Job Description

Position Summary

The Account Manager III will be responsible for managing an assigned territory and accounts in Ohio and Michigan for three product lines including the Toxicology Drugs of Abuse products, the BRAHMS PCT reagents and capital equipment and the Clinical Chemistry quality control MAS, Lab Link xL, ISD/TDM product lines. This role requires focus on the delivery of customer support and satisfaction and manages the assigned territory/customers as a business with responsibility for profit and revenue growth.

Summary of essential job functions

* Responsible for direct sales of the companys products into a specified geographic area and effectively manage all stages of sales cycle.
* Apply working knowledge of Professional, Consultative, and Strategic Selling skills to develop incremental business in existing accounts and conduct cold calls to develop new accounts.
* Develops a business plan for each major account; monitors and reports progress regularly and advises Sales Manager of results.
* Work effectively with distribution channels that support the business in addition to direct sales.
* Establish customer pricing within defined ranges, providing price quotations and assist in preparing Bid documents, processes specifications, progress, and other reports.
* Maintain positive relationships with business unit personnel for service and/or technical support, marketing and client/customer purchasing agents.
* Assist in the forecasting and the projection of sales from new and existing customers for both reagents and instruments.
* Attend various trade shows and assist in booth staffing.
* Work extensively with SFDC (Salesforce.com) CRM to manage customer account base and Qualify sales leads, answer inquiries and maintain accurate records of activities using approved CRM software (Salesforce).
* Provide feedback and interact on a frequent basis with Sales Managers, Field Service, Customer service, Marketing, and finance.

Minimum Requirements/Qualifications:

* Bachelors degree or related experience in sales.
* Minimum 3-years successful role in field sales, preferable in diagnostic markets.
* Demonstrated ability to effectively negotiate resources and work with cross-functional teams.
* Ability to plan and execute activities with minimal direct supervision.
* Must provide detailed and timely reporting.
* Excellent organizational and multi-tasking skills.
* SalesForce.com experiences a plus.
* Detail-orientation, analytical approach, strong prioritization skills.
* Must have highest degree of professionalism and ethics.
* Must be proficient with MS office programs.
* Must be willing to travel up to 50%-75% of the time.

Non-Negotiable Hiring Criteria:

* Ability to travel without limitation.
* Excellent verbal and written communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications.
* Must possess a valid drivers license