Account Manager - DE/MD/WV/DC

BUCHI Account Manager (AM) or Laboratory Sales Representative (LSR) Job Description:

Summary

As a key member of the BUCHI US/CAN Team, a leading solution provider in laboratory technology for R&D, quality control and production worldwide, the Account Manager (AM) has the primary responsibility of providing direct sales efforts, as well as efforts through distribution partners, for all products across the territory.

The Account Manager will liaise with corporate headquarters in the USA, provide technical sales solutions for all product sets, as well as post-sales support to their installed customer base and other defined activities. The Amount Manager will report to the Area Business Manager - East Region.

Territory

· Delaware, Maryland, D.C., and West Virginia

Ideal candidates should be based in Wilmington, Delaware or Baltimore, Maryland.

Specific Responsibilities

· Actively generate new leads and opportunities through cold calling and attending local and National tradeshows.

· Become technically proficient on all assigned products and perform on-site demonstrations of assigned products when required.

· Create and maintain good communications between current and prospective customers, field sales force, marketing and service teams, and corporate headquarters personnel.

· Develop and implement a strategic account sales strategy designed to increase penetration of the company’s products.

· Work with Team Leader, Field Application Specialist and BDM in the field.

· Build and maintain close relationships with colleagues throughout the Group.

· Observe developments in the marketplace (products, competition) and proactively inform colleagues and management.

· Ensure sufficient presence in the territory and for that travel will be required as needed, mostly within assigned territory.

· Maintain expenses for travel, tradeshows, marketing programs and seminars within assigned territory guidelines.

· Effectively utilize monthly sales reports to communicate territory status, forecasting and lost orders.

· Utilize company’s established CRM to create and update contact information, leads and opportunities.

· Follow established sales policies.

· Maintain knowledge of applications and markets for assigned products through participation in local user groups, subscription to trade journals, independent research, etc.

· Conduct business in a professional manner via phone, email, and in person.

· Multi-task to ensure that all contacts are replied to in 24 hours or less.

· Capture all contacts, activities, and opportunities in the CRM system to leverage marketing and sales efforts.

· Effectively communicate complex technical information in an accessible manner to non-technical personnel.

· Function as a back-up resource for select other sales territories, as needed.

· Be available to travel approximately up to 60%, including occasional international travel.

· Attain annual assigned sales targets.

· Other responsibilities as described by Manager.

Minimum Requirements

· BS degree in Chemistry or related science

· 3+ years sales work experience (preferably scientific sales)

· 2+ years with Analytical Instrumentation

· Strong organizational/time management skills

· Effective interpersonal skills

· High functional level in MS-Office programs, especially Excel, PowerPoint, and Word

· Previous experience with CRM software

· Previous experience with chromatography and/or food analysis techniques

· Preference to candidates already familiar with target accounts