Account Executive

Position Description

Account Executive, Life Sciences - DAYTON OHIO - First few months on site then transition to Hybrid.

Reports to: Sales Manager

Salary $80k +uncapped commission ( $120k )

Position Summary and Objective

This position is responsible for driving profitable organic growth across existing customer base while developing new target accounts. The Account Executive owns the full sales process, from lead generation and account development through proposal, close, implementation, and continued relationship growth.

The objective is achieved by:

1. Developing significant new business within existing accounts through deep and broad

customer relationships

2. Building relationships with new target accounts and key decision makers

3. Developing and executing strategic territory and account plans

4. Leveraging consultative and value based selling strategies

5. Owning and actively nurturing a qualified sales pipeline within the company CRM

6. Using sales sequences, structured follow up, and Revenue Operations tools to maximize

outreach and customer engagement

7. Identifying opportunities to cross sell adjacent products and services across the

portfolio of brands

8. Providing insight into customer needs, market trends, competitive activity, and emerging

opportunities

Revenue growth and customer satisfaction are achieved by working closely with sales, marketing, operations, customer service, technical support, and other resources in line with company's vision and values.

Expectations

A. Account Growth and Relationship Development

Develop business and high level relationships within the current customer base and new target

accounts to generate qualified opportunities, proposals, and profitable sales.

B. Pipeline Ownership and Revenue Operations Execution

Own and actively manage the sales pipeline within the company CRM. Maintain accurate opportunity

stages, values, close dates, next steps, customer activity, and forecasts. Use sequences and other

Revenue Operations tools to create consistent outreach, improve follow up, and move opportunities

through the sales process.

Portfolio Expansion

Understand the broader product and service portfolio and identify opportunities to

introduce adjacent solutions that address additional customer needs. Coordinate with the appropriate companies and subject matter experts to deliver a unified customer experience.

D. Market Development

Identify market trends, customer needs, competitive activity, and product opportunities that support overall sales and marketing strategies.

E. Team Selling

Demonstrate the ability to work effectively within a team selling environment and engage internal

resources at the appropriate stages of the sales process.

F. Continuous Improvement

Continually improve personal selling capabilities while demonstrating strong time management,

organization, follow through, and accountability.

Measurements

A. Revenue and Profitability

1. Total organic growth

2. Gross profit generated

3. Monthly, quarterly, and annual quota attainment

B. Account Development

1. Revenue growth within existing accounts

2. New relationships and decision makers developed within key accounts

3. New target accounts converted into active customers

4. Cross selling revenue generated across the portfolio

C. Pipeline Performance

1. Qualified pipeline created and maintained

2. Pipeline coverage against future sales targets

3. Opportunity progression and sales cycle management

4. Forecast accuracy

5. Percentage of leads and opportunities converted into sales

D. Revenue Operations Execution

1. Consistent and accurate CRM usage

2. Timely documentation of customer activity, next steps, and opportunity updates

3. Effective use of sales sequences and structured outreach campaigns

4. Outreach activity, response rates, meetings generated, and follow up completion

5. Weekly, monthly, and quarterly pipeline reporting

E. Customer Development

1. Customer retention and satisfaction

2. Expansion of relationships across departments, locations, and decision makers

3. Growth in the number of products and services purchased by each account

Summary of Responsibilities

A. Develop business and high level relationships within the current customer base

and new target accounts to generate proposals and close business.

1. Identify and build relationships with all relevant decision makers, influencers, technical

stakeholders, and purchasing contacts within each account.

2. Develop deep and broad relationships across customer departments and locations to reduce

reliance on a single contact and uncover additional opportunities.

3. Discover customer needs by using a consultative selling approach and asking thoughtful

questions about applications, requirements, challenges, priorities, and future plans.

4. Collaborate with internal resources to develop solutions that meet customer needs and support

profitable growth.

5. Prepare proposals and customer presentations, including pricing estimates, that demonstrate

an understanding of the customer’s needs, ATI’s history, market position, core competencies,

and organization.

