Clinical Account Consultant (CAC)

Promega•San Francisco, CA

45d•$184,492 - $276,738

About The Position

The Clinical Account Consultant will develop territory, account, and opportunity plans to meet objectives and ensure customer satisfaction through the use of advanced sales ability and techniques. Drive sales of all Promega IVD and adjacent products by identifying, developing, and securing all relevant sales leads and opportunities in the assigned territory in order to meet personal and Promega sales goals. Use teamwork and leadership skills to drive higher level relationships with long-term revenue growth and customer satisfaction. Optimally position Promega products within the customer site based on interactions and relationships with all customer stakeholders including procurement and e-procurement groups. Close large dollar value deals in clinical sales opportunities. Establish and maintain contracts with the customer sites in the territory. Maintain strong relationships at high levels within Promega R&D and Marketing in order to create value for customers. Mentor other Client Representatives and assist with the overall development of customer facing strategies for the company.

Requirements

BS or BA (MS, or Ph.D. preferred) degree in a business or life sciences related discipline.
Technical competency to understand and to clearly discuss fundamental theory and principles of experimental design, techniques, and results; to stay current in technical knowledge; to troubleshoot and to provide information back to the customer in a helpful, courteous, positive, and professional manner.
Minimum of 7+ years lab/business experience with proven knowledge and understanding of molecular biology, sequencing, oncology, fragment analysis, cell biology and related fields.
Demonstrated ability to drive sales to achieve full FY territory revenue target.
Demonstrated clear and effective written, verbal and presentation skills.
Maximizes efforts to focus on priorities; systems in place for efficiently managing administrative details.
Ability to work independently, self-motivate and thrive in a competitive environment.
Demonstrated ability to manage cross functional projects.
Experience with team building skills and ability to work as a team player within a department as well as with other departments.
Proven effectiveness in communicating with all levels of management and staff, internally and externally.
Demonstrated proficiency in digital tools and technology, including Microsoft applications and mobile platforms, with the ability to adapt and leverage emerging technologies, such as artificial intelligence, to improve efficiency, automation, and collaboration.
Ability to display excellent written and verbal communication and listening skills.
Strong commitment to customer service.
Highly driven, independent worker with a strong motivation to succeed.
Has an approachable manner that encourages interaction with others.
Must possess a valid driver’s license.

Nice To Haves

10+ years outside sales experience selling to Clinical Molecular Diagnostic Laboratory market.
Existing knowledge of Clinical Diagnostic Lab customer base in given geography.
Previous experience with molecular diagnostics reagents, sequencing and/or IHC products and capital equipment in the medical marketplace involving complex selling situations highly preferred.
Previous experience giving oral presentations, teaching, or training other scientists.
Prior experience in imparting knowledge and gaining sales through webcasting, e-newsletters, buyer-focused prospecting, Miller-Heiman and SPIN sales processes and other inside sales tactics/processes.
Well organized, able to devise and manage systems for handling customers/accounts.
Ability to be flexible in work schedule and accommodate unexpected work changes.

Responsibilities

Communicate Promega’s long-term strategic direction to customers and demonstrate the value proposition of the product portfolio to align with customer needs.
Call on prospective customers to create demand, communicate benefits, deliver product information, and prepare economic models/proposals and quotes within company guidelines.
Utilize the customer relationship management system (CRM) and other sales analysis tools to generate reports, manipulate data, and analyze results. Maintain appropriate notes in the designated CRM.
Develop and maintain an active sales funnel of opportunities across the product portfolio using CRM-related tools.
Develop and implement regional and strategic account level sales plans involving multiple stakeholders and buyers (e.g., C-level Executives, Hospital Administrators, Lab Directors, Purchasing/Procurement groups) in the clinical and research laboratory accounts.
Identify and maintain strategic accounts and clients to maximize effectiveness. Consistently request, receive, and leverage customer referrals.
Collaborate with internal teams to develop opportunity-based pricing strategies at accounts (e.g., quotes, purchasing contracts, discount schedules).
Conduct field-marketing activities such as workshops, focus groups, and beta test programs to gain customer feedback.
Maintain familiarity with competitive products to educate customers on the benefits of Promega technology. Monitor and report important activities back to Promega.
Discuss relevant market investment activities and business unit initiatives for strategic territory development with the Director of Sales.
Participate in the development of both regional and national sales strategies. Coordinate with Promega R&D scientists to ensure product development aligns with industry trends.
Demonstrates inclusion through their own words and actions and is accountable for a safe workspace. Acts with kindness, curiosity, and respect for others.
Embrace and be open to incorporating Promega’s 6 Emotional & Social Intelligence (ESI) core principles in daily work.
Understand and comply with ethical, legal, and regulatory requirements applicable to our business.