Account Manager

Malvern Panalytical; Richmond (VA); On-site; USD 90,000 - 130,000; Full time

Job summary

Malvern Panalytical is seeking an Account Manager to drive growth across the Delaware, Maryland, Virginia, and DC territory. This field-based role involves selling scientific capital equipment to government labs, academia, pharma, and industrial customers while managing the full sales cycle.

You will develop strategic plans, build lasting customer relationships, and collaborate with inside sales, marketing, and technical teams to maximize growth.

Qualifications

• Bachelor's degree in a scientific field or related discipline.
• 3–5 years of sales experience, preferably selling scientific capital equipment.
• Proven ability to generate new business and build customer relationships.
• Experience managing a sales pipeline and CRM records.
• Strong communication and presentation skills with diverse customers.
• Ability to travel extensively across the territory.

Responsibilities

• Drive sales growth of core capital equipment products throughout the territory.
• Develop and execute strategic territory plans to identify and secure new opportunities.
• Manage full sales cycle from prospecting to closing.
• Build relationships with government, academia, pharma, and industry customers.
• Collaborate with inside sales, marketing, and tech support to maximize engagement.
• Promote aftermarket products, including services and consumables.
• Maintain accurate pipelines, forecasts, and activity in Salesforce.
• Travel up to four days per week to customer sites.

Skills

Relationship building

Sales

CRM Salesforce

Presentations

Communication

Travel readiness

Education

Bachelor's degree in Chemistry/Physics/Biology

Tools

Salesforce

Job description

Job Title

Account Manager

Location

Delaware, Maryland, Virginia & District of Columbia Territory, USA

Remote

Travel 4 days a week to customer sites

About the Role

Are you passionate about science and driven by building customer relationships? We are seeking a motivated Account Manager to drive growth across a diverse territory covering Delaware, Maryland, Virginia, and the District of Columbia. In this field-based role, you will be responsible for selling scientific capital equipment to customers across government laboratories, academic institutions, pharmaceutical organizations, advanced manufacturing companies, metals and mining operations, and other industrial markets.

This is an exciting opportunity for a proactive sales professional with a scientific background and a strong hunter mentality. You'll have the freedom to develop new business opportunities, manage the complete sales cycle, and help customers solve complex analytical challenges using industry-leading technologies.

Responsibilities

• Drive sales growth of core capital equipment products throughout the assigned territory.
• Develop and execute strategic territory plans to identify and secure new business opportunities.
• Manage the full sales cycle from prospecting and qualification through quotation, negotiation, and closing.
• Build strong relationships with customers across government, academic, pharmaceutical, manufacturing, and industrial sectors.
• Partner closely with inside sales, marketing, and technical support teams to maximize customer engagement and business growth.
• Promote aftermarket products and services, including accessories, consumables, and service contracts.
• Maintain accurate opportunity pipelines, forecasts, and customer activity records within Salesforce.com.
• Travel throughout the territory up to four days per week to support customer meetings, demonstrations, and business development activities.

Qualifications

• Bachelor's degree in Chemistry, Biology, Biochemistry, Physics, or a related scientific discipline.
• 3-5 years of sales experience, preferably selling scientific capital equipment or analytical instrumentation.
• Proven ability to generate new business opportunities and develop customer relationships independently.
• Experience managing a sales pipeline and maintaining CRM records using Salesforce.com or a similar platform.
• Strong communication and presentation skills with the ability to engage a diverse customer base.
• Demonstrated ability to manage a large geographic territory effectively.
• Ability and willingness to travel extensively throughout the assigned region.

Nice to Have

• Experience selling analytical instrumentation, laboratory equipment, or other scientific capital equipment.
• Experience working with government laboratories, universities, pharmaceutical companies, or industrial manufacturing customers.
• Knowledge of material characterization, chemical analysis, or related scientific applications.
• Experience managing complex, consultative sales cycles.

Why You Should Join Malvern Panalytical

Represent market-leading scientific technologies that help customers solve real-world challenges.

Enjoy a highly autonomous role with the opportunity to make a direct impact on business growth.

Collaborate with experienced sales, marketing, and technical specialists across a global organization.

Develop your career within a company that values innovation, scientific excellence, and customer success.

Join a purpose-driven organization helping create a cleaner, healthier, and more productive world.

Be part of a culture that encourages learning, development, and professional growth.

#LI-DB1

We provide market-leading, material characterization technologies for the world's most innovative companies, academic institutions, and government laboratories in the analytics of advanced materials.

We support our customers through their biggest challenges, from developing lifesaving vaccines to sustainable fuels. We wake up every day to delight our customers through innovation, high-quality solutions and workflows, and excellence in customer satisfaction.

We are a recognized leader for quality and insights in material characterization; winning customers with performance and keeping them with service. With more than 2,000 employees operating in over 20 countries across the world, and R&D sites in North America, Europe and Asia. We are part of Spectris, a company which combines precision with purpose to equip customers to solve some of their greatest challenges to make the world cleaner, healthier and more productive. In 2025, Spectris acquired Micromeritics as part of Malvern Panalytical.