Sales Account Manager

Reports to: Head North America Sales and Marketing

Location: Remote, Wilmington, DE preferred Responsibilities

• Drive new sales for LabWare as part of the North America sales team, identifying and qualifying new prospects and selling LabWare’s software and services.
• Develop sales pipeline by identifying new opportunities as well as cultivating expansion of LabWare’s footprint in existing accounts.
• Work with sales team to provide input on customer requirements and prioritization of solution enhancements.
• Participate in managing the entire sales cycle, from the initial sales lead through installation, implementation, support and cultivation
• Assist with development of sales collateral including creation of case studies and presentations providing input for brochures and web site content.
• Participate in relevant exhibitions and events.
• Analyze competitor activity and develop appropriate positioning and tools to differentiate LabWare against competitive offerings.
• Assist global sales team with pursuit of opportunities including lending domain expertise to answer client questions, prepare and deliver demonstrations, and develop and present proposals.
• Manage customer activity with CRM tools for efficiency and visibility.
• Represent LabWare on technical sales matters in dealing with prospective or existing customers.
• Develop and maintain basic knowledge of all the company products such that opportunities can be identified and related to the appropriate business.
• Apply technical knowledge to commercial use and submit tender and RFP responses for the sale of LabWare products following strict organizational guidelines regarding price and service commitments.
• Any other duties as may be reasonably required, from time to time by senior management.

Critical Competencies

• Communication Skills - Ability to express ideas clearly and concisely orally and in writing, listening skills, questioning skills, sharing of information with colleagues, presentation skills.
• Energy and Enthusiasm – Consistently maintaining a high level of energy, enthusiasm and productivity. A positive motivation force in the work-place.
• Accountability – Monitor and manage opportunities and customer accounts.
• Information Management – Follow established procedures for collection and review of information required to achieve goals.
• Initiative – Making active attempts to influence events to achieve goals; self-starter rather than passive observer; proactive and goal oriented.
• Integrity and Judgement – Maintaining and promoting social, ethical and organizational norms in conducting all affairs. Ability to act responsibly and be trusted. To make well-reasoned and timely decisions, understanding of consequences of decisions, ability to think and act effectively, acting for the greater good of the organization.
• Planning and Organizing – Establishing a clear course of action to accomplish goals and objectives. Time management skills, effective use of resources and systems, ability to prioritize activities, completion of tasks.
• Proven strong understanding of the sales process and customer service.
• Comprehensive understanding of information technology needs and trends and impact on product direction and specific customer opportunities.

Requirements

• 3+ years Sales/Account Management in laboratory software or instrumentation
• B.S. degree required, in Science, Engineering, Computer Sciences, or other scientific discipline.
• Experience/knowledge in the Laboratory Informatics space.
• Ability to cultivate relationships with C -suite level with prospective customers.
• Ability to perform introductory product demonstrations.
• Experience selling cloud-based software products.
• Proven ability to work in global team environment.
• Excellent written and oral communication skills including delivery of presentations to large and diverse audiences.
• Broad computer hardware and software knowledge.
• Basic use of MS Office suite.
• Ability to accommodate approximately 25-35% overnight interstate travel.
• Valid Driver’s License required.