Territory Account Manager

Danaher Corporation; San Diego (CA); Remote; USD 100,000 - 125,000; Full time

Benefits offered by this job

Paid time off

Medical/dental/vision insurance

401(k)

Job summary

Abcam, a Danaher operating company, seeks a Territory Account Manager to drive sales and account growth across a defined geographic territory in the Americas. You'll manage academic, biotech and industry accounts, expanding product adoption and user reach while maintaining a high-volume pipeline.

You’ll report to the Sales Director within the Americas Commercial team, working remotely to cover accounts in San Diego, CA. A life sciences background and proven quota attainment are essential.

Qualifications

• Bachelor’s degree in life science or related discipline.
• 3+ years of sales or account-management experience across academic, biotech and industry accounts.
• Strong knowledge of laboratory workflows and applications; ability to discuss data and assay performance.
• Proven success selling consumables or reagents into life-science labs with quota attainment.
• Strong territory-management, organizational and negotiation skills, with channel partner experience.

Responsibilities

• Develop and execute a clear territory strategy by segmenting accounts and planning routes.
• Own sales and account growth across the territory and expand product adoption and buying platforms.
• Build relationships with bench scientists, lab managers, principal investigators and procurement stakeholders.
• Manage a high-volume pipeline; forecast accurately and monitor usage and reorder cycles.
• Collaborate cross-functionally with support, marketing, customer service and supply chain to drive revenue growth.

Skills

Sales/account management

Territory management

Consultative selling

Negotiation

Quota attainment

Education

Bachelor’s degree in life science or related

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 Syste m 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 Americas Commercial team, working remotely to cover accounts in San Diego, CA.

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, completing approximately 20 face-to-face customer visits per week

• 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

Abcam, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.

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.

The salary range for this role is $100,000- $125,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

The U.S. EEO posters are available here (http://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) .

For candidates who are based outside of New York City or who are applying for roles outside of New York City, for more information about conditions of any job offer please click here (https://jobs.danaher.com/global/en/notice-to-us-candidates-based-in/applying-for-roles-outside-nyc) .

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact:1-202-419-7762 or [e-mail].