Account Executive Instrumentation and Reagents - Northern Virginia / Washington DC

The Opportunity

Responsible for revenue generation, new customer acquisition, and profitable promotion of Biocare reagent products (IHC, ISH, Detection, Ancillaries) to existing and future customers. Focus on customers in clinical markets as well as research/pharmaceutical/biotech markets.  Focus on immunohistochemistry laboratories, in-situ hybridization laboratories, and general pathology and histology markets. Also, responsible for revenue generation, new customer acquisition, and profitable promotion of Biocare Instrumentation (Oncore PRO, Oncore Pro X, intelliPATH+, intelliPATH MAX, Antigen Retrieval Chamber, Other equipment) to existing and future customers. Focus on customers in clinical markets as well as research/pharmaceutical/biotech markets.  Focus on immunohistochemistry laboratories, in-situ hybridization laboratories, and general pathology and histology markets.

Territories Available

• Northern Virginia / Washington DC

Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Meets Annual quota and annual goals set forth in the defined territory.
• Seeks out prospective customers/business opportunities with new and existing customers.
• Establishes and maintains customer relationships with focus on growing profitable instrument placements.
• Manages territory with CRM tools and analyze trends via Business Intelligence tools to maximize revenue.
• Introduces and demonstrates new products to existing and new accounts.
• Generate quotations, instrument proposals, and instrument contracts to secure new business.
• Report competitive conditions and feedback from customers to management.
• Maintains ethical, cooperative manufacturer relationships consistent with company image and company/branch goals in the marketplace.
• Coordinate the sales process across the entire value chain including lab techs, lab managers, pathologists, procurement and any individual involved in the decision-making process.  
• Completes sales calls and expense reports on a timely basis in accordance with company policy.
• Develop and maintain sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth.
• Map existing and target accounts with SFDC ClosePlan™ to ensure proper deployment of the Biocare Playbook.
• Coordinate customer returns and completes proper documentation on a timely basis.
• Other duties as assigned by Management.

Competencies

• Bachelor’s Degree required with three to five (3-5) years of relevant Sales and Industry experience.
• Strong entrepreneurial spirit and able to work in a changing environment with multiple demands.
• Self-assured problem solver capable of making risky decisions.
• Strong motivation and drive in selling skills, negotiating, and closing deals.
• Exceptional attention to detail and follow through.
• Exceptional time management and organizational skills.
• Ability to communicate clearly and concisely in written and verbal formats, including sales presentations, demonstrated capability to develop strong interpersonal working relationships and work in a team environment.
• Excellence in CRM (SalesForce.com), Business Intelligence (Tableau), and other sales tools as launched.
• Proficiency in the use of a personal computer accompanied by a strong aptitude for technical applications.
• Ability to travel 80%-90% of the time. 
• Current valid driver’s license including a safe driving record.

Compensation Range

• $100,000 to $135,000 Annually (plus commission)

Expected Hours of Work

• 8:00 a.m. to 5:00 p.m. Monday – Friday. This position may require extended weekday or weekend hours depending on business needs.