6. Understand value proposition, the customer’s decision process, and the available budget

to close profitable sales.

7. Use strong communication, technical, presentation, and closing skills to present solutions and

secure new business.

8. Maintain regular personal contact with customers and prospects to ensure customer

satisfaction and company goals are met.

9. Nurture relationships after the initial sale and continuously pursue additional business with

each customer.

10. Implement and justify price increases through a clear and credible value proposition when

necessary.

11. Plan seminars and educational opportunities for customers and prospects, including topic

selection, coordination with marketing, targeted promotion, and attendance generation.

12. Spend approximately 75 percent of selling time expanding relationships and revenue within

existing customer accounts.

13. Spend approximately 25 percent of selling time developing new target accounts.

14. Achieve monthly, quarterly, and annual sales and gross profit quotas.

Own and actively manage the sales pipeline through the company CRM and

Revenue Operations process.

1. Treat the CRM as the primary source of truth for all customer activity, open opportunities,

pipeline value, next steps, and sales forecasts.

2. Enter all qualified opportunities into the CRM and maintain accurate stages, values, products,

expected close dates, contacts, notes, and next actions.

3. Update the CRM daily so management and support teams have an accurate view of customer

activity and pipeline health.

4. Personally own each opportunity from creation through close, ensuring that every active deal

has a clear strategy, next step, responsible party, and timing.

5. Proactively nurture opportunities through consistent outreach and meaningful follow up.

6. Use approved sales sequences, email templates, call campaigns, task queues, and other

Revenue Operations tools to maximize outreach across assigned accounts and target

markets.

7. Build focused prospecting lists and execute structured outreach campaigns in partnership with

Sales, Marketing, and Revenue Operations.

8. Use phone, email, virtual meetings, in person meetings, conferences, and digital engagement

to reach customers through multiple channels.

9. Review engagement data and sequence performance to improve messaging, targeting, timing,

and conversion.

10. Maintain sufficient pipeline coverage to support monthly, quarterly, and annual sales goals.

11. Identify stalled opportunities early and take action to reengage the customer, adjust the

strategy, or accurately update the forecast.

12. Provide timely and accurate weekly, monthly, quarterly, and annual forecasts.

13. Participate in regular pipeline reviews and clearly communicate deal status, customer needs,

risks, next steps, and support required.

14. Use CRM data and performance reporting to prioritize time and focus on the activities and

opportunities most likely to generate profitable growth.

C. Expand customer relationships through the broader CIMSense portfolio.

1. Develop a working knowledge of the products, services, and capabilities available across

our companies.

2. Look beyond the initial customer request to identify additional applications and unmet needs.

3. Introduce relevant adjacent solutions, including calibration services, temperature monitoring

products, data loggers, sensors, cloud connected monitoring, thermometers, storage

equipment, and transport solutions.

4. Position comany as a trusted resource capable of supporting a broad range of temperature

monitoring and Life Sciences applications.

5. Coordinate with the appropriate sales and technical resources when an opportunity

requires expertise from another company or product category.

6. Maintain ownership of the customer relationship while ensuring a smooth and coordinated

introduction to other resources.

7. Document cross selling opportunities in the CRM and actively manage them through the sales

process.

8. Share customer insights to support broader account development and

improve the total customer experience.

D. Identify market trends to assist in overall marketing and sales strategies.

1. Identify new product, service, and application opportunities within markets.

2. Provide ongoing insight into customer needs, purchasing behavior, industry trends, and market

conditions.

3. Assist in establishing and implementing sales strategies and provide practical input into

marketing programs.

4. Attend appropriate conferences, trade events, customer meetings, and networking events.

5. Maintain awareness of competitor products, positioning, pricing, strengths, and weaknesses.

6. Communicate market intelligence to Sales, Marketing, Product Management, and leadership.

7. Recommend outreach campaigns, educational content, and sales tools based on customer

feedback and market activity.

