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Key Account Manager (NY, PA) - Life Sciences/Consumables

Country: United States
Type: Full Time
Experience: Experienced
Job Summary:
The Key Account Manager (KAM) is responsible for managing, protecting the base, and growing a network of customers within an assigned territory of accounts. This individual's focus will be two-fold; foster current customer relationships to maximize pull through, and develop new customer relationships to increase revenue generation across the install base. This individual works closely with the Life Sciences commercial teams including Regional Account Managers (RAM), Field Application Scientists (FAS) and other support functions to ensure successful partnering to achieve revenue goals.
Territory: Top Accounts in PA and NY (prefer you be based out of Greater NYC or Philadelphia)
Essential Duties:
Grow existing customer relationships and establish new customer relationships, within assigned accounts, to achieve consumables sales quotas, sales goals, and assigned targets.
Protect and grow the base by driving instrument pull through on the existing territory installed base, as well as identifying new instrument opportunities within assigned accounts.
Generate new consumables projects and expand existing customer projects to grow revenue, focused on "Whale Development" (projects > $25,000). Maintain expert domain knowledge on applications, new NanoString publications, and NanoString products in order to have maximum credibility and impact with assigned customers.
Utilize account strategy & selling skills to create a competitive advantage versus competitor offerings.
Engage the customers at all levels within the account to create Key Opinion Leaders (KOL's).
Regularly present to key decision makers and laboratory staff to drive awareness of NanoString products and applications. Partner with Marketing to generate awareness campaigns as needed.
Work with technical support and FAS, where required, to address customer project requirements. Rapidly handover standard requests for technical support to the FAS and internal technical support teams.
Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis. Maintain expert knowledge on consortia, opportunities presented by new grants, and other funding sources at the account level.
Develop and maintain key account plans (mapping) that identify opportunities for NanoString to deliver value, strategically position NanoString solutions, impact stakeholders, map out the buying processes, and forecast sales at the account level.
Highly effective CRM management including detailed notes on customer interactions and funnel management to enable forecasts on 'best case' and 'most likely' sales revenue for current month / quarter and next month / quarter.
Provide feedback to NanoString leadership on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending NanoString offerings.
Be a positive representative of the company and its brand in the marketplace.
Conduct all sales & account activities with the highest degree of professionalism and integrity.
Requirements:
MS or BS in Molecular Biology, Biochemistry or related field (laboratory experience preferred).
A strong understanding and familiarity with gene expression technologies including qPCR, microarray analysis and Next Generation Sequencing. Experience in Oncology preferred.
A minimum of 5 years of related field sales experience, with a proven track record of success.
Ability to travel >50% of the time (territory dependent).
Ability to create and deliver highly effective presentations
Highly self-motivated with a desire to participate in the growth and success of the commercial team.
Strong administration skills including CRM and process documentation.
Exceptional communication skills, both verbal and written.
Excellent time management and project management skills.
Ability to effectively participate in cross functional teams and to excel within a matrix organization.
Other:
See benefits at NanoString
NanoString is an EOE
NanoString participates in E-Verify. E-Verify is a web-based system that allows an employer to determine an employee's eligibility to work in the US using information reported on an employee's Form I-9. The E-Verify system confirms eligibility with both the Social Security Administration (SSA) and Department of Homeland Security (DHS). For more information, please go to the USCIS E-Verify website.
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