Sales Account Manager

Sales Account Manager Wilmington, DE, US 30+ days ago Requisition ID: 1017 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.