Account Manager, SRS, NE

At Azenta, new ideas, new technologies and new ways of thinking are driving our purpose; to advance science and technology to enable a healthier and more connected world for everyone, everywhere. We believe each employee brings diverse perspectives, unique value and untapped potential that can be developed to mutually enrich the individual and the organization alike. 

All we accomplish is grounded in our Core Values of Customer Focus, Achievement, Accountability, Teamwork, Employee Value, and Integrity. 

How you’ll add value… 

Reporting to a Regional Sales Director, Sample Repository Solutions, the Account/Territory Manager will drive bookings for the sample storage services business in the assigned territory. You will work with new and existing clients to position our state-of-the-art biorepository/biobanking facilities and communicate how our processes protect the identity, integrity, and chain-of-condition of the materials a client entrusts with Azenta.

Key Responsibilities

• Develop and maintain a thorough knowledge of the sample management services business, understand customer needs, and identify how our solutions can address those needs.

• Develop new business opportunities within the pharma/biopharma and academic markets within your assigned territory/market.

• Leverage existing Azenta relationships with pharma/biopharma and academic clients to drive additional bookings for new growth opportunities.

• To organize and conduct sample management services presentations to existing and potential new customers and highlight pan-Azenta services/products.

• Conduct prospecting and cold calls activities to generate new leads as well as to follow-up on marketing driven leads

• Manage the creation and follow-up of sales related documents with the Sales Operations team.

• Work in partnership with the Project Management organization to provide comprehensive client management.

• Manage and maintain the customer opportunity database within Salesforce CRM in a timely and accurate manner (weekly clean-ups).

• Generate bi-weekly forecasts and prepare quarterly reports in conjunction with the Manager’s needs.

• Achieve and exceed annual sales goals by working closely with the Manager to deploy predefined territory strategies focused on growth of new business/services.

• Coordinate with the wider SRS sales team and assist with cross selling activities of informatics and transport.

• Promote Azenta wide portfolio in conjunction with the Azenta sales team.

• Assist with repository tours for prospective clients as needed.

• Develop and/or expand key customer relationships and implement strategies for expanding the customer base in the top 50 Pharma and Biotech companies.

Leadership and Other Skills

• Proven Selling Skills training

• Capable of communicating Azenta Life Sciences sample management services during customer in-person or teleconference calls

• Enthusiastic when facing new challenges; highly solutions-oriented

• Demonstrate a sense of urgency towards achieving results

• Critical thinking and active listening

• Ability to work under pressure and ability to succeed in a fast-paced environment, working on multiple sales opportunities with constantly changing priorities and deadlines; while prioritizing sales actions.

• Excellent written and oral communication skills (confident and clear context setting) skills. 

• Capacity to work in total autonomy

• Demonstrates excellent organizational skills

Key Requirements

• Bachelor's Degree required; Science related field preferred.

• Proven track record of 3+ years in Life Science service (preferred) or laboratory capital equipment sales.

• Familiarity with CRM software Salesforce.

• Understanding and application of selling skills (like Miller Heiman/Kron Ferry)

• Intermediate level experience with MS Excel.

• Demonstrates keen business acumen, sound decision-making, analytical and organizational skills in a fast-paced environment; a consultative approach to managing client relationships.

• Confident communication (written and oral) skills and a demonstrated ability to work collaboratively with key stakeholders of internal and external organizations.

• Must be willing to travel to client sites, trade shows and conferences.

• Must have a valid US driver’s license and ability to travel globally.

Working Conditions/ Schedule

• Willing and able to travel overnight within the United States as required for customer meetings, internal business meetings, seminars, and conferences. (approx. 60% of the time in person with customers).

• Must be living within the assigned sales territory.