Account Manager, SRS Government

About the role

Reporting to the Vice President, Commercial, Sample Repository Services, the Scientific Sales Consultant, Government & Public Sector will sell and promote Azenta’s sample repository, laboratory sample processing, cold-storage, cryo-storage, and related sample management services to government, public-sector, academic, public health, and research customers.

This role will focus on consultative selling, customer development, lead follow-up, quotations and proposals, CRM discipline, and regular sales reporting while ensuring customer needs are matched to appropriate Azenta SRS capabilities.

Key markets

• Federal and state agencies
• Public health laboratories
• Government-funded research institutions
• Academic research organizations
• Healthcare and regulated laboratory customers
• Government contractors
• Other organizations requiring sample processing, storage, biorepository, cold-chain logistics, sample relocation, and long-term specimen management services

What You’ll Do

• Sell and promote Azenta’s Sample Repository Services, including biorepository operations, laboratory sample processing, validated temperature-controlled storage, cryo-storage, sample management, transportation, relocation, and related customer workflows.
• Grow and develop new and existing customers across government, public-sector, academic, research, healthcare, and scientific organizations by understanding customer needs and matching them to Azenta’s SRS capabilities.
• Proactively generate and follow up on leads from marketing campaigns, customer referrals, inbound inquiries, events, government and public-sector opportunities, and field-sales activities.
• Identify, evaluate, and respond to relevant government and public-sector sales opportunities, including RFIs, RFPs, RFQs, tenders, bid boards, agency communications, procurement portals, and prime-contractor opportunities.
• Maintain practical account and territory plans for priority customers and prospects, including target opportunities, key contacts, customer needs, pipeline stage, next steps, and follow-up actions.
• Organize and deliver capability presentations to existing and prospective customers, clearly communicating Azenta’s SRS capabilities, quality systems, cold-chain logistics, repository footprint, and broader portfolio of services and products.
• Represent Azenta in customer visits, virtual meetings, seminars, conferences, exhibitions, and other market-development activities as a trusted advisor to the scientific and public-sector research community.
• Work with cross-functional teams to prepare timely and accurate quotations, proposals, customer presentations, procurement responses, contract inputs, pricing information, and opportunity documentation.
• Partner with territory-based sales account managers, Project Management, Operations, Quality, Legal, Contracts, Finance, Sales Operations, and other internal stakeholders to support coordinated client management and effective opportunity execution.
• Gather customer intelligence and feedback to support service improvement, customer experience, and new service development opportunities.
• Maintain accurate and up-to-date customer, lead, opportunity, activity, and forecast information in Salesforce CRM to support pipeline visibility and regular sales reporting.
• Report pipeline, sales activity, forecast updates, customer feedback, and progress against annual revenue targets on a regular basis.

What You’ll Bring

• Bachelor’s degree or equivalent experience required; degree in a science-related field preferred.
• Sales, business development, or account management experience in life sciences, laboratory services, sample management, biorepository, cold-storage, cryo-storage, cold-chain logistics, or related scientific services.
• Experience selling to government, public-sector, academic research, healthcare, or regulated laboratory customers preferred.
• Experience using Salesforce or a similar CRM platform preferred.
• Strong communication and customer relationship skills, with the ability to understand customer needs and clearly explain relevant services and solutions.
• Ability to work independently and as part of a team while managing customer activity, follow-up actions, and sales opportunities.
• Proficiency with Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook.
• Consultative approach to selling, customer engagement, opportunity qualification, and follow-through.
• Ability to work in a fast-paced environment and meet deadlines.
• Valid U.S. driver’s license required; ability to travel for customer visits, internal meetings, seminars, conferences, exhibitions, and other business needs.

Your Working Conditions

• Willing and able to travel overnight within the United States for customer meetings, internal business meetings, seminars, trade shows, conferences, site visits, and government-sector events.
• Expected travel is approximately 50% to 60%.
• Must reside within the assigned sales territory or within reasonable proximity to a major airport that supports effective coverage of the assigned market.

United States Base Compensation

$125,000.00 - $150,000.00