E. Demonstrate the ability to work within a team selling environment.

1. Assist in establishing and implementing sales and marketing strategies.

2. Coordinate and collaborate with internal resources to solve customer problems and advance

opportunities.

3. Act as the primary liaison between the customer and internal teams.

4. Engage technical, operational, customer service, marketing, and leadership resources at the

appropriate points in the sales process.

5. Adhere to company sales, pricing, service implementation, and customer support processes.

6. Communicate commitments clearly and ensure a smooth transition from sale through delivery

and implementation.

7. Share information openly and contribute to a positive, accountable, and results focused selling

culture.

F. Continually improve personal selling capabilities and utilize strong time

management and organizational skills.

1. Continuously learn and apply new and previously learned selling skills, strategies, and

techniques.

2. Develop and maintain a high level of product, market, customer, and industry knowledge.

3. Prioritize opportunities and follow through on commitments.

4. Successfully forecast sales and pipeline performance.

5. Create, implement, and achieve territory and strategic account plans.

6. Maintain and update the CRM daily.

7. Present progress during weekly, monthly, quarterly, and annual business reviews.

8. Use data to evaluate personal performance, identify gaps, and improve sales effectiveness.

9. Build a disciplined weekly schedule that balances account development, prospecting,

customer meetings, pipeline management, and follow up.

10. Maintain a consistent level of outreach that supports pipeline creation and long term territory

growth.

Qualifications

A four year STEM degree or equivalent combination of education and relevant experience is

preferred.

Work Experience

Two to three years of sales experience in account management, business development, Life

Sciences, or a technical selling environment.

Experience using a CRM to manage customer activity, opportunities, pipeline, and forecasts is

strongly preferred.

Experience using sales sequences, structured outreach tools, and digital selling methods is preferred.

Work Skills

1. Highly skilled in written and verbal communication.

2. Highly skilled in building and maintaining customer relationships.

3. Strong ability to negotiate, communicate, influence, counsel, and persuade.

4. Skilled in working with data, including compiling, comparing, reporting, analyzing, evaluating,

and coordinating information.

5. Able to work independently while contributing effectively within a team environment.

6. Adapts quickly to new technologies, systems, products, and market conditions.

7. Demonstrates strong consultative and value based selling skills.

8. Demonstrates disciplined CRM, pipeline management, and forecasting practices.

9. Comfortable using sales sequences and multiple communication channels to generate

customer engagement.

10. Strong time management, organization, and follow through.

11. Possesses strong technical and business acumen.

12. Strong presentation skills, particularly in a virtual environment.

13. Able to understand a broad product portfolio and connect customer needs with relevance.

Worker Traits

Persistent: Pushes toward an end result and keeps going when faced with obstacles.

Hungry: Wants to achieve more and actively looks for the next opportunity.

Enthusiastic: Brings high energy, optimism, and passion to the role.

Relationship Focused: Builds trust, maintains strong customer connections, and invests in

long term partnerships.

Accountable: Takes personal ownership of relationships, pipeline, forecasts, commitments,

and results.

Independent: Requires minimal direct supervision and is highly self sufficient.

Competitive: Plays by the rules while maintaining a strong desire to win.

Intuitive: Demonstrates strong judgment when assessing people, opportunities, and

situations.

Consultative: Acts as a trusted advisor and focuses on understanding the customer before

presenting a solution.

Factual: Uses objective information, customer insights, and data to guide decisions.

Experimental: Remains open to new ideas, messages, tools, and selling approaches.

Systematic: Works in an organized and disciplined manner.

Collaborative: Engages the right resources and works across our companies to deliver

the strongest customer solution.

Chally Profile: Relationship Solution Sales

All duties and responsibilities represent essential job functions and requirements and are subject ton possible modification to reasonably accommodate individuals with disabilities.

Nothing in this job description restricts management’s right to assign or reassign duties and

responsibilities to this position at any time.

Pay: $80,000.00 - $85,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person