Territory Account Manager

PacBio; Knoxville (TN); Hybrid; USD 93,000 - 140,000; Full time

Job summary

PacBio, a premier life science technology company, seeks a Territory Sales Manager to drive revenue for instruments and consumables in the defined US territory. The candidate will exceed sales targets, qualify new opportunities, and build pipelines while coordinating field teams and partnering with internal staff.

The role requires a scientific or technical degree, 3+ years in life sciences/clinical research sales, and the ability to influence decisions in complex organizations.

Qualifications

• Scientific or technical degree required.
• Significant capital equipment sales and territory management experience required.
• Minimum 3 years direct sales experience in life sciences/clinical research.
• Ability to influence buying decisions in complex organizations.
• Willingness to travel 50% and maintain a home office near a major airport.

Responsibilities

• Directly responsible for revenue from sales of PacBio instruments and consumables in the defined territory.
• Exceed annual and quarterly sales objectives while building a pipeline of opportunities.
• Qualify and develop new opportunities within the territory and grow the current customer base.
• Develop territory sales plans, coordinate field teams, and execute commercial strategies.
• Build relationships with key decision makers and economic buyers.
• Collaborate with internal teams to communicate product capabilities and advantages.

Skills

Territory sales

Account management

Stakeholder engagement

Technical selling

Negotiation

Education

Scientific or technical degree

Tools

CRM system

Job description

PacBio (NASDAQ PACB) is a premier life science technology company that designs, develops, and manufactures advanced sequencing solutions to help scientists and clinical researchers resolve genetically complex problems. Our mission is to enable the promise of genomics to better human health. Genomics is core to all biological processes, and our advanced genomics tools provide scientists and clinical researchers the insights to better understand biology and health. We are now entering the century of biology and genomics is at the heart of the next revolution. Become part of the new paradigm in gene sequencing and help shape the future of genomic study by joining the PacBio team.

Responsibilities

• Directly responsible for revenue from sales of PacBio instruments and consumables in the defined territory.
• Exceed annual and quarterly sales objectives while building a sufficient pipeline of future opportunities to ensure ongoing territory growth.
• Qualify and develop new opportunities within the territory while utilizing account management and relationship building skills to cultivate the existing customer base.
• Develop territory specific sales plans, coordinate field teams, and execute strategies to achieve commercial objectives.
• Establish and build relationships with key decision makers and economic buyers.
• Work cooperatively with various departments within the organization to ensure that product capabilities, advantages, and advancements are effectively communicated to the customer base.
• Utilize a CRM system according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal personnel.

Required Qualifications

• Scientific or technical degree is required.
• Significant capital equipment sales and territory management experience is required.
• Minimum 3 years or equivalent direct sales experience selling into the life sciences and/or clinical research markets required.
• Understanding of complex sales and purchasing processes.
• Ability to influence customer buying decisions and navigate high value orders through complex organizations.
• Competitive nature and proven track record of consistent sales achievement and territory growth.
• Demonstrated ability to prepare for and deliver effective technical sales presentations.
• Excellent interpersonal, written, and verbal communication skills.
• Role will require a home office and 50% travel at a minimum.
• Home office must be within proximity to a major airport.

Preferred Experience

• Advanced degree is preferred.
• Experience with genomics products preferred.
• Strong understanding of scientific applications and technology developments as they relate to customer requirements in target market segments.
• Ability to work both independently and cooperatively with others.
• Proficiency working at the highest levels within customer organizations is critical (President/CEO, CTO/CSO and CFO and other key influencers).
• Strong public speaking skills with the ability to handle objections and communicate both technical and business arguments.
• Highly networked with experience managing accounts in the defined geography strongly preferred.

Candidates must have current authorization to work in the United States without the need for present or future sponsorship.

You may be required from time to time to visit and work at PacBio locations and for such times as the Company considers necessary for the proper performance of your duties.

All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional tasks and responsibilities.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation.

Salary Range

$93,400.00 - $140,000.00

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All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation.