Account Manager-Eastern US/Canada (Fluid Management)

Primary Duties And Responsibilities

• Own and deliver against annual revenue, margin, and pipeline targets
• Build and execute multi-year account plans for strategic customers
• Develop and maintain a robust, qualified sales pipeline (3-5x coverage)
• Lead complex capital equipment sales cycles (6-24 months)
• Engage senior stakeholders (Manufacturing, Process Development, Procurement, Engineering)
• Position AKBA as a trusted partner in process scale-up and manufacturing optimization
• Translate customer process needs into integrated equipment solutions
• Collaborate with engineering and product teams to shape proposals and technical positioning
• Drive differentiation through value-based and solution-oriented selling
• Lead pricing strategy and contract negotiations aligned with margin targets
• Maintain accurate forecasting (monthly/quarterly)
• Ensure disciplined use of CRM (Salesforce) for pipeline visibility
• Cross-Functional Leadership
• Coordinate with Engineering, Service, Marketing, and Inside Sales to ensure successful project execution
• Act as the commercial owner through project lifecycle (sale > delivery > after-sales)
• Market Intelligence & Growth Initiatives
• Provide structured insights on market trends, competitors, and customer needs
• Support product roadmap development and new market expansion initiatives
• Represent AKBA at industry conferences and technical forums

Success Metrics (KPIs)

• Revenue vs. target (% attainment)
• Pipeline coverage & conversion rate
• Gross margin on booked orders
• Strategic account growth (YoY)
• Forecast accuracy
• Customer retention & expansion

Minimum Requirements

• Bachelor's degree in Chemical Engineering, Biomedical Engineering, or Life Sciences
• 7+ years of successful capital equipment or technical sales experience in biopharma
• Prior experience managing complex, multi-stakeholder sales cycles
• Background in bioprocessing (filtration, purification, or fluid management) strongly preferred
• Strong consultative selling and negotiation skills
• Proven ability to influence senior customer stakeholders
• Strong business acumen (pricing, margin, forecasting)
• Highly organized with strong execution discipline
• Valid driving license with good driving record

Physical Demands and Environmental Conditions

• Regular travel, up to 50%, within the territory for equipment product presentations, customer meetings, and after-sales support
• This position is home office–based with occasional travel to the AKBA office in Glenview, IL
• Territory: Eastern US (ME, VT, RI, NY, PA, MA, NJ, VA, WV, NC, SC, GA, FL, MD, OH, NH, AL) Eastern Canada (Nova Scotia, Quebec, Ontario)