Account Manager - Commercial - Remote - Mid Atlantic Territory

The Account Manager oversees and manages strategic relationships with diverse customers in various industries. This role holds overall responsibility for achieving and exceeding revenue and management objectives within an assigned geographical territory. The Account Manager develops and sustains robust customer relationships, providing consultative solutions and essential support. They demonstrate expertise in offering solutions relevant to the Laboratory's core capabilities. The role includes territory management, planning, implementing strategies, and reporting results. Success is measured by revenue performance against established targets, project acceptance, acquisition of new business relationships, market insights, and accurate sales forecasting. The Account Manager collaborates with cross-functional teams and may share accounts with Key Account Managers or Business Developers.

The salary range is $96,945 - $162,310. Salary will be determined based on qualifications and experience.

The candidate hired in this role will work remotely but will cover the Mid Atlantic territory (NY/PA/NJ/DE/MD/DC/VA/WVA). Ideally the hired candidate will live in the PA-NY area who can flex to Southern New England (RI & CT).

Key Responsibilities:

• Engage with current and potential customers to understand their needs and offer solutions using The Jackson Laboratory's products and services.
• Maintain a comprehensive CRM database with updated customer information and business opportunities.
• Provide consultative solutions to establish collaborative relationships addressing the unique needs of customers.
• Develop and execute strategic account plans, qualify leads, and successfully close business deals.
• Provide market intelligence, forecasts, and contribute to the expansion of the customer base in the territory.
• Generate revenues exceeding assigned targets for both mouse and service offerings.
• Generate revenue contributing to surplus while playing a key role in increasing market share.
• Collaborate with researchers to match their needs with Laboratory services and products, playing a key role in increasing market share.
• Develop and implement a comprehensive business development strategy for commercial accounts, identifying new business opportunities, strategic partnerships, and potential areas for growth within the commercial sector.
• Conduct thorough market analysis and competitive intelligence to stay abreast of industry trends, competitor activities, and market dynamics. Use this information to inform sales strategies and identify areas for differentiation.
• Lead contract negotiation processes with commercial clients, ensuring favorable terms for The Jackson Laboratory while maintaining strong, long-term partnerships. Effectively manage contracts to ensure compliance and customer satisfaction.
• Participate at local vendor exhibitions and national scientific conferences representing The Jackson Laboratory
• Other Responsibilities

Minimum Qualifications:

• Bachelor's Degree in life or animal science, or a related field. (Higher level degree preferred).
• Minimum of at least 2 years of direct sales experience, preferably in biomedical or related fields, with documented successful field management experience.
• Ability to travel up to 60%, dependent on the territory.
• Strong verbal and written communication skills.
• Ability to build strong relationships with external and internal customers.
• Strong consultative selling skills with a proven capability to close sales.
• Ability to take direction and act in the best interest of the Sales Team and The Jackson Laboratory.
• Must possess a valid driver’s license, maintain a satisfactory driving record, and be able to travel by air.
• Strong business acumen with the ability to understand the commercial landscape, including market forces, regulatory environments, and economic trends impacting commercial entities.
• Proven ability to build and maintain strategic relationships with commercial clients, key stakeholders, and decision-makers. Develop a deep understanding of clients' business goals and challenges.
• Demonstrated financial literacy and understanding of contractual agreements. Ability to analyze financial aspects of deals, assess risks, and ensure that contract terms align with the financial goals of The Jackson Laboratory.

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About JAX:

The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.

Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit www.jax.org.

EEO Statement:

The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.