Regional Account Manager (South Central)

Company Description

LGC is a leading, global life science tools company, providing missioncritical components and solutions into highgrowth application areas across the human healthcare and applied market segments. Its highquality product portfolio is comprised of missioncritical 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 marketfacing role, responsible for effectively positioning and selling life science (RUO) products and services across designated geographic regions and market segments (Human HealthcareMDxClinicalPharma) 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 (homebased) 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 Clevel 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 solutionoriented 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, accountspecific teams, fostering ongoing communication and crossselling activities to enhance client satisfaction, identify additional revenue opportunities, maximize client lifetime value, and solicit references. Lead customeroriented selling and account management processes, including account planning and review sessions with crossfunctional 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 marketfacing 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 companys 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:

  • Bachelors degree in biological or life sciences, business management, or related field.
  • Emphasis in molecular and cell biology and related applications preferred (sales or wetlab experience).
  • 2+ 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, Excel, and PowerPoint.
  • Ability to travel as needed.

  • Preferred Qualifications:

    • Prior experience with CRM software, particularly SalesForce.com, which is an essential tool for pipeline and account management.
    • Strong product knowledge and sales experience in Life Science products, especially in nucleic acid extractionpurification, PCR, qPCR, and NGS workflows. Experience selling into regulated markets, such as diagnostic kit manufacturers, is highly desirable.
    • Experience in managing capital equipment andor large opportunities ($100K+).

    • Competencies & Behaviours:

      • Customerfocused and responsive, with a demonstrated ability to build critical relationships.
      • Passionate about discovering and developing solutions for complex process problems faced by clients.
      • Teamoriented and highly collaborative, with a proven track record of exerting influence in a directive and positive manner.
      • Demonstrates professional judgment, tact, approachability, and diplomacy in interactions with both internal and external customers, while also handling confidential andor proprietary information.
      • Shows autonomy: capable of initiating and driving initiatives while recognizing the appropriate times for stakeholder engagement.
      • Possesses creative problemsolving skills and the ability to communicate effectively to achieve consensus and facilitate decisionmaking within a matrix environment.
      • Adaptable and willing to take on multiple new tasks and responsibilities while effectively managing and prioritizing within a dynamic work environment.
      • Resultsdriven and processoriented, ensuring targets are consistently met on time and within budget.

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

        Additional Information

        What we offer (US basedemployees):

        • Competitive compensation with strong bonus program
        • Comprehensive medical, dental, and vision benefits for employees and dependents
        • FSAHSA Pretax savings plans for health care, childcare, and elder care
        • Deductible Buffer Insurance and Critical Illness Insurance
        • 401(k) retirement plan with matching employer contribution
        • Companypaid short and long term disability, life insurance, and employee assistance program
        • Flexible work options
        • Pet Insurance for our furry friends
        • Enhanced Parental leave of 8 additional weeks
        • PTO that begins immediately
        • Town Hall monthly meeting onsitevirtual, Cheer program where employees are recognized for outstanding work, Company wide social events, frequent catered lunches and much more!

        • The typical base pay range for this role is:

          Minimum: $110,000

          Maximum: $125,000

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