Major Accounts Manager

2 weeks ago

Petaluma, United States LGC Biosearch Technologies Full time

**Company Description**

The Major Accounts Manager plays a critical role in our organization, tasked with overseeing and nurturing key client relationships within our life science product and service offerings across the United States. Focused primarily on major accounts, this position demands a strategic approach to account management, emphasizing long-term value creation and partnership development.

Responsibilities include effectively navigating the sales process from initial contact to contract negotiation, leveraging a deep understanding of our products and services to address client needs and drive revenue growth. This role requires proactive engagement with clients and internal stakeholders, including product management, business development, and customer service teams, to ensure alignment and support throughout the sales lifecycle.

Key attributes for success in this role include exceptional communication skills, a strong grasp of scientific concepts, and a proven ability to manage complex sales pipelines. The Major Accounts Manager will collaborate closely with clients to identify opportunities for expansion and ensure the delivery of tailored solutions that meet their evolving requirements.

This position is remote-based within the United States region, with approximately 50% travel required to engage directly with clients and maintain a strong presence in the market

To excel in this role, the individual must proficiently execute the following essential functions:

- ** Pipeline Management**: Generate and qualify a robust pipeline of prospects, vital for the company to attain future goals. This involves coordinated support of marketing strategies with the Global Marketing Director and other team members to generate leads, followed by thorough qualification of potential engagements. Maintaining systems and updating prospect records are integral to ensuring accurate pipeline visibility at all corporate levels.
- **Direct Sales**: Lead a strategic sales process to manage and achieve new sales results as assigned. This requires networking across various organizational levels, from C-level executives to lab technicians, facilitating ideation and vision sessions, developing proposals, negotiating, and adhering to corporate guidelines in contracting to achieve desired outcomes. The Major Accounts Manager will orchestrate a solution-oriented sales process, leveraging diverse resources and projects throughout the sales cycle, while collaborating closely with the North America Director of Sales on special pricing and contract terms.
- **Strategic Selling**: Exhibit strategic selling skills to comprehensively understand customers’ business requirements and recommend LGC Diagnostics & Genomics solutions in a consultative manner to address scientific, automation, and business challenges.
- **Client Management**: Serve as the primary relationship management executive for LGC Diagnostics & Genomics on designated accounts, with accountability for revenue generation and development of emerging opportunities. This entails building and leading robust, account-specific teams, fostering ongoing communication and cross-selling activities to enhance client satisfaction, identify additional revenue opportunities, maximize client lifetime value, and solicit references. Lead customer-oriented selling and account management processes, including account planning and review sessions with cross-functional teams.
- **Industry and Product Knowledge**: Cultivate and maintain a deep understanding of industry trends, client operations, and competitive offerings to effectively position LGC Diagnostics & Genomics products. Effectively represent LGC in various market-facing roles, including sales meetings, client entertainment, media briefings, and trade events.
- **Business Development**: Support Product Management and Business Development efforts by identifying and evaluating new business and market opportunities, which may entail interaction with existing clients and prospects.
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- **Other Duties as Assigned**: Demonstrate flexibility and collaboration in responding to the business needs - both internal and external - by addressing significant corporate initiatives as requested by management.

**Qualifications** Minimum Qualifications**:

- Bachelor's degree in biological or life sciences, business management, or related field.
- 5+ years of demonstrated sales success within the life sciences industry.
- Proven track record in managing both new and established accounts, with competencies in strategic selling and large account management.
- Proficiency in managing complex sales processes, including territory planning, prospecting, discovery, analysis, solution design, presentation, negotiation, and closing.
- Excellent communication skills, including strong listening, verbal, and written communication abilities.
- Strong computer skills required, with a working knowledge of Microsoft Office suite of products, particularly Word,

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