• Senior Account Manager - Life Sciences (Perth based)

    Location AU-Perth
    Requisition ID
    2018-6825
    # of Openings
    1
    Category
    Sales
  • Overview

    A perfect opportunity for an experienced Account Manager who can work autonomously to support our Life Science customers in both WA and SA. You will be based in Perth reporting to the Regional Sales Manager in Melbourne with support from our Sales Specialists and Application Specialists.

     

    You will be responsible for: 

    • The sale of all core products within the Life Science Division
    • The design and successful implementation of a sales management plan
    • Exceeding customers needs and expectations in his/her defined territory
    • Meeting and exceeding sales targets

      

    Job Responsibilities

     
    SALES RESULTS

     

    • Is consistent in achieving 100% or better of sales targets per annum
    • Is consistent in achieving 100% of sales targets for consumables per annum (Includes GXD, LSD, QLB)
    • Is consistent in achieving sales targets in allocated focus products as per the LSG marketing plan

     

     SALES ACTIVITY

     

    • Achieves number of calls per day/week/month as directed by direct manager
    • Spends at least 75% of time out of office visiting current and prospective customers
    • Opportunity pipeline should be 3x times expected plan for each month
    • Manage SFDC regularly to ensure it is a true reflection of opportunities being worked on in the  This includes no overdue pipelines and pipeline average age not exceeding 300 days.
    • Develop and implement a strategic Territory Management Plan
    • Demonstrated competency in customer calls and follow up
    • Conducting talks/seminars/ demonstrations/presentations
    • Negotiates prices within agreed guidelines
    • Ensure quotations/tenders/ samples are provided in a timely manner
    • Demonstrate a good understanding of each customer and their business needs
    • Delivers required reports in a timely fashion
    • Attend all scheduled online training within the set deadlines.
    • Work closely with Capital sales specialist to help achieve mutually beneficial goals.

     

    SELLING SKILLS

     

    • Responsible for maintaining comprehensive, up-to-date customer records in SFDC database to at least the minimum specified requirements
    • Consistently demonstrates use of the Achieve Global or professional selling skills & systems in all sales calls
    • Good use of listening skills to understand customers’ need before introducing the right product(s)
    • Good use of feature/benefit selling, handling objections, pricing issues and closing
    • Maximise profit margins by up-selling other related products
    • Utilise Blue Sheet and Gold sheet where appropriate, with a focus on key accounts and Key Opinion Leaders
    • Always maintain the highest standard of compliance and ethics in all business transactions to maintain the good reputation of Bio-Rad.

     

    PRODUCT KNOWLEDGE

     

    • Obtains required knowledge in all responsible product areas based on product knowledge map the first 12 months

     

    INTERPERSONAL / ORGANISATIONAL / COMMUNICATION

     

    • Demonstrates mentoring and coaching of other Account Managers
    • Is able to take a leadership role on projects or Business Review Meetings
    • Maintains a positive attitude and is persistent in desire to succeed
    • Displays strong initiative and follows up with a sense of urgency
    • Personal appearance reflects professionalism and Bio-Rad company policy
    • Company assets is always well maintained and accounted for.
    • Maintains positive relations with internal Bio-Rad support staff
    • Motivated to win
    • Desire & focus on continuous learning

     

      

    Skills, Knowledge and Abilities (SKA):

     

    Essential

    • Excellent verbal and written communication skills
    • Good organisation and planning skills
    • Demonstrated initiative and proactive approach/ results driven
    • Excellent negotiation skills
    • High level computer literacy and extensive software usage
    • Excellent problem solving skills
    • Current driver’s license
    • Demonstrated ability to work successfully in a team
    • Proven ability to work under pressure
    • Persistence & perseverance

     

     

    Education

    Essential

    Tertiary qualifications (BSc) preferably with Life Science research experience

     

    Desirable:

    Marketing / Business qualifications Membership of relevant associations and learned societies

     

     

    Experience:

    Essential:

    At least two years relevant laboratory experience involving both Molecular Biology and Protein chemistry
    Minimum 6 years previous sales/marketing experience in the Life Science/biotech Industry

     

     

     

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