The Strategic Account Manager (SAM) is accountable to achieve or exceed assigned budget goals across their assigned Key Pharma and Contract Research Organization (CRO) Accounts. They are responsible for managing, protecting, and growing the customer base for Consumables & Instruments (capital equipment). Main activities will be on instrument placements, maximizing pull through and developing new customer relationships to increase revenue generation, with a focus on US strategic Pharma and CRO relationships.
This individual works closely with the commercial teams including technical sales specialists, inside sales managers, , Field Application Scientists, regional marketing and other support functions to ensure successful partnering to achieve revenue goals. This individual must also demonstrate and maintain a leadership role within their current team, as well as have an cross-functional impact outside of their team.
Strategic Alliance Management
Grow existing customer relationships and establish new customer relationships within targeted accounts, achieving broader breadth & depth to become a Trusted Partner. Create & maintain a healthy funnel of current and future opportunities in assigned accounts. Activities include effectively identifying & prospecting for new instrument opportunities, working with support teams to address customer project requirements, and then leading the process of providing solutions and gaining agreement as defined by the Sales Process. Takes ownership and responsibility for account management activity and around customer issues to bring to resolution. Performs routine quarterly business reviews and territory management reviews, to include the management of customer budget cycles. Effectively manages accounts post sale to ensure retention and growth.
Strategic Account Management
Develop and maintain Pharma and CRO Account plans (mapping) for each assigned customer to include current & future opportunities, buying process, and stakeholder management. Differentiate ourselves and provide complete translational medicine solutions. Build and grow Key Opinion Leaders (KOL's) within accounts. Drive continued awareness of NanoString products and applications.
Strategic Selling Skills
Utilize competitive, customer, and product knowledge to lead and assist in establishing competitive barriers to market penetration by positioning NanoString solutions. Assist customers in achieving defined business/ technical and personal goals. Utilize the breadth of product portfolio to maximize new Instrument & Consumable placements. Embraces the concepts of String Selling through the utilization of tools (such as Blue Sheets) to ensure a consistent and complete strategic approach to accounts. Utilize defined presentations (.ppt/web/etc) and effectively deliver in a group setting.
Business Knowledge, Territory Planning, & Forecasting
Prepare accurate overall territory business plans, forecasts, and sales reports to achieve assigned sales quota, and product mix objectives. Maintain expert knowledge on key buying influencers and consortia, opportunities presented by new grants, and other funding sources. Provide accurate funnel management and overall funnel health (forecasting), as well as accurate CRM management. Deliver all administrative reports in a timely manner, including expenses, monthly reports, forecasts, etc. to ensure optimum efficient management of territory.
Demonstrate continued role-model leadership within assigned team. Take on roles & assignments that have an impact beyond assigned responsibilities. Help develop and effectively present key presentations to be used in customer, corporate, or team meetings. Actively mentor fellow employees to become more proficient in their role.
Qualifications and Requirements:
- Demonstrated ability to partner with, and maintain, key account customer relationships that drives commitment and growth. • Exceptional communication and problem solving skills, both verbal and written.
- Excellent time management and project management skills, along with presentation skills. • Ability to effectively participate in cross functional teams and to excel within a matrix organization.
- Highly self-motivated with a desire to participate in the growth and success of the commercial team.
- A minimum of 5 years of related field sales experience, with a proven track record of success.
- MS or BS in Molecular Biology, Biochemistry or related field (laboratory experience preferred).
- A strong understanding and familiarity with gene expression technologies including qPCR, microarray analysis and Next Generation Sequencing.
- Ability to travel up to 75% of the time (territory dependent).
- Ability to create and deliver highly effective presentations.
- Strong administration skills including CRM and process documentation.
NanoString is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. NanoString does not accept unsolicited agency resumes and will not pay fees to any third-party agency or company that it does not have a signed agreement with.
COVID-19 VACCINATION REQUIREMENT: NanoString has a COVID-19 vaccination policy that applies to ALL U.S. employees (regardless of work location), onsite contractors and visitors except as prohibited by applicable law. As a condition of employment, newly hired employees are required to provide proof of full vaccination within 31 days of their hiring date or have applied for an exemption for which an accommodation can be made. Being fully vaccinated means that an individual is at least two weeks past their final (or only) dose of an authorized COVID-19 vaccine regimen. Exemptions will be considered for medical conditions/disabilities and sincerely held religious beliefs, observations, or practices. For any visitor coming onsite to one of NanoString’s facilities, we must verify that the visitor is fully vaccinated against COVID-19 prior to site entry and visitors must don a face mask at all times when onsite in a NanoString facility.
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