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Account Manager II

3 months ago

Detroit, Michigan, United States Charles River Laboratories Full time

For 75 years, Charles River employees have worked together to assist in the discovery, development and safe manufacture of new drug therapies. When you join our family, you will have a significant impact on the health and well-being of people across the globe. Whether your background is in life sciences, finance, IT, sales or another area, your skills will play an important role in the work we perform. In return, we'll help you build a career that you can feel passionate about.

Job Summary

BASIC SUMMARY:

The Account Manager II is responsible for achieving quarterly and annual sales targets for assigned region for Charles River Microbial Solutions products and services into commercial accounts in a designated geographical region.

This position will manage accounts within the following states: PA, OH, WV, VA, KY, TN, MI territory and will require regional travel. Ideal candidates will live within these states.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • Work with internal teams (TMDM, PM, Management, etc.) to increase market share and revenue at assigned accounts.
  • With direction from management, generate account-specific sales strategies to sell all company products and services.
  • Work with management to prepare and provide accurate account forecasts for assigned accounts/territories when required by management.
  • Develop and qualify account leads through frequent customer contact and prospecting.
  • Build relationships with customers to influence the acceptance and use of company products and services.
  • Communicate available product and services and inform customers of new products and services in a timely manner.
  • Handle initial inquires and qualify all prospective opportunities.
  • Effectively utilize CRM (SFDC) to capture customer information to included but not limited to accurate pipelines and effective opportunity management and activity documentation.
  • Work closely with the specialist sales staff to ensure that the customer has a cohesive and responsive team throughout the sales process
  • Proficient in knowledge of competitor profiles and is able to develop positioning to influence potential customers.
  • Consistently achieve all revenue targets
  • Proficient in selling the entire portfolio of Microbial Solutions Products and Services.
  • Complete all required sales documentation in a timely manner.
  • Participate in sales meetings and trade shows as required.
  • Share customer problems/concerns with all appropriate departments for quality resolution.
  • Perform all other related duties as assigned.
  • Prepare and implement a comprehensive territory management plan to indicate target opportunities, potential new accounts, expansion of existing accounts and an analysis of competitor accounts.
  • Participate in and provide feedback to internal Pilot teams.
  • Lead customer and internal webinars/trainings.
  • Lead Sales meeting sessions and participate through presentations, etc.
  • Participate in internal development program as requested. Options include mentoring program, specialization of brand knowledge, marketing, key account management or sales leadership project participation.
  • Participate in internal beta testing applications if applicable.
  • Coordinate events within your territory to generate new leads and opportunities.
  • Completed Challenger Sales Training and effectively applies it to their sales strategy and communication with potential customers.

Job Qualifications

  • Education: Bachelor's degree (B.A. /B.S.) or equivalent in life sciences, sales or related discipline.
  • Experience: Minimum 5 years experience, preferably in life science industry.
  • An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above.
  • Certification/Licensure: Valid driver's license required.
  • This position requires frequent domestic travel.
  • Other: Excellent communication and presentation skills. Proficient in the use of standard office computer applications (word processing, spreadsheets, presentations, e-mail).

Compensation Data

The pay range for this position is $95K - $120K USD annually. Please note that salaries vary within the range based on factors including, but not limited to, experience, skills, education, certifications, and location.

About Corporate Functions

The Corporate Functions provide operational support across Charles River in areas such as Human Resources, Finance, IT, Legal, Sales, Quality Assurance, Marketing, and Corporate Development. They partner with their colleagues across the company to develop and drive strategies and to set global standards. The functions are essential to providing a bridge between strategic vision and operational readiness, to ensure ongoing functional innovation and capability improvement.

About Charles River

Charles River is an early-stage contract research organization (CRO). We have built upon our foundation of laboratory animal medicine and science to develop a diverse portfolio of discovery and safety assessment services, both Good Laboratory Practice (GLP) and non-GLP, to support clients from target identification through preclinical development. Charles River also provides a suite of products and services to support our clients' clinical laboratory testing needs and manufacturing activities. Utilizing this broad portfolio of products and services enables our clients to create a more flexible drug development model, which reduces their costs, enhances their productivity and effectiveness to increase speed to market.

With over 20,000 employees within 110 facilities in over 20 countries around the globe, we are strategically positioned to coordinate worldwide resources and apply multidisciplinary perspectives in resolving our client's unique challenges. Our client base includes global pharmaceutical companies, biotechnology companies, government agencies and hospitals and academic institutions around the world.

At Charles River, we are passionate about our role in improving the quality of people's lives. Our mission, our excellent science and our strong sense of purpose guide us in all that we do, and we approach each day with the knowledge that our work helps to improve the health and well-being of many across the globe. We have proudly supported the development of 86% of the drugs approved by the FDA in 2021.

Equal Employment Opportunity

Charles River Laboratories is an Equal Opportunity Employer - all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, veteran or disability status.

If you are interested in applying to Charles River Laboratories and need special assistance or an accommodation due to a disability to complete any forms or to otherwise participate in the resume submission process, please contact a member of our Human Resources team by sending an e-mail message to This contact is for accommodation requests for individuals with disabilities only and cannot be used to inquire about the status of applications.

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