Territory Account Manager

Danaher • San Diego, CA

4d • Remote

About The Position

The Territory Account Manager owns sales and account growth across a defined geographic territory, managing academic, biotech, and industry accounts. The role expands product adoption, grows the number of users and buying platforms within accounts, and delivers quarterly consumables revenue targets. The Territory Account Manager builds relationships with bench scientists, lab managers, principal investigators, and procurement stakeholders, while managing a high-volume pipeline and proactively monitoring usage, reorder cycles, churn risk, and upsell opportunities.

This position reports to the Sales Director and is part of the Americas Commercial team. It is remote and covers accounts in San Diego, California.

Requirements

• Bachelor’s degree in life science or a related discipline.
• At least 3 years of sales or account-management experience across academic, biotech, and industry accounts.
• Strong knowledge of relevant laboratory workflows and applications, including antibodies, kits, and assays, and ability to discuss data and assay performance using a consultative selling approach.
• Proven success selling consumables or reagents into life-science laboratories, with consistent quota attainment and evidence of top-quartile performance or equivalent recognition.
• Strong territory-management, organizational, and negotiation skills, including managing many smaller accounts, volume commitments, discounts, and competitive displacements.
• Experience partnering with large channel partners.
• Growth mindset, resilience, and self-direction, with the ability to manage a quota with limited day-to-day supervision.
• Ability to travel consistently within the defined territory, completing approximately 20 face-to-face customer visits per week.
• Valid driver’s license and residence within the territory with practical access to customer accounts.

Nice To Haves

• PhD or MS in a life-science field.
• Knowledge of the funding landscape, including grant cycles, biotech financing, and industry budget timing.
• Understanding of buying centers such as principal investigators, lab managers, core facilities, and procurement.

Responsibilities

• Develop and execute a territory strategy by segmenting accounts, prioritizing opportunities by potential, and planning routes, customer time, and activity across the assigned geography.
• Own sales and account growth across the territory, expanding product adoption, users, and buying platforms to increase share of wallet.
• Build relationships with bench scientists, lab managers, principal investigators, and procurement stakeholders, developing champions across multiple stakeholders within each account.
• Manage a high-volume pipeline of smaller, frequent transactions; forecast accurately and monitor usage patterns and reorder cycles to prevent churn and identify upsell opportunities.
• Run product trials and competitive conversions.
• Collaborate with technical support, marketing, customer service, channel partners, and supply chain to support customer outcomes and revenue growth.

Benefits

• Paid time off.
• Medical, dental, and vision insurance.
• 401(k).
• Bonus/incentive pay.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level