Senior Territory Account Manager

Description:

Responsibilities:

• Directly responsible for revenue from sales of PacBio instruments and consumables in the defined territory.
• Exceed annual and quarterly sales objectives while building a sufficient pipeline of future opportunities to ensure ongoing territory growth.
• Qualify and develop new opportunities within the territory while utilizing account management and relationship building skills to cultivate the existing customer base.
• Develop territory specific sales plans, coordinate field teams, and execute strategies to achieve commercial objectives.
• Establish and build relationships with key decision makers and economic buyers.
• Work cooperatively with various departments within the organization to ensure that product capabilities, advantages, and advancements are effectively communicated to the customer base.
• Utilize a CRM system according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal personnel.

Required Qualifications:

• Scientific or technical degree is required.
• Significant capital equipment sales and territory management experience is required.
• Minimum of 5 years of proven sales experience with a history of exceeding sales targets in the life sciences and clinical research markets.
• Proven sales results with independent lead generation, prospecting and business development.
• Expertise in managing intricate sales and procurement processes, including navigating long capital equipment sales cycles, multi-stakeholder environments, and high-value transactions.
• Demonstrated ability to influence senior-level decision-makers and drive customer buying decisions within large and complex organizations.
• Competitive mindset and history of consistent achievement, with a proven ability to grow sales territories and establish market leadership.
• Strong understanding of scientific applications and technology developments as they relate to customer requirements in target market segments.
• Proven ability to work autonomously and collaboratively, excelling in both independent efforts and team-driven initiatives.
• Extensive experience engaging with C-level executives and key influencers (e.g., President/CEO, CTO/CSO, CFO) and driving strategic conversations at the highest organizational levels.
• Strong public speaking skills with the ability to handle objections and communicate both technical and business arguments.
• Outstanding interpersonal and communication skills, both written and verbal, tailored to foster trust and long-term customer relationships.
• Role will require a home office and 50% travel at a minimum.
• Home office must be within proximity to a major airport and within the territory that is being supported.

Preferred Experience:

• Advanced degree preferred.
• Experience selling genomics products preferred.
• Highly networked with experience managing accounts in the defined geography strongly preferred.