Sales Account Manager

Description

Job Title: Sales Account Manager, Life Sciences

Reports to: Director of Business Development

FLSA Status: Exempt

Revised Date: 7/9/2024

Travel: Travel requirement up to 50%

Summary:

The Sales Account Manager is responsible for all coordinated sales efforts within Altor Solutions’ Life Sciences customer channels. The individual will have a wide range of revenue-enhancing responsibilities which include but are not limited to: (i) developing new accounts; (ii) growing and maintaining existing accounts; (iii) meeting all assigned territory targets; (iv) preparing an annual sales budget; (v) preparing a resin margin forecast; and (vi) setting new business goals.

Essential Duties and Responsibilities:

• Drive sales to meet and exceed quarterly sales and profitability targets.

• Effectively draw upon company resources throughout the sales and business development process to always maintain a high level of customer satisfaction.

• Prospecting new accounts while maintaining (and growing) existing customer business

• Routinely visit customers within a defined territory.

• Developing trusting customer relationships through consistent sales efforts (and executing on our promises).

• Making product presentations & training sessions to all targeted customers within the territory.

• Developing key account plans for top accounts within the territory.

• Prospecting new accounts while maintaining (and growing) existing customer business

• Work in conjunction with the sales team while prospecting and developing new business.

• Being disciplined with account management review processes and governance (e.g., inventory management/stocking programs, accounts receivable status, and products produced and available for shipment).

• Maintaining profitability on existing accounts and improving margins where possible.

• Providing weekly updates of new projects (i.e., a pipeline management update).

• Participating in pipeline review meetings with sales team

• Securing business via long-term contracts or supply agreements, where possible.

• Hosting calls/meetings across all internal functions (on behalf of new/existing customers).

• Communicating custom projects to sales and engineering teams

• Completing RFQ form(s) as required to quote customers on new opportunities.

• Completing & submitting monthly territory report

• Completing & submitting monthly expense reports in a timely fashion.

• Other duties may be assigned

Requirements

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education Requirements/Work Experience:

Bachelor's degree (B. A.) from an accredited college or university; or five to ten years sales experience and/or training; or equivalent combination of education and experience. Business degree and sales experience in Life Sciences or direct-oriented industry a plus. Bi-lingual in English/Spanish is required.

Reasoning Ability:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills:

To perform this job successfully, an individual should have knowledge of Microsoft Suite – Word, Excel, PowerPoint and other data entry, Order processing systems and Database software. Salesforce.com a plus.

Competency:

To perform the job successfully, an individual should demonstrate the following competencies:

• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

• Analytical - Collects and researches data; Uses intuition and experience to complement data.

• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics

• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitm