Account Manager

ABOUT LGC STANDARDS

LGC Standards is a division of LGC Group, the UK’s designated National Measurement Institute for chemical and bioanalytical measurements. We are a leading global manufacturer and service provider of quality assurance and research tools, supporting analytical needs in more than 120 countries worldwide. We use our expertise to produce to the highest standards, including ranges produced under ISO/IEC 17025 and accredited to ISO 17034.

Our wide range of reference materials and proficiency testing schemes is complemented by our experience in outsourcing and customs, enabling us to adapt quickly to provide tailored solutions that meet our customers’ analytical needs. We innovate and apply science in order to ensure the safety and integrity of products and services, in line with our vision of science for a safer world.

The Account Manager will build strong relationships with key internal and external stakeholders and grow the territory revenue of the Standards business, with a primary focus in the Reference Materials and Analytical Standards product lines.

• Own all assigned Commercial accounts and Strategic site-level locations (e.g., regional labs for multinationals), representing the entire LGC Standards portfolio across all end-markets (Pharma, Biotech, Environmental, etc.) to build new and maintain existing account relationships
• Identify and close new opportunities, attained from either prospecting as a self-generated leads or from marketing as marketing qualified leads
• Involve additional LGC Standards team members (e.g., end-market sales managers, quoting specialists, etc.) on an as-needed basis to best service customer needs and to achieve the highest level of customer experience
• For relevant sites at specific strategic accounts, the account manager will collaborate with the strategic account manager to conduct planning and customer reviews
• The account manager will use LGC’s sales toolsto manage prospects, existing accounts, new opportunities, the active pipeline and relevant sales forecast in an accurate and timely manner
• Develop an in-depth understanding of key LGC products and their applications
• Meet and exceed assigned sales targets for LGC Standards
• Actively engage with customers (e.g., email, phone calls, in-person visits, etc.) to qualify leads, convert prospects, follow up on quotations and drive new sales; the account manager will accordingly maintain CRMs with up-to-date customer information
• The account manager will increase awareness of the LGC Standards brand by organising and attending exhibitions, seminars and other events, and by serving as a company representative during working hours

• B.S. in chemistry,physics,biochemistry,biology,or equivalent
• At least 5years’ experience in selling technical products used in research laboratories. Prior successful key account management experience dealing with central procurement is preferred
• Able to read and interpret documents such as RFQs, contracts, operating and maintenance instructions, and procedure manuals
• Experience with customer relationship management platforms, such as Sales Force and Desk. Expertise in Microsoft Office products is a plus
• Outstanding commercial awareness and planning abilities
• Proven track record meeting and exceeding sales targets
• English fluency. Fluency or proficiency in other languages areas a significant advantage
• Willing to travel up to 50% within territory: VT, NH, MA, RI, CT, NY, PR

• Sales & Engagement: uncovering needs, demand generation, persuasion & negotiation, account management
• Product Knowledge: value propositions, solution development
• Market Knowledge: competitive landscape, positioning, and industry trends
• Account Management: relationship management, cross & up-sell skills, customer retention, opportunity creation and conversion

Minimum: USD $95,000 / Yearly

Maximum: USD $105,000 / Yearly

The actual base salary will depend on several factors such as: experience, skills, and location within sales geography.

• Competitive compensation with strong bonus program
• Comprehensive…