Senior Sales Account Executive

Rapid Micro Biosystems; Lacaussade; À distance; EUR 70 000 - 90 000; Plein temps

Résumé du poste

A global healthcare solutions provider is seeking a Senior Sales Account Executive to drive sales revenue within the pharmaceutical and biotech sectors. This role requires strong negotiation skills, a technical background in consultative sales, and the ability to manage executive relationships. Candidates should have over 7 years of experience and a proven track record in sales, complemented by a willingness to travel extensively in the region.

Qualifications

• 7+ years of proven success in capital equipment or consultative sales in a technical/regulated environment.
• Knowledge of industrial microbiology lab (QC) environment while selling capital equipment and pull-through disposables is a plus.
• Consistent top-performer with a track record of exceeding quota in complex sales cycles.

Responsabilités

• Achieve territory growth plans in line with regional targets.
• Provide advanced technical expertise during all stages of the sales process.
• Lead customer meetings, executive briefings, and technical presentations.
• Engage key opinion leaders (KOLs) in the region.
• Navigate complex stakeholder environments across expert labs.

Connaissances

Deal Closure & Negotiation

Strategic Sales Relationship Management

Late-Stage Sales Execution

Technical & Solution Expertise

Executive Communication & Influence

Customer Responsiveness & Retention

Cross-Functional Collaboration

Time & Pipeline Management

Sales Strategy & Forecasting

ROI-Based & Value Selling

Market & Customer Insight

Emotional Intelligence & Negotiation Tact

Formation

BS/BA in science or related field

MBA, MSc, or advanced degree

Outils

Salesforce

Description du poste

Overview

Winning the race to bring new healthcare products safely to a waiting world drives Rapid Micro Biosystems (RMB). RMB combines robotics, AI, machine learning, imaging, microbiology, and more to reshape how urgently needed pharmaceuticals are made, tested, and released.

Careers at RMB are fast-moving with opportunities to advance in an inclusive environment where employees have resources and opportunities to hone their skills. You’ll do more, learn more, and have the ability to make a profound impact on our business.

Senior Sales Account Executive – Role

The Senior Sales Account Executive is a critical role driving sales revenue and growth within new and existing accounts. The successful candidate will promote RMB’s Growth Direct (GD), Growth Direct Rapid Sterility (GDRS), and automated quality control solution (capital equipment), along with GD consumables and validation services, to Pharmaceutical, Biologics, Biotechnical, Medical Device, and Personal Care Products companies in the assigned geography. The role moves opportunities through the sales cycle and collaborates with colleagues to execute growth plans at strategic accounts. The ideal candidate is a persuasive communicator, skilled negotiator, and strategic thinker who thrives in high-stakes environments and can influence executive-level stakeholders.

The Sr Sales Account Executive will report to and communicate weekly with the Director of Sales-EU. They will collaborate on sales activities with other sales team members, the field service and validation teams, and other internal stakeholders.

Essential Job Functions

• Achieve territory growth plans in line with regional targets.
• Partner with Support teams (Applications, Validation, & Services) to finalize technical and operational details required for deal closure and implementation readiness.
• Provide advanced technical expertise during all stages of the sales process to reinforce product value, address objections, and support customer decision-making.
• Lead customer meetings, executive briefings, and technical presentations to influence final purchasing decisions and accelerate the adoption of GD technology.
• Sustain and expand relationships with existing and new customers to support renewal and add-on sales across the customer’s network and global footprint.
• Engage key opinion leaders (KOLs) within the region to advocate for GD technology and support strategic positioning during late-stage sales efforts.
• Navigate complex stakeholder environments across QC labs, manufacturing/operations, regulatory affairs, and executive leadership to build consensus and remove roadblocks for PO generation.
• Travel within the region to customer sites; weekly travel may be required based on business needs.
• Complete administrative responsibilities including weekly activity reports, accurate forecasting, daily Salesforce updates, 1:1 leadership calls, team pipeline reviews, and expense management.

Competencies

• Deal Closure & Negotiation – Leads final-stage deal strategy; expertly navigates pricing, terms, and procurement to secure high-value contracts.
• Strategic Sales Relationship Management – Manages executive-level relationships within strategic accounts; drives expansion and renewal through trust and long-term value.
• Late-Stage Sales Execution – Owns the final phases of the sales cycle; coordinates internal resources and client stakeholders to accelerate decision-making and close timelines.
• Technical & Solution Expertise – Serves as a consultative expert; translates product capabilities into tailored solutions that address client pain points and business goals.
• Executive Communication & Influence – Crafts compelling narratives for C-level audiences; influences cross-functional decision-makers with clarity and confidence.
• Customer Responsiveness & Retention – Anticipates objections and proactively addresses concerns; ensures a seamless transition from sale to implementation to support long-term satisfaction.
• Cross-Functional Collaboration – Partners with legal, finance, product, and implementation teams to finalize deal terms and ensure delivery readiness.
• Time & Pipeline Management – Prioritizes high-probability opportunities; manages multiple concurrent deals with precision and urgency.
• Sales Strategy & Forecasting – Develops closing strategies aligned with territory goals; consistently meets or exceeds quota through disciplined execution.
• ROI-Based & Value Selling – Builds and adapts ROI models for late-stage buyers; presents confidently to procurement and finance stakeholders.
• Market & Customer Insight – Applies deep understanding of buyer behavior and competitive dynamics to position offerings for final decision-making.
• Emotional Intelligence & Negotiation Tact – Demonstrates high EQ in high-stakes conversations; manages pressure, ambiguity, and competing interests with professionalism.

Preparation, Knowledge, Skills & Abilities

• Education – BS/BA in science or related field; MBA, MSc, or advanced degree strongly preferred.
• Knowledge/Experience – 7+ years of proven success in capital equipment or consultative sales in a technical/regulated environment. Knowledge of industrial microbiology lab (QC) environment while selling capital equipment and pull-through disposables is a plus.
• CRM Tools – Expert-level use of Salesforce or equivalent; builds reports, dashboards, and forecasts.
• Track Record – Consistent top-performer with a track record of exceeding quota in complex sales cycles.

Working Conditions / Physical Demands

• 50-70% travel is expected to include visits to customer sites, trade shows, and relevant company meetings & workshops.

About Rapid Micro Biosystems

Rapid Micro Biosystems creates, sells, validates, and services innovative products for fast, accurate, and efficient detection of microbial contamination in the manufacture of pharmaceuticals, biologics, biotechnology products, medical devices, and personal care products. The Growth Direct system automates rapid compendial QC microbial testing to ensure data integrity, compliance, and operational efficiencies driven by rapid methods and automation. RMB is headquartered in Lexington, MA, with R&D and manufacturing in Lowell, MA, and field offices in Freising (Germany), Switzerland, and Singapore.

Equal Opportunity

Rapid Micro Biosystems is committed to the principle of equal employment opportunity. Applicants for employment and employees are reviewed on their individual qualifications for a position. Under no circumstances will RMB discriminate against qualified persons on the basis of race, color, religious creed, retaliation, national origin, ancestry, sexual orientation, gender identity, disability, mental illness, genetics, choice of health insurance, marital status, age, veteran status, or any other basis prohibited under applicable law.