Sr Account Manager, Sales

Overview

Reporting to the Sales Manager, this position is responsible for achieving or exceeding the sales target for Wyatt products, in the designated territory, through excellent selling and account development and leadership skills. The Account Manager is the business development authority in their territory and is responsible for developing the overall strategic plan and driving the sales process within the territory team.

Responsibilities

• Meet or exceed sales objectives while operating within expense budgets and control costs.
• Develop and implement a strategic territory plan to include the methodology needed to achieve sales growth including: lead generation, cultivating, customer support, and penetration activities at accounts within territory
• Coordinate all sales and related activities within defined accounts in the territory including: lead generation and follow-up, cold calling, organizing and communicating technical seminars, demos, application feasibility tests, and customer support and training.
• Perform demonstrations to drive new and repeat sales as defined in the Strategic Territory Plan, and on an as needed basis• Develop detailed business plans, organize, accurately forecast territory results, provide market intelligence, implement value selling, and leverage applications to identify companies and departments that could benefit from Wyatt technology
• Sell new products by establishing key customers relationships and understanding customer application needs.
• Collaborate with the Inside Sales Department, Marketing Department, and Business Development teams.
• Participate on the Key Account Development program for defined key accounts in the territory.
• Maintain a knowledge of our products, their applications, and our competitors' offerings.
• Develop proficiency with Wyatt products, value positioning, competitors, and core applications.
• Build trust with customers and colleagues and maintain the highest level of integrity while building long-term relationships with customers and establishing yourself as a trusted, inspiring leader
• Supervise driven activity and industry trends, develops competitive solutions to meet sales goals.
• Timely submit forecasts, weekly reports, monthly highlights, marketing intelligence, and other related reports for defined territory to supervisor using CRM tools.
• Maintain accurate and current records of proposals, opportunities, accounts, contacts, leads and actions through CRM within defined territory. Maintain daily and weekly updates.
• Keep manager abreast of any new developments in the marketplace (competitive, product, customer, wins/losses, etc.).
• Present the company's products in a positive manner and maintain/build our reputation in the marketplace.
• Continual self-education of Wyatt technology and related applications, formal sales training classes, online learning, reading of Sales and Account Management books, and coaching from a team of sales and technical mentors.
• Travel as needed for sales meetings, sales training and tradeshows.

• BS or higher in Chemistry, Biology, or Biochemistry. 5 years of in field sales experiences.
• Zero to Five years sales experience or an equivalent combination of education and experience
• Formal training in consultative and value selling
• Prior experience in a technical lab or field support role is a plus
• Highly motivated to achieve targets
• Well organized, on time, reliable
• Excellent work ethic
• Ability to communicate clearly and optimally with customers and colleagues
• Strong team and organizational skills
• Willingness and ability to travel. Anticipated travel up to 60%. International travel may be vital on occasion.
• SAP knowledge preferred
• Three (3) years as Account Manager exceeding budget
• Three (3) years' experience selling solutions involving instrument, software and consumables Three (3) years of hands-on experience with light scattering, HPLC or related analytical instruments
• Knowledge of biopharmaceutical characterization technique
• Strong organizational and time management skills
• Ability to learn and use CRM quickly and efficiently.
• Strong written and verbal communication and social skills, advanced computer skills
• Strong analytical skills and ability to draw conclusions and observations from market trends and unit analysis.
• Substantiated capability to negotiate and close business.