Territory Account Manager

Danaher Corporation; Düsseldorf; Remote; EUR 65,000 - 90,000; Full time

Benefits offered by this job

Remote work eligibility

Job summary

Abcam, part of Danaher’s family, seeks a Territory Account Manager to drive sales and account growth across Germany within the EMEA Sales team. You will expand product adoption, engage bench scientists and procurement, and manage a high-volume pipeline while coordinating with cross-functional teams to meet quarterly revenue targets.

The role reports to the Sales Director in the EMEA Commercial team and offers remote work across Germany with travel within the territory as needed.

Qualifications

• Bachelor’s degree in life science or related discipline.
• Proven track record in sales or account-management across academic, biotech and industry accounts.
• Strong knowledge of lab workflows, antibodies, kits and assays with consultative selling.
• Proven success selling consumables or reagents into life-science labs with quota attainment.
• Strong territory-management, organizational and negotiation skills; experience with channel partners.

Responsibilities

• Develop and execute a clear territory strategy across accounts within the defined geography.
• Own sales and account growth, expanding product adoption and buying platforms.
• Build relationships with bench scientists, lab managers, PIs and procurement stakeholders.
• Manage a high-volume pipeline; forecast accurately and monitor usage and reorder cycles to prevent churn.
• Run product trials and competitive conversions; collaborate with support, marketing, CS, channel partners and supply chain.

Skills

Territory management

Account management

Sales

Negotiation

Forecasting

Stakeholder management

Relationship building

Pipeline management

Education

Bachelor’s degree in life science or related discipline

PhD or MS in life-science field (preferred)

Job description

Bring more to life.

Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

At Abcam, one of Danaher’s (https://danaher.com/our-businesses) 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact.

You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life.

Progress happens together

At Abcam, we believe the scientific community goes further, faster when we go there together. That’s why we work with life scientists to provide biological reagents and solutions that enable faster breakthroughs in critical areas like cancer, neurological disorders, infectious diseases and metabolic disorders. Our talented team of over 1'400 colleagues worldwide is our greatest asset. By applying our expertise and pushing boundaries, together we strive to better serve our customers, strengthen our impact across our industry, and ultimately our positive impact on society.

Learn about the Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) which makes everything possible.

The Territory Account Manager owns sales and account growth across a defined geographic territory, managing a mix of academic, biotech and industry accounts within a clear and accessible territory range. The role will be accountable for expanding product adoption, grow the number of users and buying platforms within accounts, and deliver quarterly consumables revenue targets. The Territory Account Manager builds relationships with bench scientists, lab managers, principal investigators and procurement stakeholders, while maintaining a high-volume pipeline and proactively managing usage, reorder cycles, churn risk and upsell opportunities.

This position reports to the Sales Director and is part of the EMEA Commercial team, working remotely to cover accounts in the Germany.

In this role, you will have the opportunity to:

• Develop and execute a clear territory strategy by segmenting accounts, prioritizing opportunities by potential, and planning routes, customer time and activity across the assigned geography

• Own sales and account growth across the territory, targeting accounts with defined revenue potential and expanding product adoption, users and buying platforms to increase share of wallet

• Build relationships with bench scientists, lab managers, principal investigators and procurement stakeholders; develop champions across multiple stakeholders within each account

• Manage a high-volume pipeline of smaller, frequent transactions; forecast accurately and monitor usage patterns and reorder cycles to prevent churn and identify upsell opportunities

• Run product trials and competitive conversions, and collaborate cross-functionally with technical support, marketing, customer service, channel partners and supply chain to support customer outcomes and revenue growth

The essential requirements of the job include:

• Bachelor’s degree in life science or a related discipline, with 3+ years of sales or account-management experience across academic, biotech and industry accounts

• Strong knowledge of relevant laboratory workflows and applications, including antibodies, kits and assays, with the ability to discuss data and assay performance through a consultative selling approach

• Proven success selling consumables or reagents into life-science laboratories, with consistent quota attainment and evidence of top-quartile performance or equivalent recognition

• Strong territory-management, organizational and negotiation skills, including managing many smaller accounts, volume commitments, discounts and competitive displacements; experience partnering with large channel partners

• Growth mindset, resilience and self-direction, with the ability to manage a quota with limited day-to-day supervision

Travel, Motor Vehicle Record & Physical/Environment Requirements:

• Ability to travel consistently within the defined territory. Ideally based in Dusseldorf covering accounts in (but not limited to) Dusseldorf, Cologne, Bonn, Frankfurt.

• Hold a valid driver’s license and live within the territory with practical access to customer accounts.

It would be a plus if you also possess previous experience in:

• PhD or MS in a life-science field is preferred

• Knowledge of the funding landscape, including grant cycles, biotech financing and industry budget timing, together with understanding of buying centers such as principal investigators, lab managers, core facilities and procurement

At Abcam we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team.

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Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit www.danaher.com .