OEM Regional Account Manager

Hamilton Company•Orange County, CA

4d•Hybrid

About The Position

Hamilton Company is seeking an OEM Regional Account Manager to promote and manage sales of Hamilton Company automated liquid handling components to OEM clients in the Western Region. This role is responsible for achieving company forecast sales goals, cultivating long-term business relationships with strategic OEM Accounts, and managing all aspects of the sales process. The individual will work with internal teams to develop and implement regional sales plans, be technically adept at promoting and demonstrating instruments, and manage the life cycle of instruments to identify expansion opportunities.

Requirements

Ability to present and articulate ideas to C-Suite, R&D or other personnel internally and externally.
Excellent organization, verbal and written communication skills.
Good working knowledge of computer applications including MS Office suite.
Good habits utilizing CRM (HubSpot) to manage leads, opportunities, and account activities as well as other business reporting tools – ShowPad, Power BI, D-365.
Must be able to travel nationally and potentially internationally.
Must have a valid driver's license in their state of residence.
Must have personal, reliable transportation with valid registration and insurance that can safely be used in performance of routine sales activities and to transport equipment when necessary.
Sales experience in liquid management component sales to OEM and integrator (design) companies is required.
Bachelor's degree, preferably in the sciences or engineering, from an accredited not-for-profit institution required.

Nice To Haves

MBA preferred.
Minimum of five (5) years relevant sales and /or marketing experience preferred.
Knowledge of automated laboratory equipment is preferred.

Responsibilities

Promote and manage sales of Hamilton Company automated liquid handling components to OEM clients in the Western Region.
Achieve company forecast sales goals and cultivate long-term business relationships with strategic OEM Accounts.
Manage all aspects of the sales process: new sales development, forecasting, key account management, negotiating contracts, and coordinating demand schedules with production planning and Customer Service.
Work with internal teams (Product Management, Technical Support, Marketing) to manage the development and implementation of the regional sales plan.
Develop new accounts and manage large strategic accounts.
Be technically adept at promoting and demonstrating instruments in a customer's laboratory and perform follow-up to ensure customer satisfaction.
Manage sales activities focused on the Hamilton OEM Components product range.
Coordinate customer seminars and demonstrations, applications development, and presale and post-sale support.
Prospect for new business opportunities through leads, networking, trade shows, research, and cold calling.
Manage all account correspondence and account records through the company CRM (HubSpot).
Cultivate long-term business relationships with client management teams.
Manage the life cycle of instruments and identify opportunities to expand product utilization by existing clients.
Understand and analyze product pricing for developing volume discount schedules.
Write sales proposals and quotations and make pricing recommendations.
Prepare, negotiate, and conclude long-term OEM supply and service contracts.
Work with engineering, product management, applications, and manufacturing functions to define application needs and product functionality.
Understand the diagnostic and various automation market needs and identify key players.
Assist in the definition and development of new products for the markets served by Lab Products OEM.
Attend and participate in trade shows, regional seminars, and other company functions.
Serve as a lead and key point of contact during the development of OEM customer automation solutions.
Monitor and track order progress, focus on landing new business, expanding opportunities with existing customers, and renewing agreements and contracts.
Perform other duties as assigned.