Territory Account Manager

1000 Pacific Biosciences of California, Inc.; Tennessee; Hybrid; USD 93,000 - 140,000; Full time

Job summary

PacBio is seeking a Territory Account Manager in the United States to drive revenue from sequencing instruments and consumables within the defined territory. You will exceed sales objectives, qualify opportunities, and develop territory plans with cross-functional teams.

The role requires a scientific/technical degree, proven capital equipment and territory management experience, and the ability to travel at least 50%.

Qualifications

• Scientific or technical degree is required.
• Significant capital equipment sales and territory management experience is required.
• Minimum 3 years' direct sales experience in life sciences/clinical research markets.

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 future opportunities to ensure territory growth.
• Qualify and develop opportunities within the territory while utilizing account management and relationship-building skills.
• 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 to communicate product capabilities and advantages to customers.
• Utilize a CRM system for pipeline management, forecasting, and communication with field and internal personnel.

Skills

Capital equipment sales

Territory management

Life sciences sales

Complex sales

Technical sales presentations

Interpersonal communication

Remote work & travel coordination

Education

Scientific or technical degree

Job description

Territory Account Manager PacBio

Territory Account Manager 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 3years 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.

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.

#LI-Remote Salary Range: $93,400.00 - $140,000.00

At PacBio, we’re all on a mission to enable the promise of genomics to better human health. It’s what fuels us every day. Our team is passionate about catalyzing scientists pursuing biological discoveries, and we’re looking for exceptional individuals like you to join us. If you’re interested at being at the intersection where health and technology come together, then consider joining our team. We look forward to meeting you.

CORE VALUES

• BE CURIOUS. Our future depends on it.
• DELIGHT OUR CUSTOMERS. We strive to get it right every time.
• TAKE ACTION. We move fast and take calculated risks.
• EXECUTION MATTERS. Our customers rely on us.
• WORK TOGETHER. We care deeply about each other.