Emerging Accounts Sales Representative

Neogen Corporation•Lansing, MI

2d•Remote

About The Position

The Emerging Accounts Sales Representative is responsible for managing, supporting, and developing a large portfolio of small, early-stage customer accounts. These accounts represent a meaningful portion of overall revenue and require an efficient, scalable engagement approach. This role focuses on customer onboarding, account enablement, and growth, while guiding customers to the most appropriate purchasing and support channels, including eCommerce and distribution partners. The objective is to increase account productivity, encourage self-service adoption, and advance accounts into higher-value segments over time.

Requirements

Minimum 3+ years of experience in sales, account management, or customer service
Proven ability to manage a high volume of customers or transactions in a structured environment
Strong communication skills with the ability to guide customers toward efficient solutions
Experience working with CRM systems and digital tools

Nice To Haves

Bachelor’s degree preferred
Highly organized with the ability to manage a large portfolio of accounts
Customer-focused with a strong service orientation
Strong business judgment in directing customers to the appropriate channel (direct vs. partner/eCommerce)
Process-driven with with a focus on efficiency and scalability
Adaptable and comfortable in a fast-paced environment

Responsibilities

Manage a high volume of emerging accounts, providing consistent and efficient customer support
Monitor account performance and identify growth, risk, and promotion opportunities
Support the progression of accounts into higher-value tiers through structured development
Maintain regular communication through remote channels (phone, email, digital engagement)
Initiate and support account setup for new and emerging customers
Introduce customers to Neogen’s product portfolio, learning resources, and service tools
Drive adoption of eCommerce, Learning Academy, and self-service portals
Ensure customers are equipped to independently manage day-to-day needs wherever possible
Direct customers to the most appropriate purchasing pathway. E.g. take orders directly, introduce them to eCommerce, or introduce them to channel partners, based on account size and complexity.
Increase utilization of eCommerce and distribution channels to improve efficiency and customer experience
Align account engagement model with company segmentation and cost-to-serve strategies
Effectively prioritize and manage a large number of accounts and activities
Maintain accurate account records, activity tracking, and pipeline updates in CRM systems
Leverage data and reporting tools to identify trends and optimize engagement strategies
Collaborate with field sales and support teams to ensure alignment across customer touchpoints