Full Job Description
The Client Executive (Covering US States: CT, MA, ME, NH, NY, RI and VT and Canadian Provinces: NB, NS, PE and QC) is a market-facing role designed to achieve the Company’s revenue, margin and market share goals in assigned segments of the life sciences and biotech industry. This role will require a strong blend of executive skills including pipeline management, client discovery, scientific acumen, product knowledge, process automation, team selling, communications, negotiations, financial experience, and major account management. This position will be required to collaborate with clients, prospective clients and various internal resources including scientific operations, application support, product management, business development, operations, production, service, marketing, engineering and other corporate professionals in the sales process.
Location of candidate must be near Boston, MA. No relocation assistance will be provided.
Areas of Responsibility:
To perform this job successfully, an individual must be able to perform each essential function satisfactorily.
Pipeline Management: Assists Marketing and Product Management with efforts to generate and qualify a sufficient pipeline of prospects needed for the company to achieve goals in future periods. This will involve coordinated support of marketing tactics with the Global Marketing Director and other team members to generate a lead pool, and subsequently qualify the most probably engagements. Pipeline management includes maintaining systems and updating prospect records to ensure accurate pipeline visibility at all levels of the corporate level.
Direct Sales: Manages and achieves new sales results as assigned by leading a strategic sales process. Accountability will include revenue, margin, and unit goals. This role will require networking at various levels within an organization from C-level executives to lab technicians and will include facilitation of ideation and vision sessions, proposal development, negotiation, and contracting within corporate guidelines to achieve results. The Client Executive will be expected to manage a solution-oriented sales process that will involve various resources and projects during the sales cycle. This professional will work cooperatively with the North America Director of Sales regarding special pricing and contract terms.
Strategic Selling Skills: Demonstrates strategic selling skills to clearly understand customers’ business requirements and recommend the LGC Genomics solutions in a consultative manner that will resolve scientific, automation, and business issues.
Client Management: Acts as the primary relationship management executive for LGC Genomics on assigned accounts. This includes accountability for revenue production and the development of emerging opportunity for the Company. Builds and leads strong, account specific teams, maintains ongoing communication and cross-selling activity to improve client satisfaction, develops additional revenue opportunity, optimizes client life-time value, and drives references. Leads Customer Oriented Selling and Account Management processes to include account planning and account review sessions with cross-functional teams.
Industry and Product Knowledge: Develops and maintains a strong understanding of industry trends, client operations, and competitive offerings to effectively position LGC Biosearch Technology products. Effectively represents LGC Genomics in various market facing roles including sales meetings, client entertainment, media briefings, and trade events.
Business Development: Supports efforts of Product Management and Business Development with identification and evaluation of new business and market opportunities. This may require interaction with existing clients and prospects.
Reporting: Provides timely sales and pipeline inputs as required to support reporting of leading and lagging indicators. Generates accurate, complete and timely expense reporting. Facilitates account review meetings for strategic accounts. Maintains timely and accurate reporting of sales data in the companies CRM system.
Proficiency with SalesForce.com: This is an essential tool for pipeline and account management for LGC Genomics.
BA or BS degree, in bio-science/life-science, business management or a related field.
Emphasis in molecular and cell biology and related applications preferred.
5+ years of demonstrated success managing complex, solution oriented sales process within the life sciences industry.
Competencies with all aspects of strategic selling and large account management.
Skills, Abilities, and Competencies:
Demonstrated success leading dynamic major account sales processes with capital sales ranging from $300k to several million dollars, which includes reagents and consumables.
Accomplished with the management of a complex sales process including territory planning and prospecting, discovery, analysis, solution design, presentation, negotiating and closing.
Proficient communicator – strong listening, verbal and written communication skills.
Passion for discovering/developing solutions for complex, process problems faced by biotech clients.
Proven track record successfully managing teams in new and established accounts. Strong relationship management skills.
Works well with management, peers and subordinates. Proven team player.
Ability to travel as needed.
Strong customer service orientation. Responsive to the needs of others.
Proficient in the usage of Microsoft Office and CRM software (SalesForce.com)