Regional Account Manager

About the role

Serve as the primary point of contact for a sales region within the BioPharma segment of ILC Dover. This role represents the BioPharma Solutions to the customer and leads all commercial activities specific to the life sciences and pharmaceutical manufacturing environment. The RSM combines sales, business development expertise with strong relationship management skills to advance partnerships, increase profitable sales, and deliver customized solutions that meet stringent regulatory requirements and align with client goals in the BioPharma industry.

Responsibilities

• Client Relationship Management: Build and maintain strong, long-term relationships with key clients, decision-makers, and influencers to drive trust, loyalty, and business growth.
• Strategic Account Planning: Develop and execute customized customer strategies focused on co-value creation, aligned with client objectives and company goals.
• Customer Advocacy & Problem Resolution: Serve as the primary point of contact for customer needs, addressing issues, complaints, technical support, and service concerns to ensure a positive experience.
• Cross-Functional Coordination: Coordinate with sales, marketing, product, engineering, logistics, Field Application Specialists, and other teams to effectively meet customer requirements and communicate RACI responsibilities.
• Revenue & Opportunity Development: Identify, develop, and pursue upselling, cross-selling, and new business opportunities with targeted customers, including opportunities for IR Solutions.
• Commercial & Contract Management: Negotiate contracts, renewals, pricing, terms and conditions, NDAs, incentives, rebates, and other commercial programs to support mutually beneficial partnerships.
• Account Data, Pipeline & Reporting: Maintain customer relationship maps and account information in SFDC, manage pipeline opportunities, and provide monthly updates on activities, forecasts, account status, and revenue performance.
• Account Management & Channel Support: Utilize established account management processes, tools, and resources while resolving distribution-channel and aftermarket service issues and maintaining strong customer partnerships.

Requirements

• Bachelor's Degree in Sales, Marketing, or Engineering required
• 5+ years of direct sales experience required

Core Competencies

• Ability to build and maintain strong professional relationships with customers, key institutions, and team members
• Strong interpersonal and communication skills, including verbal, written, and presentation capabilities
• Demonstrated ability to work effectively both independently and within a team environment
• Mechanical and electrical knowledge applicable to industrial equipment
• Capability to assess customer needs, analyze data, perform basic equipment performance calculations, and recommend technical solutions
• Proficiency with technology tools; experience with Salesforce preferred
• Proven business and sales acumen, including account prospecting, organizational navigation, value-based selling, and competitive account acquisition
• Strong prioritization and time management skills

Priorities

• 3+ years of direct sales account management experience desired
• Prior territory sales management and/or channel management experience
• Prior industrial sales experience preferred
• Proven record of ability in strategic thinking and growth leadership
• Strong communication and analytical skills both verbal and written
• Strong people skills, ability to influence customers

Preferences

• Must possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations including, but not limited to: DUI in the previous 5 years, Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years

Travel & Work Arrangements/Requirements

• Travel 50 to 60% monthly across the customer sites regionally
• Remote position, however interested candidates should have access to a major airport for travel and be located within the Northeast US region

Pay Range

The total pay range for this role, not including incentive opportunities, is $150,000-$160,000. The pay range takes into account a wide range of factors that include a candidate’s skills; experience and training; licensure and certifications; and geographic location. Hired applicant will be eligible to receive (discretionary/nondiscretionary) annual bonuses and incentive compensation.

What we Offer

• Comprehensive benefits package including health care options like medical and prescription plans, dental and vision coverage, wellness programs, life insurance, a robust 401(k)/ pension plan, paid time off, and employee stock grants, among other offerings