Account Manager - Central California

This field-based role focuses on maintaining and growing the Microbiology, Immunoassay, Molecular, and Vision Suite customer base within a designated region. The Account Manager drives new business opportunities through the placement of instruments, reagents, and services, ensuring sustainable revenue growth and customer satisfaction.

Responsibilities

• Create and execute a business plan to achieve or exceed territory growth targets, driving new business revenue through the sale of instruments and reagents.
• Develop strategies to close sales of high-value targets and maintain existing customer business to minimize losses.
• Manage sales pipeline to align timing of closes with monthly forecasts and quarterly business plans.
• Coordinate activities of other field sales personnel to support business plan execution.
• Monitor monthly sales in Tableau, adjusting action plans to address shortfalls toward goal achievement.
• Deliver effective sales call management, opportunity management, pipeline management, and forecast accuracy.
• Provide technical expertise and assistance during the sales process, including key presentations and demonstrations.
• Communicate with customers on technical product issues and collaborate with Regional and US Product Specialists across Microbiology, Molecular, Immunoassay, and Vision Suite franchises.
• Leverage internal resources (Product Specialists, Service, Marketing) to advance and close opportunities within the region.
• Develop and maintain relationships with key customers and opinion leaders within the territory.
• Identify and cultivate key opinion leaders and reference sites to expand business.
• Gather and channel competitive information to marketing and sales teams.
• Participate in pilot projects for new product launches.
• Conduct quarterly business reviews with Product Specialists and supporting sales associates.
• Submit weekly expense reports and maintain daily customer records in CRM, updating milestones and closing appointments with notes.
• Achieve minimum forecast accuracy for US dollar performance on a monthly basis.
• Perform all work in compliance with company quality procedures and standards.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in Business, Marketing, Communications, Life Sciences, Biology, Microbiology, Molecular Biology, Chemistry, Clinical Laboratory Science, Healthcare Administration, or a related field.
• Minimum of 2 years of related professional experience, which may include sales, customer-facing commercial support, field application support, clinical laboratory consulting, technical support, or other customer engagement experience within the in vitro diagnostics (IVD), medical device, life sciences, or healthcare industry.
• In lieu of a Bachelor’s degree, 4 additional years of related professional experience (as defined above) will be accepted.
• Infectious disease market experience preferred.
• Capital and reagent sales experience within clinical laboratories preferred.
• Proven track record of exceeding territory capital and reagent sales goals.
• Consistent top performance within sales teams.

Skills

• Functional skills: critical thinking, adaptability, time management, communication, problem-solving, and digital literacy.
• Ability to lead without authority, influencing and guiding others toward common goals through expertise and persuasion.
• Strong business acumen to understand and drive business success.
• Intellectual horsepower: effective problem analysis leading to high-quality decisions and interpretation of complex information.
• Ability to manage competing deadlines and prioritize tasks aligned with business objectives.
• Innovation: influencing change and creating new solutions through persuasion and perspective-taking.
• Comfort with ambiguity, requiring adaptability and proactive communication.
• Ability to make timely decisions in high-pressure situations and thrive in fast-paced environments.

Working Conditions and Physical Requirements

• Ability to remain stationary (e.g., standing) for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and similar structures.
• Ability to adjust or move objects up to 50 pounds in all directions.
• Domestic travel required (70% of time).
• Location-dependent masking may be required while working in client locations, such as hospitals.
• Safe operation of motor vehicles, physical access to customer facilities, and frequent air travel.

Pay

The estimated salary range for this field-based role in California is $93,800 to $143,500 per year. Actual compensation within this range is determined based on experience. This role is eligible for a variable annual bonus based on company, team, and individual performance.

Benefits

• Choice of medical (including prescription), dental, and vision plans with nationwide coverage and telemedicine options.
• Company-provided life and accidental death insurance.
• Short- and long-term disability insurance.
• Retirement plan with generous non-discretionary employer contribution and employer match.
• Adoption assistance.
• Wellness programs.
• Employee Assistance Program (EAP).
• Commuter benefits.
• Various voluntary benefit offerings.
• Discount programs.
• Parental leaves.