Account Executive

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Create and implement a detailed territory strategy aimed at meeting or surpassing growth objectives by marketing new Growth Direct™ instruments to both new and existing clients in the Midwest North American Region.

• Establish and sustain a strong pipeline of high-value capital equipment prospects through activities such as prospecting, account research, networking, referrals, and focused outreach.

• Negotiate and finalize high-value sales of capital equipment, including follow-on services and consumables.

• Expand and oversee the sales pipeline, focusing on over 30 accounts while accurately predicting customer progress and pending purchase orders with quarterly achievements.

• Lead intricate, consultative sales processes that involve technical, operational, financial, and executive stakeholders.

• Inform potential clients about Rapid Micro Biosystems, Growth Direct™ technology, and automated microbial quality control.

• Evaluate customer workflows, priorities, and goals to identify opportunities for automation, process enhancements, and wider adoption.

• Formulate and deliver financial and operational business cases, including return on investment models.

• Offer technical expertise during the sales process, qualify opportunities, assist in product selection, and coordinate after-sale services.

• Create strategies to enter new markets and boost the adoption of Growth Direct™ solutions.

• Maintain a consistent presence in the field throughout the territory.

• Cultivate customer relationships and promote additional instrument sales, expanded applications, system utilization, services, and consumables.

• Build connections with regional key opinion leaders.

• Sell to various stakeholders across quality control labs, manufacturing/operations, finance, and executive leadership.

• Guide clients through change management regarding automated microbial quality control workflows.

• Collaborate with Applications, Validation, and Services teams.

• Work together with Account Executives, Product Management, Applications, Validation, Service, and other stakeholders.

• Partner with commercial leadership and subject-matter experts on account strategies and client meetings.

• Share customer insights, market intelligence, competitive information, and successful sales techniques.

• Engage in sales training and enablement programs.

• Maintain Salesforce pipeline and activity logs, account plans, opportunity stages, next steps, customer interactions, projected close dates, and monthly expenses.

• Take part in forecasting meetings, leadership one-on-one calls, and team pipeline discussions.

• Provide insights into territory performance, pipeline status, risks, and required support.

⛳️ Requirements

• A minimum of 5 years of proven success in high-value capital sales (capital equipment), preferably in life sciences, pharmaceuticals, medical devices, or regulated industries.

• Experience in closing complex transactions with long sales cycles (6–18 months) and managing extensive pipelines of high-value prospects.

• Familiarity with selling in highly regulated, GMP environments.

• Proficient in Salesforce or similar CRM systems.

• Bachelor’s degree in a scientific discipline or equivalent experience in life sciences is preferred.

• An MBA, MSc, or advanced degree is preferred.

• Candidates lacking demonstrated experience in high-value capital sales will not be considered.

• Knowledge of the industrial microbiology laboratory (quality control) environment when selling capital equipment and associated disposables is advantageous.

• Willingness to travel up to 50% weekly to client sites.

• Quarterly to bi-annual travel to the Boston area for internal sales meetings and trade shows.

🏝️ Benefits

• Full-time regular employees are eligible for a comprehensive benefits package.

• Opportunities for cash incentives.

• Equity grants available.

• Competitive overall compensation package.

• Opportunities for career advancement and professional development.

• Sales training, enablement programs, and continuous development available.