Corporate Account Manager

LGC Group•Milford, MA

19h•Remote

About The Position

The Corporate Accounts Manager plays a critical role in our organization, tasked with overseeing and nurturing key client relationships within our life science product and service offerings across the United States. Focused on designated corporate accounts, this position demands a strategic approach to account management, emphasizing long-term value creation and partnership development. Responsibilities include effectively navigating the sales process from initial contact to contract negotiation, leveraging a deep understanding of our products and services to address client needs and drive revenue growth. This role requires proactive engagement with clients and internal stakeholders, including product management, business development, and customer service teams, to ensure alignment and support throughout the sales lifecycle. Key attributes for success in this role include exceptional communication skills, a strong grasp of scientific concepts, and a proven ability to manage complex sales pipelines. The Corporate Accounts Manager will collaborate closely with clients to identify opportunities for expansion and ensure the delivery of tailored solutions that meet their evolving requirements. This position is remote-based within the United States region, with approximately 50% travel required to engage directly with clients and maintain a strong presence in the market.

Requirements

Exceptional communication skills
Strong grasp of scientific concepts
Proven ability to manage complex sales pipelines
Proficiently execute essential functions
Deep understanding of our products and services
Networking across various organizational levels, from C-level executives to lab technicians
Experience with PCR and NGS workflows
Experience in sales meetings, client entertainment, media briefings, and trade events
Experience with Salesforce.com reporting
Experience with expense reporting
Experience with CRM systems

Nice To Haves

Experience in life science product and service offerings
Experience in strategic account management
Experience in long-term value creation and partnership development
Experience in navigating the sales process from initial contact to contract negotiation
Experience in proactive engagement with clients and internal stakeholders
Experience in collaborating with product management, business development, and customer service teams
Experience in identifying opportunities for expansion
Experience in delivering tailored solutions
Experience in building and leading robust, account-specific teams
Experience in fostering ongoing communication and cross-selling activities
Experience in maximizing client lifetime value
Experience in soliciting references
Experience in customer-oriented selling and account management processes
Experience in account planning and review sessions with cross-functional teams
Experience in generating and qualifying a robust pipeline of prospects
Experience in coordinating support of marketing strategies
Experience in maintaining systems and updating prospect records
Experience in achieving new sales results
Experience in facilitating ideation and vision sessions
Experience in developing proposals
Experience in negotiating
Experience in adhering to corporate guidelines in contracting
Experience in orchestrating a solution-oriented sales process
Experience in leveraging diverse resources and projects
Experience in collaborating with the North America Director of Sales on special pricing and contract terms
Experience in understanding customers’ business requirements
Experience in recommending solutions in a consultative manner
Experience in addressing scientific, automation, and business challenges
Experience in cultivating and maintaining a deep understanding of industry trends, client operations, and competitive offerings
Experience in supporting Product Management and Business Development efforts
Experience in identifying and evaluating new business and market opportunities
Experience in providing timely sales and pipeline inputs
Experience in facilitating account review meetings for strategic accounts
Experience in maintaining timely and accurate reporting of sales data
Experience in demonstrating flexibility and collaboration
Experience in responding to business needs
Experience in addressing significant corporate initiatives
Experience in adhering to company Personal Protection Equipment (PPE) policy

Responsibilities

Serve as the primary relationship management executive for LGC Diagnostics & Genomics on designated accounts, with accountability for revenue generation and development of emerging opportunities.
Build and lead robust, account-specific teams, fostering ongoing communication and cross-selling activities to enhance client satisfaction, identify additional revenue opportunities, maximize client lifetime value, and solicit references.
Lead customer-oriented selling and account management processes, including account planning and review sessions with cross-functional teams.
Generate and qualify a robust pipeline of prospects, vital for the company to attain future goals.
Coordinate support of marketing strategies with the Global Marketing Director and other team members to generate leads, followed by thorough qualification of potential engagements.
Maintain systems and update prospect records to ensure accurate pipeline visibility at all corporate levels.
Lead a strategic sales process to manage and achieve new sales results as assigned.
Network across various organizational levels, from C-level executives to lab technicians, facilitating ideation and vision sessions, developing proposals, negotiating, and adhering to corporate guidelines in contracting to achieve desired outcomes.
Orchestrate a solution-oriented sales process, leveraging diverse resources and projects throughout the sales cycle, while collaborating closely with the North America Director of Sales on special pricing and contract terms.
Exhibit strategic selling skills to comprehensively understand customers’ business requirements and recommend LGC Diagnostics & Genomics solutions in a consultative manner to address scientific, automation, and business challenges.
Cultivate and maintain a deep understanding of industry trends, client operations, and competitive offerings to effectively position LGC Diagnostics & Genomics products, with a enhanced focus on PCR and NGS workflows.
Effectively represent LGC in various market-facing roles, including sales meetings, client entertainment, media briefings, and trade events.
Support Product Management and Business Development efforts by identifying and evaluating new business and market opportunities, which may entail interaction with existing clients and prospects.
Provide timely sales and pipeline inputs as necessary to support the reporting of leading and lagging indicators.
Ensure accurate, complete, and timely expense reporting.
Facilitate account review meetings for strategic accounts and maintain timely and accurate reporting of sales data in the company's CRM system.
Demonstrate flexibility and collaboration in responding to the business needs – both internal and external – by addressing significant corporate initiatives as requested by management.
Adhere to company Personal Protection Equipment (PPE) policy.
Perform other duties as required, or assigned by management, to meet business needs.