Account Manager - AutoChem Mid-Atlantic

Our Opening and Your Responsibilities

Summary

This position as Account Manager for Metter Toledo Auto Chem is related to the sales of high‑end capital equipment (hardware and software) in the chemical R&D space within the pharmaceutical and chemical industries, as well as academia. Our reactor platform and PAT (process analytical technology) in combination with software for data management and modeling provides the solution for the challenges our prospects and customers experience on a daily basis.

Reporting to the Regional Sales Manager, this position involves translating and explaining highly technical information to customers and clients, focusing on revealing how the Auto Chem product line, application, and our solutions can solve specific problems. This position is responsible for achieving or exceeding the sales target for our products, in a specified territory, through excellent value selling, product, and application technical knowledge and business development.

• Achieving or exceeding sales budget for Auto Chem products in the specified territory
• Establishing yourself as a trusted, inspiring leader by analyzing customer problems, mastering product & application knowledge, and differentiating Auto Chem from the competition
• Building trust with customers and colleagues while maintaining the highest level of integrity and building long‑term relationships
• Developing, coordinating, and executing a strategic territory plan to include the methodology needed to achieve sales growth, including all sales and related activities: lead generation, nurturing, key demonstrations, sales calls, organizing and presenting technical seminars, application feasibility tests, performing demonstrations for products and coordinating customer support
• Continual self‑education of Auto Chem technology and related applications, formal sales training classes, online learning, reading of Sales and Account Management books, and coaching from a team of sales and technical mentors
• Developing technical and application proficiency with all METTLER TOLEDO Auto Chem products, value positioning, competitors, and core applications
• Utilizing application knowledge to identify companies and departments that could benefit from Auto Chem technology
• Maintaining the customer relationship management (CRM) system; completing weekly reports and providing an accurate, detailed forecast on a continual basis, using the CRM system
• Covering a multi‑state territory with about 70‑80% travel to customers, and overnight as needed
• Supporting the sales management team as needed on projects
• Other duties as assigned

• Bachelor's Degree in Organic Chemistry, Chemical Engineering or related discipline required;
  Master's preferred
• Minimum of 3 years industry experience: chemist, chemical engineer or an equivalent combination of education and experience
• Formal training in consultative and value selling
• Strong interest in business development and technical sales
• Knowledge of the chemical R&D space within the pharmaceutical & chemical industry/chemical R&D (process chemistry, process development, process safety, and scale up) is a plus
• Prior experience in a technical lab or field support role is a plus
• Highly motivated to achieve targets and have excellent work ethic, on time, reliable
• Ability to communicate clearly and effectively with customers and colleagues
• Strong team and organizational skills
• SAP knowledge preferred
• Valid Driver's License

• Medical, dental and vision care coverage and a 401(k) savings plan with company matching - all starting on date of hire
• Tuition reimbursement, perks, and discounts
• Parental and caregiver leave programs
• All the usual benefits such as paid time off, flexible spending, short‑and long‑term disability, basic life insurance, business travel insurance, Employee Assistance Program, and domestic partner benefits
• Global market strength and worldwide leadership in precision instrumentation
• A brand name that is identified worldwide with precision, quality, and innovation
• Thousands of patents, design and innovation awards across Mettler Toledo
• Global recognition for the quality of…