  solutions across drug discovery, translational research, and companion diagnostics, while developing strong relationships across all levels of the organization.  They are responsible for managing, protecting, and growing the business by increasing instrument placements, maximizing platform utilization, and developing new customer relationships to increase revenue generation.  This individual works closely with the Life Sciences commercial teams including Business Development, Field Application Scientists (FAS) and other support functions to ensure successful partnering to achieve revenue goals.

 Job Accountabilities:

 Business Development

Grow existing customer relationships and establish new customer relationships within targeted accounts, achieving broader breadth & depth to become a Trusted Partner.  Create & maintain a healthy funnel of current and future opportunities in assigned accounts.  Activities include effectively identifying & prospecting for new instrument opportunities, working with FAS’s to address customer project requirements, and then leading the process of providing solutions and gaining agreement as defined by the Sales Process. Takes ownership and responsibility for account management activity and around customer issues to bring to resolution.  Performs routine quarterly business reviews and territory management reviews, to include the management of customer budget cycles.  Effectively manages accounts post sale to ensure retention and growth.

  

Strategic Account Management

Develop and maintain Pharma Account plans (mapping) for each assigned customer to include current & future opportunities, buying process, and stakeholder management.  Differentiate ourselves and provide complete translational solution.  Create Key Opinion Leaders (KOL’s) within accounts.  Drive continued awareness of products and applications.

 

Strategic Selling Skills

Utilize competitive, customer, and product knowledge to lead and assist in establishing competitive barriers to market penetration by positioning solutions.  Assist customers in achieving defined business/ technical and personal goals.  Utilize the breadth of product portfolio to maximize platform adoption.  Utilize defined presentations (.ppt/web/etc) and effectively deliver in a group setting.

 

Business Knowledge, Territory Planning, & Forecasting

Prepare accurate overall territory business plans, forecasts, and sales reports to achieve assigned sales quota, and product mix objectives.  Maintain expert knowledge on key buying influencers and consortia, opportunities presented by new grants, and other funding sources.  Provide accurate funnel management and overall funnel health (forecasting), as well as accurate CRM management. Deliver all administrative reports in a timely manner, including expenses, monthly reports, forecasts, etc. to ensure optimum efficient management of territory.

 

Qualifications and Requirements (Education, Experience, Specific Skills):

  • Established customer relationships and rolodex in key biopharma accounts
  • Demonstrated ability to partner with, and maintain, key account customer relationships that drives commitment and growth.
  • Understanding of the drug development processes and functional knowledge of therapeutic areas of focus
  • Effectively communicate company value proposition in areas of translational research and companion diagnostics.
  • Exceptional communication and problem solving skills, both verbal and written.
  • Excellent time management and project management skills, along with presentation skills.
  • Ability to effectively participate in cross functional teams and to excel within a matrix organization.
  • Highly self-motivated with a desire to participate in the growth and success of the commercial team.
  • A minimum of 5 years of related field sales experience, with a proven track record of success.
  • MS or BS in Molecular Biology, Biochemistry or related field (laboratory experience preferred).
  • A strong understanding and familiarity with gene expression technologies including qPCR, microarray analysis and Next Generation Sequencing.
  • Ability to travel up to 75% of the time (territory dependent).
  • Ability to create and deliver highly effective presentations.
  • Strong administration skills including CRM and process documentation.
Position Title: Account Executive
Location: Nationwide Opportunities

Responsibilities:

Under general supervision, the scope of this position is responsible for establishing and achieving Identified sales goals for the Infectious Disease portfolio for the POLS (physician office labs) and through a large distributor network (i.e. McKesson, Cardinal, Thermo Fisher, etc.). Sales goals and objectives for these products will be assigned to a territory in support of the Company’s overall strategic plan. The position is primarily focused on specific markets and customers as directed by the Company. As required to support Company priorities, this focus can be modified and/or expanded to include other markets and customers.

Tasks And Responsibilities:

Identify sales opportunities and capitalize on them.

Establish, develop and maintain the business and client relationships.

Strategic development of POC Sales opportunities in the POL space direct and through distributors.

