Account Executive

August 7

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Rapid Micro Biosystems

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Rapid automated detection and enumeration • Rapid Environmental Monitoring • Rapid Water and Bioburden Testing • Quality Control Microbiology • Quality Control Automation

51 - 200

💰 $81M Private Equity Round on 2021-03

Description

• Develop a territory plan to achieve or exceed territory growth per company plan by selling new instruments to new and existing customers within the Western North American Region. • Negotiate and close capital equipment (GD) sales (with follow-on services and consumables). • Grow and manage the sales pipeline, with up to 30+ targeted accounts, while also accurately forecasting customer progress and pending POs with quarterly success. • Coordinate with the Support team (Applications, Validation, Services) in the territory to support the pre-sales and post-sales activities. • Provide technical expertise during the selling process to establish customer interest, adequately qualify customers, facilitate product selection, and coordinate post-sale services. This will include customer meetings, technical sales presentations, hands-on workshops, participation in trade shows, presenting at technical conferences, leveraging existing customer relationships, and executing a well-defined sales process. • Develop and maintain relationships with customers to support their adoption of GD technology through account management to gain add-on sales at the current customer site and throughout the customer network. • Develop relationships with key opinion leaders within the region and ensure that they are knowledgeable about the technology. • Must have the ability and skill set to sell to multiple stakeholders (up to 12) with varying interests and objectives inside the QC lab, the Manufacturing / Operations environment, and also into the executive suite in order to build executive sponsors. • Travel within the region to visit customer locations, to the demonstration center, and to other meetings as needed. Should be available to travel weekly if needed based on business needs. • Administrative duties include regular forecasting meetings, maintaining accurate Salesforce pipeline and logging activities, 1:1 calls with leadership, team pipeline calls, and monthly expense management.

Requirements

• BS/BA degree in science field or experience in life sciences preferred; MBA, MSc or advanced degree also preferred. • 5+ years of Capital Sales Experience required. • Documented success in long selling cycle (6-18 months). • Experience using SalesForce is strongly preferred. • Ideally, the candidate will reside in CA (Greater San Diego, Los Angeles, or Bay Areas).