Key Account Manager, Liquid Handling & Detection Instrumentation

Tecan Trading AG

3d•Remote

About The Position

Key Account Manager, Liquid Handling & Detection Instrumentation Full-Time | Exempt Make an Impact at Tecan Are you passionate about advancing scientific discovery through laboratory automation and detection technologies? Join our team as a Key Account Manager, where you will play a critical role in driving strategic growth across assigned key accounts and expanding Tecan’s presence in the life sciences market. In this role, you will be responsible for developing and managing long-term customer relationships while driving sales of Tecan’s portfolio of liquid handling systems, microplate readers, washers, and imaging platforms. You will serve as the primary point of contact for key customers, partnering closely with stakeholders in biotech, pharmaceutical, academic, diagnostics, and research environments to deliver innovative automation solutions aligned with their scientific and operational goals. If you are a consultative sales professional with strong technical expertise in laboratory automation and a passion for customer success, we invite you to bring your expertise to our team.

Requirements

Strong ability to develop and grow strategic customer relationships in a capital equipment sales environment
Deep understanding of consultative and solution-based selling methodologies
Excellent communication and presentation skills with the ability to explain technical and scientific concepts clearly to diverse audiences
Proven success managing complex sales cycles, multi-stakeholder negotiations, and high-value commercial opportunities
Strong analytical and strategic thinking skills with the ability to identify growth opportunities and execute account expansion plans
Exceptional organizational, prioritization, and time management skills with strong attention to detail
Ability to work independently in a remote, customer-facing role while managing competing priorities effectively
High level of initiative, accountability, adaptability, and problem-solving ability
Strong collaboration skills across cross-functional and geographically distributed teams
Ability to maintain professionalism and customer trust in dynamic or challenging situations
Bachelor’s degree in Life Sciences, Biotechnology, Biomedical Engineering, or related field required; advanced degree preferred
3–7+ years of experience in capital equipment sales, strategic account management, or technical sales within the life sciences industry
Experience with liquid handling systems, laboratory automation, microplate instrumentation, or imaging platforms strongly preferred
Demonstrated success achieving and exceeding sales targets in technical or scientific sales environments
Strong understanding of laboratory workflows including genomics, proteomics, cell-based assays, ELISA, molecular biology, or diagnostic applications
Experience working with CRM systems such as Salesforce and Microsoft Office Suite required
Valid driver’s license and willingness to travel regularly

Nice To Haves

Direct experience selling laboratory automation technologies such as Tecan, Hamilton, Beckman Coulter, PerkinElmer, or BioTek systems
Experience supporting regulated laboratory environments including GLP, GMP, or CLIA-certified facilities
Familiarity with high-throughput screening, automated assay development, or integrated laboratory workflows
Experience collaborating with procurement and institutional purchasing teams on complex purchasing processes
Experience supporting customer demonstrations, workflow optimization, or on-site training activities
Strong forecasting, pipeline management, or data-driven territory planning skills
Experience representing organizations at scientific conferences, trade shows, or customer engagement events

Responsibilities

Develop and execute strategic account plans to achieve or exceed annual sales, growth, and profitability targets
Build and strengthen long-term relationships with decision-makers, scientific stakeholders, procurement teams, and executive leadership across assigned accounts
Manage the full sales cycle including prospecting, lead generation, qualification, demonstrations, proposals, negotiations, contract close, installation coordination, and post-sale support
Identify opportunities for competitive displacement, system upgrades, and cross-selling across Tecan’s automation and detection portfolio
Serve as a trusted advisor by translating customer workflows into customized laboratory automation solutions
Conduct technical presentations, ROI discussions, proof-of-concept evaluations, and business reviews in partnership with Field Application Specialists
Maintain accurate forecasting, pipeline visibility, and CRM data integrity to support business planning and revenue predictability
Collaborate cross-functionally with Marketing, Product Management, Service, Applications, and Operations teams to ensure exceptional customer experience and successful project execution
Support timely delivery, installation, onboarding, and ongoing adoption of Tecan solutions across customer sites
Identify and communicate market trends, competitive activity, and customer feedback to internal stakeholders
Represent Tecan at regional and national trade shows, scientific conferences, and customer engagement events
Ensure compliance with company policies, pricing guidelines, regulatory standards, and safety requirements
Travel within the assigned territory as required, up to 50% overnight travel, including short-notice travel when necessary

Benefits

Medical, Dental, and Vision coverage
401(k) employer match on eligible contributions
Company-paid Life Insurance
HSA & HRA options
Short- and Long-Term Disability coverage
Employee Assistance Program (EAP)
Accident, Critical Illness & Hospital Indemnity insurance
Legal Shield / Identity Shield
Discounted Pet Insurance
Opportunities for career growth within a global life sciences and laboratory automation organization