Account Manager

Our client, a manufacturer of biological decontamination systems, are seeking an Account Manager to be responsible for the life sciences sector.

Area to be covered is Scotland.

Applicants must have three years’ experience selling capital equipment into laboratories. A science degree is desirable.

Responsibilities:

Daily direct selling on defined territory for the product portfolio, with a mix of cold calling and appointments.

To meet or exceed agreed sales targets by sustaining the current level of business with existing customers and identifying new sales opportunities in order to increase levels of business activity and revenue.

Profiling of key accounts identified within territory, information gathering and qualification of the key end users (purchasing, safety officers, lab managers, contract managers, projects managers etc) leading to SWOT analyses of accounts.

Management of all aspects of account, including customer sales and liaison with the Project Manager to ensure a complete solution is offered. The Sales Manager is the main interface between the Company and the customer. A considerable level of commercial astuteness and sales expertise is required for effective negotiation. Feedback and follow up, to both customer and Company is extremely important in helping to establish long term relationships with each account.

Exhibition/conference attendance, organization of seminars, demonstrations

Weekly call plan submission and effective diary management.

To ensure the CRM data is entered accurately and kept up to date after every call or customer communication.

Monthly forecast of orders to be received during the coming month to Line Manager by first of month.

Arrange for Project Manager to liaise with facilities/estates and end users regarding projects

Arrange Site surveys/audits for products and services

Key skills required for the position:

Successful track record of selling capital products with a consultative approach

Proficient in dealing with complex sales cycles

Ability to take a tenacious approach in ensuring that realistic customer requirements are met

Effective organization and planning skills.

Excellent interpersonal and communication skills & feels comfortable interacting with customers on a high level.

Must be proactive, have a flair for developing customer relationships and a determination to succeed

Willingness to travel extensively

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