Major Accounts Manager

LGC is a leading, global life science tools company, providing mission-critical components and solutions into high-growth application areas across the human healthcare and applied market segments. Its high-quality product portfolio is comprised of mission-critical tools for genomic analysis and for quality assurance applications, which are typically embedded and recurring within our customers’ products and workflows and are valued for their performance, quality, and range. 

The Major Accounts Manager plays a critical role in our organization, tasked with overseeing and championing key client relationships within our life science product and service offerings across the United States. Focused primarily on major accounts, this position demands a strategic approach to account management, emphasizing long-term value creation and partnership development. 

Navigate sales process from contact to contract negotiation. Use product knowledge to address client needs and drive revenue growth. Collaborate with clients, product management, business development, and customer service teams for sales support. 

Key attributes for success in this role include exceptional communication skills, a strong grasp of scientific concepts, and a proven ability to manage complex sales pipelines. The Major Accounts Manager will work closely with clients to find opportunities for expansion and ensure the delivery of tailored solutions that meet their evolving requirements. 

This position is remote-based within the United States region, with approximately 50% travel required to engage directly with clients and maintain a strong presence in the market 

To excel in this role, the individual must proficiently complete the following essential functions: 

• Pipeline Management: Generate and qualify a robust pipeline of prospects, vital for the company to attain future goals. This involves coordinated support of marketing strategies with the Global Marketing Director and other team members to generate leads, followed by thorough qualification of potential engagements. Maintaining systems and updating prospect records are integral to ensuring accurate pipeline visibility at all corporate levels.  

• Direct Sales: Lead a strategic sales process to manage and achieve new sales results as assigned. This requires networking across various organizational levels, from C-level executives to lab technicians, facilitating ideation and vision sessions, developing proposals, negotiating, and adhering to corporate guidelines in contracting to achieve desired outcomes. Lead sales process, use resources and projects, work closely with North America Director on pricing and terms.  

• Strategic Selling: Exhibit strategic selling skills to comprehensively understand customers’ business requirements and recommend LGC Diagnostics & Genomics solutions in a consultative manner to address scientific, automation, and business challenges.  

• Client Management: Serve as the primary relationship management executive for LGC Diagnostics & Genomics on designated accounts, with accountability for revenue generation and development of emerging opportunities. Lead account-focused teams, encourage communication, cross-selling to boost client happiness, revenue, value, and referrals. Lead customer focused selling and account management processes, including account planning and review sessions with cross-functional teams.  

• Industry and Product Knowledge: Cultivate and maintain a deep understanding of industry trends, client operations, and competitive offerings to effectively position LGC Diagnostics & Genomics products. Effectively represent LGC in various market-facing roles, including sales meetings, client entertainment, media briefings, and trade events.  

• Business Development: Support Product Management and Business Development efforts by identifying and evaluating new business and market opportunities, which may entail interaction with existing clients and prospects. 

• Salesforce.com Reporting: Provide timely sales and pipeline inputs as necessary to support the reporting of leading and lagging indicators. Ensure accurate, complete, and timely expense reporting. Facilitate account review meetings for strategic accounts and maintain timely and accurate reporting of sales data in the company's CRM system.  

• Other Duties as Assigned: Demonstrate flexibility and collaboration in responding to the business needs – both internal and external – by addressing significant corporate initiatives as requested by management. 

Minimum Qualifications:

• Bachelor's degree or equivalent experience in biological or life sciences, business management, or related field. 
• Emphasis in molecular and cell biology and related applications preferred (sales or wet-lab experience). 
• 5+ years of demonstrated sales success within the life sciences industry. 
• Proven track record in managing both new and established accounts, with competencies in strategic selling and large account management. 
• Proficiency in managing complex sales processes, including territory planning, prospecting, discovery, analysis, solution design, presentation, negotiation, and closing. 
• Excellent communication skills, including strong listening, verbal, and written communication abilities. 
• Strong computer skills required, with a working knowledge of Microsoft Office suite of products, particularly Word, Excel, and PowerPoint. 
• Ability to travel as needed. 

Preferred Qualifications:

• Prior experience with CRM software, particularly SalesForce.com, which is an essential tool for pipeline and account management at LGC Genomics. 
• Strong product knowledge and sales experience in Life Science products, especially in nucleic acid extraction/purification, PCR, qPCR, and NGS workflows. Experience selling into regulated markets, such as diagnostic kit manufacturers, is highly desirable. 
• Experience in managing capital equipment and/or large opportunities ($100K+). 

Competencies & Behaviours:

• Customer-focused and responsive, with a demonstrated ability to build critical relationships. 
• Passionate about discovering and developing solutions for complex process problems faced by clients. 
• Team-oriented and highly collaborative, with a proven track record of exerting influence in a directive and positive manner. 
• Demonstrates professional judgment, tact, approachability, and diplomacy in interactions with both internal and external customers, while also handling confidential and/or proprietary information. 
• Shows autonomy: capable of initiating and driving initiatives while recognizing the appropriate times for stakeholder engagement. 
• Possesses creative problem-solving skills and the ability to communicate effectively to achieve consensus and facilitate decision-making within a matrix environment. 
• Adaptable and willing to take on multiple new tasks and responsibilities while effectively managing and prioritizing within a dynamic work environment. 
• Passionate about achieving goals and following structured processes to meet targets consistently and efficiently. 
• Embraces and embodies LGC’s core values: Passion, Curiosity, Integrity, Brilliance, and Respect. 

Working Conditions:

• Travel Requirements: Willingness to travel is essential. Typically, travel domestically , is required approximately 50% of the time. Travel outside the local area often involves overnight stays.
   
• Schedule/Core Hours: The standard work schedule is Monday through Friday during the company's standard hours of operation. However, occasional weekend and/or evening work may be necessary.
   
• Work Environment: Primarily based in a remote office setting, with the flexibility to travel nationally and internationally as needed to fulfill business requirements.

What we offer (US based-employees):

• Competitive compensation with strong bonus program
• Comprehensive medical, dental, and vision benefits for employees and dependents
• FSA/HSA Pre-tax savings plans for health care, childcare, and elder care
• Deductible Buffer Insurance and Critical Illness Insurance
• 401(k) retirement plan with matching employer contribution
• Company-paid short- and long- term disability, life insurance, and employee assistance program
• Flexible work options
• Pet Insurance for our furry friends
• Enhanced Parental leave of 8 additional weeks
• PTO that begins immediately
• Town Hall monthly meeting onsite/virtual, Cheer program where employees are recognized for outstanding work, Company wide social events, frequent catered lunches and much more!

The typical pay range for this role is:

Minimum: $135,000

Maximum: $150,000

This range represents the low and high end of the anticipated salary range for the Massachusetts-based position.  The actual base salary will depend on several factors such as: experience, skills, and location.