Regional Account Manager

Organization
NanoString Technologies
Job Location
--
Dublin --
Ireland
Salary
Competitive
Benefits

Comprehensive

Job Description

As the center of the NanoString Commercial Operating System, a successful Regional Account Manager will provide strategic direction and tactical focus within the assigned territory. Clear strategic intentions convey the local team's purpose making it clear how everyone can contribute and "make their mark" to meet and beat quota. The Regional Account Manager is responsible for identifying and establishing relationships with new customer accounts for the sale of capital equipment and pilot projects leading to instrument sales. The RAM will work closely with the Life Sciences commercial teams including Field Application Scientists, Regional Project Specialists, Regional Marketing and Inside Sales to ensure successful partnering to achieve territory revenue goals. 

Territory: All UK and Ireland with exception of London and Cambridge.

Essential Duties:

  • Establish relationships with new accounts and secure sales with new customers that achieve assigned sales quotas including monthly and quarterly linearity targets.
  • Drive the entire capital equipment sales cycle from initial customer engagement to closed sales including pilot projects.
  • Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking and partnering with FAS and ISR.
  • Partner with RPS to identify large CodeSet customers as prospects for additional instrument sales into existing installed account.
  • Qualify prospects against company criteria for ideal customers and sales stage gating.
  • Consult with prospect about business challenges and requirements, as well as the range of options and value proposition of each.
  • Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
  • Identify and present to key decision makers including senior executives and managers.
  • Work with technical support and marketing product specialists where required to address customer requirements.
  • Develop and maintain territory plans with the RPS, FAS and ISR, which outline how sales targets will be met on an ongoing basis.
  • Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
  • Highly effective CRM management including detailed notes on prospect and customer interactions and funnel management to enable forecasts on best case and most likely sales revenue for current and next quarter.
  • Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers (i.e. cell sorting and quality antibodies).
  • Partner with Marketing to plan and execute lead generation campaigns.
  • Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
  • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
  • Identify sales support requirements and work with marketing to develop improved sales tools.
  • Be a positive representative of the company and its brand in the marketplace.
  • Conduct all sales activities with the highest degree of professionalism and integrity.
Requirements
  • Bachelor’s degree in a science or technical field required. Genetics, molecular biology, chemistry strongly preferred.
  • M.S. degree in molecular biology or a related field a strong plus.
  • 2-4 years of successful sales experience with a technical life science product preferred.
  • Solid fundamental understanding of genetics.
  • Demonstrated ability to quickly grasp and master highly technical concepts and articulate them well to others.
  • Outstanding listening, verbal, presentation, and written communication skills.
  • Strong interpersonal skills with the ability to communicate effectively with a wide range of customer personality types. Ability to work well with highly educated research scientist customers.
  • Strong ability to identify customer needs, obstacles to the sales process, and solutions using NanoString products.
  • Proficient with Microsoft Office (Outlook, Excel, Word, PowerPoint)
  • Experience working with Microsoft Dynamics or a similar CRM database a plus.
  • Strong business sense, instinct, and personal drive.
  • Team goal oriented with a focus on achieving team sales performance metrics through personal contribution and teamwork
About Our Organization

NanoString Technologies is a publicly held provider of life science tools for translational research and molecular diagnostics. The company's technology enables a wide variety of basic research, translational medicine and in vitro diagnostics applications.

NanoString's products are based on a novel digital molecular barcoding technology invented at the Institute for Systems Biology (ISB) in Seattle under direction of Dr. Leroy Hood. The company was founded in 2003 with an exclusive license to develop and market the technology. In 2008, NanoString launched its first commercial instrument system and began international sales operations with its first multiplexed assays for gene expression analysis. In 2010, the company launched new applications for the system to support microRNA analysis and copy number variation detection, and in 2013 launched Prosigna®, its first in vitro diagnostic product for prognosis of early stage breast cancer.

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