Implement sales, marketing, and national account programs as directed by management.

Build and maintain strong competitive product knowledge.

Contribute to the region’s growth by understanding the AE’s objectives and goals.

Assist with the management of complex sales by providing technical expertise.

Meet established sales goals and objectives while maintaining the territory budget.

Plan, coordinate, and manage the sales performance of the distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent company products in the marketplace.

Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the company product lines and distributor private branded products.

Act as a resource for contract negotiation, pricing, proposal, bid preparation, and all customer follow-up.

Identify customer issues and resolve sales-related difficulties.

Identify key POLs within a defined territory to increase market penetration to meet/exceed sales goals.

Maintain selling expenses and submit timely and accurate expense reports while adhering to all corporate guidelines.

Timely response to customer needs (e.g., return voicemail messages daily, follow up on requests, and coordinate with internal resources).

Must be able to travel at least 50% of the time. Overnight travel as necessary to complete business requirements.

Develop and submit sales reports, expense reports and forecasts, and other required documents or reports as requested. Must actively participate in utilizing Salesforce.com (CRM).

Monitor market, customer, and competitor trends and advise management on methods to improve company competitiveness. Support sales team success through active sharing of ideas, techniques, and approaches.

Demonstrate the ability to exceed sales goals, provide leadership within the sales and marketing organization, and support marketing initiatives.

Assist marketing and sales management in the development and implementation of new sales strategies, tactics, and tools for new market opportunities.

Serve as a field sales trainer and mentor to newly hired personnel as needed.

Provide regular sales reports, forecasts, and communication updates to sales management.

Maintain a superior level of knowledge of the application and technologies related to Company products to assure accurate representation to the marketplace.

Follow standard Technical Services procedures for documenting, identifying, and reporting to company Technical Service any customer product complaints and ensure customer satisfaction of resolution.

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 procedures.

Identify and qualify infectious disease product opportunities.

Work in a team environment to assist with infectious disease customer targets.  Collaborative selling experience is key.

Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks, and competency assessments.

Qualifications:

BASIC QUALIFICATIONS

Required Educational Background – 4 yr degree required, BA/BS in life science, sales, marketing or business management

Preferred Qualifications:

Three to eight years’ experience in medical diagnostics or business to business sales.

Understanding and experience working with POLs and Distribution partners

Strong knowledge of sales methods and techniques.  Prefer Miller Heiman Strategic Selling.

Demonstrated ability in the execution of sales strategies.

Proven successful POC/Capital Equipment sales experience.

Responsibilities:

Under general supervision, the scope of this position is responsible for establishing and achieving Identified sales goals for the Infectious Disease portfolio. Sales goals and objectives for these products will be assigned to a territory in support of the Company’s overall strategic plan. The position is primarily focused on IDNs and other customers as directed by the Company. As required to support Company priorities, this focus can be modified and/or expanded to include other markets and customers.

Tasks And Responsibilities:

Identify sales opportunities and capitalize on them.

Establish, develop, and maintain business and client relationships.

Strategic development of POC Sales opportunities.

Implement sales, marketing, and national account programs as directed by management.

Build and maintain strong competitive product knowledge.

Contribute to the region’s growth by understanding the AE’s objectives and goals.

Assist with the management of complex sales by providing technical expertise.

Meet established sales goals and objectives while maintaining the territory budget.

Act as a resource for contract negotiation, pricing, proposal, bid preparation and all customer follow-up.

Identify customer issues and resolve sales-related difficulties.

Identify key IDN’s and GPO targets within a defined territory to increase market penetration to meet/exceed sales goals.  Current relationships with IDNs is key.

Maintain selling expenses and submit timely and accurate expense reports while adhering to all corporate guidelines.

Timely response to customer needs (e.g., return voicemail messages daily, follow up on requests, and coordinate with internal resources).

Must be able to travel at least 50% of the time. Overnight travel as necessary to complete business requirements.

Develop and submit sales reports, expense reports and forecasts, and other required documents or reports as requested. Must actively participate in utilizing Salesforce.com (CRM).

