A successful outside Account Manager (AM) will manage and expand existing customer relationships and
research & identify potential new customers within the Life Science industries which are in need of automation
services. The AM will be capable of visiting, vetting, conceptualize and quote high probable customer
opportunities. The AM will present the solution to the customer with the goal of earning the sale (PO). The
AM will constantly strive to add new business to their pipeline in support of the Sales Strategy, while
maintaining and growing existing customer relationships.
Essential Duties and Responsibilities
• Pipeline Forecasting
o Responsible for developing a continuous and robust customer pipeline of existing customers
within the Life Science industries.
o Responsible for developing new customer pipelines, identifying and maintaining strong growth of
new customers each year within designated sales territory.
• New Business
o Primary focus on developing existing customer pipelines aligned to meet individual and company
quarterly & annual Bookings and Revenue targets.
o Secondarily strive to develop new business to meet individual and company quarterly & annual
Bookings and Revenue targets.
o Coordinate all sales opportunities with Application Engineers & After Market Manager to
generate the best possible solutions for our customers.
o Administer presentations to customers with the ability to describe capabilities / capacities
in a comprehensive manner.
• Account Management
o Manage customer relationships to maximize the opportunity with the client.
o Act as liaison between active customers and in-house Project Managers, as needed.
o Manage, coordinate and deliver project quotes in a timely fashion to customers by properly
assessing customer needs and managing internal process to deliver proper expectations.
o Have an active customer base to ensure bookings and sales revenue expectations per Sales
Manager directed goals / targets.
o Strength in technical sales environment, supported by personal experience.
o Execute weekly sales goals in accordance with the sales plan.
o Participate in weekly department meetings and attend other meetings as needed.
o Update weekly sales follow-up calendar and quote forecasting databases.
o Understanding of Quote and Project submission processes as outlined in ISO documents