Manager - Sales

Pace® Analytical Services; Bakersfield (CA); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Competitive salaries

Medical

Dental vision

401K retirement plan

Life insurance

Paid time off

Job summary

Pace® Analytical Services is seeking a senior account management leader to design and execute programs that maximize client value and revenue across our laboratory services. You will guide pricing, services, and policy decisions while supporting management staff with expert counsel.

The role requires directing a team, managing budgets, and ensuring regulatory compliance, with a focus on delivering superior customer outcomes and growth.

Qualifications

• Bachelor's degree in business administration, chemistry, operations, or a closely related field and five years sales experience.
• Two years of managerial experience.
• Valid Driver's License.
• Knowledge of account management principles and regulations.

Responsibilities

• Develop and implement account management programs, policies and procedures.
• Lead hiring, training and performance management of staff.
• Grow revenue by acquiring new business and adjusting pricing/surcharges.
• Oversee account management programs to achieve sales and operational goals.
• Ensure compliance with applicable laws and standards.

Skills

Account management

Staff supervision

Training others

Budget development

Client relations

Strategic planning

Presentations

Education

Bachelor's degree in business administration, chemistry, operations, or related field

Job description

Shift

M-F 8A to 5P or as-needed

Location: California area

Are you ready to work making the world a safer, healthier place? Join our mission to continuously move science forward; to innovate and advance all aspects of our business to improve the health and safety of our communities and lives.

Summary

Responsible for managing the development and implementation of account management programs, policies and procedures from a functional or technical perspective, including target customers, pricing, services and related areas for the team; provides advanced professional assistance to management staff in account management related matters; has overall responsibility of revenue for assigned laboratory.

Essential Functions

This class specification lists the major duties and requirements of the job and is not all-inclusive. Incumbent(s) may be expected to perform job-related duties other than those contained in this document and may be required to have specific job-related knowledge and skills.

• Manages staff including hiring, training, development and engagement of self and team members, evaluating performance, providing compensation recommendations, and performance management.
• Generates new business, increases wallet share, implements price increases and manages the application of surcharges to grow revenue for laboratory/service offering.
• Manages implementation and oversight of account management programs to achieve desired sales and operational results, aligns leadership and resources required, and ensure effective administration.
• Provides input and advice regarding developing and aligning strategies and programs to manage the account management programs, policies and procedures for the team.
• Manages and participates in operational, service, and account management reviews; assists with ensuring account management compliance with federal, state, local, and institutional standards, regulations and policies regarding fair practices to management staff in the handling of area related issues.
• Provides observations and recommendations to leadership for improvement of the organization's policies, procedures and practices on account management matters.
• Manages expectations of leaders, managers, staff and operations, facilitates communication on customer needs and business requirements, and establishes performance metrics.
• Resolves escalated, technical or sensitive account management problems or conflicts; works with internal groups or external agencies as needed and oversees the successful resolution.
• Manages the group or area budget including allocating resources and approving expenditures under control.
• Oversees or participates in special projects by identifying company, department, customer or service issues and priorities; communicates and coordinates and evaluates results.
• Maintains currency of account management regulations, industry trends, current practices, new developments, applicable laws, and related legislation.
• Contributes to the efficiency and effectiveness of the department's service to its customers by offering suggestions and directing or participating as an active member of a work team.
• Promotes and supports the overall mission of Pace Analytical by demonstrating courteous and cooperative behavior when interacting with customers and staff; acts in a manner that promotes a harmonious and effective workplace environment.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education And Experience

Bachelor's degree in business administration, chemistry, operations, or a closely related field; AND five (5) years of progressive sales experience, including two (2) years of managerial experience; OR an equivalent combination of education, training and experience.

Required Certificates, Licenses, And Registrations

Continued employment is contingent upon all required licenses and certificates being maintained in active status without suspension or revocation.

• Valid Driver's License.

Required Knowledge

Required Knowledge and Skills

• Comprehensive principles, practices and techniques of account management and operational areas.
• Understanding of the development and implementation of account management programs, policies and procedures.
• Principles and practices of developing teams, motivating employees and managing in a team environment.
• Basic principles and practices of budget development and administration.
• Applicable account management laws, codes and regulations.
• Computer applications and systems related to the work.
• Understanding and dealing with a variety of individuals from various socio-economic, ethnic and cultural backgrounds, occasionally where relations may be confrontational or strained.
• Principles and techniques of providing effective oral presentations.
• Principles and practices of program planning, development and evaluation.
• Principles and techniques of making effective oral presentations.
• Correct business English, including spelling, grammar and punctuation.

Required Skills

• Performing comprehensive professional-level account management duties in a variety of assigned areas.
• Overseeing and administering comprehensive and varied account management functions.
• Supervising and evaluating employees and providing related recommendations.
• Training others in policies and procedures related to the work.
• Applying more standard business and project management methodologies with a focus on implementing plans to achieve goals.
• Developing effective work teams and motivating individuals to meet goals and objectives and provide customer services in the most cost effective and efficient manner.
• Interpreting, applying and explaining applicable laws, codes and regulations.
• Providing consulting services to supervisors and staff.
• Preparing functionals reports, correspondence and other written materials.
• Using initiative and independent judgment within established organizational and department guidelines.
• Using tact, discretion and prudence in working with those contacted in the course of the work.
• Performing effective oral presentations to large and small groups across functional peers and the department.
• Contributing effectively to the accomplishment of team or work unit goals, objectives and activities.
• Establishing and maintaining effective working relationships with a variety of individuals contacted in the course of the work.

Physical/Mental Requirements

The physical demands described herein are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Mobility to work in an office setting, use standard office equipment and stamina to sit for extended periods of time; strength to lift and carry up to 10 pounds; vision to read printed materials and computer screens; and hearing and speech to communicate in person or over the telephone.

Working Environment

Work is performed in an office setting. Work is subject to travel.

Find Your Place at Pace - We need you - your curiosity, your talents, and your drive - to help us advance this important work.

Benefits

When you join Pace®, you commit to work that makes a positive impact on our communities and our world. We commit to supporting you with benefits and perks that make a positive impact on your life.

• competitive salaries
• medical
• dental vision
• 401K retirement savings plan (100% vested immediately in the employer match)
• life
• disability and voluntary benefits
• paid time off for holiday, sick and vacation days
• HSA
• wellness program
• flexible spending accounts
• tuition reimbursement
• Employee Assistance program
• parental leave
• optional legal coverage
• ID theft

Equal Opportunity Employer

Pace® provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, creed, color, religion, genetics, protected veteran status, national origin, sex, age, disability, marital status, sexual orientation, gender identity or expression, citizenship, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.