Monitor market, customer, and competitor trends and advise management on methods to improve company competitiveness. Support sales team success through active sharing of ideas, techniques, and approaches.

Demonstrate the ability to exceed sales goals, provide leadership within the sales and marketing organization, and support marketing initiatives.

Assist marketing and sales management in the development and implementation of new sales strategies, tactics, and tools for new market opportunities.

Serve as a field sales trainer and mentor to newly hired personnel as needed.

Provide regular sales reports, forecasts, and communication updates to sales management.

Maintain a superior level of knowledge of the application and technologies related to Company products to assure accurate representation to the marketplace.

Follow standard Technical Services procedures for documenting, identifying, and reporting to company Technical Service any customer product complaints and ensure customer satisfaction of resolution.

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 procedures.

Identify and qualify infectious disease product opportunities.

Work in a team environment to assist with infectious disease customer targets.  Experience working in a highly collaborative environment is key to this role.

Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks, and competency assessments.

Qualifications:

BASIC QUALIFICATIONS

Required Educational Background – 4 yr degree, BA/BS in life science, sales, marketing or business management

Preferred Qualifications

Three to eight years’ experience in medical diagnostics or business to business sales

Understanding and experience working IDNs and with multiple call points across the hospital

Strong knowledge of sales methods and techniques

Demonstrated ability in the execution of sales strategies

Proven track record of success selling POC/Capital Equipment

Job Summary:

​The Regional Account Manager drives revenue growth to meet or exceed sales revenue targets that are based on strategic product areas within the growing portfolio. You will work to synchronize the portfolio with the customer’s workflow, in both a consultative and technical manner. You will pull together internal resources to support and create strategic customer relationships, and will support the development of Key Opinion Leaders, in the Genomics and Proteomics marketplace. You will bring to the market feedback on product fitness and support the continued development of our portfolio. The RAM will position products and handle customer objections, and also demonstrate successful use of the portfolio by our current client base.  You work in concert with the District Sales Manager to develop and drive strategy key regional strategies in our areas of focus.  You collaborate with the Inside Sales and Field Application Specialists to deliver complete product and service solutions to clients. You must be able to form strategic alliances and design solutions that support pipeline evolution; drive opportunities to a close and achieve long-term sustainable business.

Essential Functions:

  • Sales Revenues / Budgets: Meet or exceed sales targets – increasing sales of all products by managing all sales functions and driving new business.
  • Strategy: Implement company strategy through specific strategic account plans developed in concert with his/her District Sales Manager.
  • Planning / Forecasting: Develop and monitor annual sales targets, key performance indicators and revenue forecasts.
  • Business / Markets: Drive and initiate development of new business opportunities. Increase number of strategic partnerships.
  • Development: Build relationships within the team to improve positioning of key products and achieve targets, including cross departmental commercial teams in Inside Sales, Marketing, Field Applications, and Bioinformatics.
  • Communication: Organize meetings and communication channels to ensure effective communication across business units. Maintain and develop relationships with key customers.

Requirements:

  • Minimum of Bachelor of Science. Master’s degree preferred, but not required
  • 2+ years of lab experience preferred
  • A minimum of 2+ years of directly related sales experience with proven track record in Life Science or Molecular Diagnostics Industry
  • Wide range of knowledge of life sciences and diagnostic molecular biology applications and products
  • Proven ability to sell to Laboratory Directors, Principal Investigators and above
  • Self-motivated with the ability to work independently while under guidance from manager
  • Ability to work in teams
  • Leadership and motivational skills
  • Project management skills

This position is responsible for market development and product management of the Infectious Disease and POC Molecular portfolio. The key objective is to establish and maintain the competitiveness of the business franchise wither in the U.S. or worldwide and support the regional marketing teams to ensure commercial success. In addition, this role is accountable for providing strategic insights and guidance to the R&D team throughout the new product development process to ensure we are innovating in the areas that best serve unmet needs in the marketplace.

 

Major Role Objectives:

 

Global role – upstream/downstream marketing

o   Upstream marketing:

         Develops long-term strategies for priority disease areas, market segments, and product platforms.

