Account Manager

Overview

This role is a chance to take ownership of a well-established territory selling laboratory equipment and capital instrumentation across a high-volume region. You’ll drive both direct sales and channel-supported activity, working with distribution partners and a steady stream of inbound leads. The ideal hire is someone who blends scientific understanding with strong commercial instincts, enjoys time in front of customers, and can balance short sales cycles with long-term capital project pursuits.

The position sits on a growing sales team led by a supportive manager who is eager to hire before year-end, with a January start preferred but not required. You’ll join a group of five existing reps; this opening will make the sixth.

Territory & Travel

Region: Florida, Georgia, Tennessee, Alabama, Mississippi

Priority locations to hire from: Orlando (strongest), Tampa, Atlanta, or Nashville

Travel is approximately 65–70%, typically Tuesday through Thursday in the field, with Mondays and Fridays at home for planning and follow-ups. Travel is lighter for Orlando-based hires and heavier for Nashville-based hires.

Compensation

• Base: ~100K
• OTE: ~130K (uncapped commission)
• Healthcare: Employee premiums fully covered

Hiring manager is open to both earlier-career candidates (1 year of experience) or more seasoned reps with stronger industry depth.

What You’ll Do

• Manage and grow a healthy mix of inbound leads (about 65%) plus partner-generated and self-sourced opportunities.
• Develop new opportunities through prospecting, networking, and work with channel partners such as distributors and regional dealers.
• Conduct onsite demonstrations and serve as a technical resource for a diverse portfolio of lab instruments (around 80 SKUs).
• Support both transactional sales (~1-month cycles) and long-term capital equipment deals (8–12 months).
• Maintain detailed forecasting, territory planning, and CRM documentation.
• Strengthen relationships with new and existing customers, inside sales teams, technical specialists, and leadership.
• Communicate technical information in a clear, accessible way to mixed scientific and non-scientific audiences.
• Attend regional and national trade shows as needed.
• Meet annual sales goals (territory revenue expected to land around $1.8M).
• Serve as a backup resource for other sales territories when needed.

What Makes Someone Successful Here

• A science foundation (chemistry, biology, engineering, or similar STEM degree).
• Experience with capital equipment, instrumentation, or complex technical products.
• Strong comfort selling to labs, R&D groups, QC teams, or scientific end users.
• Ability to thrive independently, prospect actively, and not rely solely on inbound interest.
• Experience working with distribution partners or dealer networks is a big plus.
• Background with chromatography jumps you to the top of the list.

While candidates coming directly from lab roles are considered, historically they have a lower success rate unless they have strong commercial instincts. Candidates with sales experience from scientific distributors (Fisher, VWR, Thomas Scientific, etc.) may also be viable but are considered secondary to direct industry experience.

Key Qualifications

• BS degree in Chemistry or another scientific field
• 3 years of sales experience (scientific or technical preferred)
• 2 years working with analytical instrumentation
• Experience selling capital equipment strongly preferred
• Chromatography or food analysis experience is a major advantage
• Strong organizational skills and ability to manage heavy travel
• CRM proficiency and solid MS Office skills
• Ability to run onsite demos and discuss technical applications
• Clear communication skills, both written and verbal

Who is Rainier Recruiting?

Rainier Recruiting is a boutique, award winning national staffing agency and executive search firm. Using an approach that “treats every candidate like an executive search”, we offer positions in contract-to-hire, Full-Time, and executive search. Named the #1 Best Workplace in Washington State in 2022, recognized as a ClearlyRated Best of Staffing firm, and identified as a top recruitment firm by multiple business journals, Rainier Recruiting is fast becoming a respected company. We are no longer the “best recruiters you have never heard of”. Rainier Recruiting is also proud to share our clients have a 93% repeat business rate. Rainier Recruiting is an equal opportunity employer and service provider and does not discriminate on the basis of race, religion, gender, gender identity, national origin, citizenship status, sexual orientation, disability, political affiliation or belief, or any other protected class. We are committed to the principles of Equal Opportunity Employment and are dedicated to making employment decisions based on merit and value, for ourselves, our client companies, and for the candidates we represent. We engage in socially conscious business practices and believe that diverse, equitable, inclusive, and non-biased talent and recruitment processes are foundational to the success of every organization that we partner with.