Territory Account Manager

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

📋 Description

• Formulate and implement a well-defined territory strategy by categorizing accounts, prioritizing opportunities based on potential, and organizing routes, customer engagement, and activities throughout the designated region.

• Take ownership of sales and account development within the territory.

• Increase product adoption, users, and purchasing platforms to enhance share of wallet.

• Establish and nurture relationships with bench scientists, lab managers, principal investigators, and procurement stakeholders.

• Cultivate advocates across various stakeholders within each account.

• Handle a high-volume pipeline consisting of numerous smaller, frequent transactions.

• Provide accurate forecasts and track usage patterns and reorder cycles to avoid churn and pinpoint upsell opportunities.

• Conduct product trials and competitive conversions.

• Collaborate with technical support, marketing, customer service, channel partners, and supply chain to enhance customer outcomes and drive revenue growth.

• Achieve quarterly consumables revenue targets.

• Report to the Sales Director as a member of the EMEA Commercial team.

⛳️ Requirements

• Bachelor’s degree in life science or a related field.

• Over 3 years of experience in sales or account management across academic, biotech, and industry accounts.

• In-depth knowledge of relevant laboratory workflows and applications, including antibodies, kits, and assays.

• Ability to discuss data and assay performance utilizing a consultative selling approach.

• Demonstrated success in selling consumables or reagents to life-science laboratories.

• Consistent achievement of quota and evidence of top-quartile performance or equivalent recognition.

• Strong skills in territory management, organization, and negotiation.

• Experience managing numerous smaller accounts, volume commitments, discounts, and competitive displacements.

• Experience collaborating with large channel partners.

• Possess a growth mindset, resilience, and self-direction.

• Capacity to manage a quota with minimal day-to-day supervision.

• Willingness to travel consistently within the defined territory, completing around 20 face-to-face customer visits per week.

• Valid driver’s license.

• Reside within the territory with practical access to customer accounts.

• PhD or MS in a life-science field is preferred.

• Understanding of the funding landscape, including grant cycles, biotech financing, and industry budget timing.

• Familiarity with buying centers such as principal investigators, lab managers, core facilities, and procurement.

🏝️ Benefits

• Flexible, remote working arrangements for eligible roles.

• Remote work option that allows for working from home.