         Drives growth by leading the innovation process from insight generation to concept development to design freeze.

o   Downstream marketing:

         Develops short-term commercialization strategies for priority disease areas and brands.

         Manages new and existing brands through global positioning, new product launches, and portfolio management.

         Leads the global implementation of disease area and brand strategies in partnership with regional marketing

  •         Oversee the branding of the products and services in Infectious Disease.
  •         Lead pricing, positioning, and segmentation strategy for all Infectious Disease products and services on a global basis.
  •         Support key opinion leader (KOL) development initiatives for the business along with local commercial teams.
  •         Ensure the company remains competitive by focusing on competitive intelligence.
  •         Carries out duties in compliance with established business policies.
  •         Demonstrates commitment to the development, implementation, and effectiveness of Quality Management Systems per ISO, FDA, and other regulatory agencies.
  •         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.
  •         Develop and implement comprehensive marketing plans to effectively achieve business goals
  • 3-5 years Capital equipment sales to clinical labs in hospitals, Chemistry and Special Chemistry a plus
  • Must have relationships with hospitals in Southern CA, NM and Hawaii
  • Strong sales training (Miller Heiman is a plus,  Blue sheets, Green sheets) please explain
  • Strong technical aptitude is a plus – Chemistry, Special Chemistry, and Immunology
  • Track record of success (please include any recent awards + achievements
  • HR Questions: 4-year degree, clean driving background, not applied to The Binding Site in last year, and no non-compete

Job Description

QUALIFICATIONS AND REQUIREMENTS

  • Bachelor’s Degree or higher required, preferably in the field of Business, Medical Technology or a scientific discipline (biological science or chemistry-based science).
  • Experience in Consultative Selling within designated territory with a proven track record of outstanding sales performance within the last 3 years.
  • Travel required could be substantial with an average of 4 days a week in the field and 2-3 overnights each week.
  • Experience in capital equipment sales and strong closing skills.
  • Experience in selling instrument and reagent solutions to the clinical laboratory a plus.
  • Trained on the Miller Heiman Sales Process, Strategic Selling, LAMP a plus.
  • Must be a team player. Desire to work in and be a part of an organization that thrives on hard work and success all while having a great time.
  • Able to build trust in relationships, convey value of offering and obtain commitments.
  • Able to quickly assess and understand our client’s needs.
  • Leadership skills a must.
  • Presents a professional etiquette, in person and via all communication, with external and internal clients & customers.
  • Competency to learn and effectively articulate technical product knowledge.
  • Excellent interpersonal and sales presentation skills with strong verbal and written communication skills.
  • Aptitude to handle rejection and eliminate roadblocks; rarely give up and try different approaches when the first solution doesn’t work.
  • An entrepreneurial and determined attitude in order to meet targets, and the confidence to work independently without daily oversight.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Meets or exceeds annual placement goals for instrumentation and reagent sales forecasts.
  • Maintains current customers and increases sales of the products to reference labs, hospital labs, physician’s office labs, and research/industry labs in a defined region.
  • Develops repeat business in the clinical laboratory marketplace increasing market share of key product groups.
  • Follow-up on leads generated by advertising, mail shots, tradeshows, etc.
  • Promotes and sells all relevant product groups to both current customers and new prospects by visiting all appropriate departments (Lab, Purchasing, Administration, Pathology, etc.) within each facility, following up appropriately to ensure growth.
  • Updates record in the Customer Management Database to ensure accurate communication of the activities and needs of the territory.
  • Enters all necessary marketing information to assist marketing in targeting mail shots to potential customers.
  • Attends trade shows when required, such as the AACC meeting.
  • Provides prospects and customers with professional sales communications and written price quotes to assist in the promotion and selling of all products.
  • Provides technical support and customer service in conjunction with the technical service department to ensure all customer complaints are resolved to both customer and company satisfaction.
  • Maintains personal product knowledge and keeps up to date on new product information, technical updates, company policies, discount strategies, etc. as they become available.
  • Coordinates the development and execution of Outreach Programs and regionally agreed upon accounts.
  • Coordinates the education of clinicians at Key Accounts to drive increased utilization of the products.