Regional Account Manager (Bay Area & PNW)

Regional Account Manager (Bay Area & PNW)

LGC is a leading, global life science tools company, providing mission-critical components and solutions into high-growth application areas across the human healthcare and applied market segments. Its high-quality product portfolio is comprised of mission-critical tools for genomic analysis and for quality assurance applications, which are typically embedded and recurring within our customers' products and workflows and are valued for their performance, quality, and range.

Job Description

Position Summary :

The Regional Account Manager holds a pivotal market-facing role, responsible for effectively positioning and selling life science (RUO) products and services across designated geographic regions and market segments (Human Healthcare / MDx / Clinical / Pharma) within North America. This position requires a strong blend of sales skills encompassing pipeline management, client discovery, scientific proficiency, product expertise, team collaboration, communications, negotiations, financial acumen, and major account management. A key aspect involves collaboration with clients, prospective clients, and internal stakeholders such as product management, business development, customer service, operations, and other corporate professionals throughout the sales process.

The role is remote (home-based) within the specified region and necessitates up to 50% travel to customer sites within the geographic territory.

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 Account 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.
• Salesforce.com Reporting : Provide timely sales and pipeline inputs as necessary to support the reporting of leading and lagging indicators. Ensure accurate, complete, and timely expense reporting. Facilitate account review meetings for strategic accounts and maintain timely and accurate reporting of sales data in the company's CRM system.
• 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 :

Preferred Qualifications :

Competencies & Behaviours :

Embraces and embodies LGC's core values : Passion, Curiosity, Integrity, Brilliance, and Respect.

Additional Information

What we offer (US based-employees) :

The typical pay range for this role, including all variable, performance-based income, is :

Minimum : $100,000

Maximum : $180,000

This range represents the low and high end of the anticipated salary range for the California-based position. The actual base salary will depend on several factors such as : experience, skills, and location.