OEM Regional Account Manager

Hamilton Company•Boston, MA

4d•Onsite

About The Position

Hamilton Company is seeking an OEM Regional Account Manager responsible for promoting and managing sales of Hamilton Company automated liquid handling components to OEM clients in the Eastern Region. This role involves 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 the regional sales plan, acting as an individual contributor and part of a cross-functional team. The role requires technical adeptness to promote and demonstrate instruments in customer laboratories and perform follow-up to ensure satisfaction.

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 and 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.

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

Manage sales activities focused on the Hamilton OEM Components product range, including automated liquid handling components and the promotion of Hamilton's liquid handling and fluid management components and system solutions over competing alternatives.
Coordinate customer seminars and demonstrations, applications development, presale and post-sale support.
Prospecting and new business development - seek out new sales opportunities by following up on leads, networking, attending trade shows, researching prospective clients, and cold calling.
Manage all account correspondence and account records through the company CRM - HubSpot.
Cultivate long-term business relationships with the client management teams.
Manage life cycle of instruments and identify second-generation opportunities to expand the range of products utilized 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 as needed to win the OEM sales.
Understand the diagnostic and various automation market needs defining the key player in the market.
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 as required.
Serve as a lead and key point of contact during the development of OEM customer automation solutions.
Continue to monitor and track order progress, focus on landing new business, expanding opportunities with existing customers and renewing agreements and contracts to ensure ongoing business is maintained.
All other duties as assigned.