Territory Account Manager

2 weeks ago

Melbourne, Australia PacBio Full time

Job Title: Territory Account Manager (TAM)

Location: Australia

Reports to: Regional Commercial Lead ANZ

PacBio (NASDAQ: PACB) is a premier life science technology company that is designing, developing and manufacturing advanced sequencing solutions to help scientists and clinical research resolve genetically complex problems. Our mission is to enable the promise of genomics to better human health. Genomics is core to all biological processes, and our advanced genomics tools provide scientists and clinical researchers the insights to better understand biology and health. We are now entering the century of biology and genomics is at the heart of the next revolution. Become part of the new paradigm in gene sequencing and help shape the future of genomic study by joining the PacBio team.

**Job Description**:

- Directly responsible for revenue from sales of PacBio instruments and consumables in the defined territory.
- Exceed annual and quarterly sales objectives while building a sufficient pipeline of future opportunities to ensure ongoing territory growth.
- Qualify and develop new opportunities within the territory while utilizing account management and relationship building skills to cultivate the existing customer base.
- Establish and build relationships with key decision makers and economic buyers.
- Work cooperatively with the channel partner, APAC regional marketing, and US-based segment marketing as required to ensure that product capabilities, advantages, and advancements are effectively communicated to the customer base.
- Work with APAC sales and marketing members as well as channel partner sales teams to develop product and customer-need focused strategies that drive revenue growth across all product lines, all customers and all market segments.
- Serve as a valued technical consultant in order to understand customer needs and propose solutions accordingly.
- Create and deliver high quality presentations, and drive product sales by educating users about PacBio technical advantages and capabilities.
- Maintain and develop relationships with key customers and references while representing the company with professionalism and integrity.
- Utilize a CRM system according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal personnel.

Position requirements:

- Significant capital equipment sales and territory management experience is required.
- Minimum 3 years or equivalent direct sales experience selling into the life sciences and/or clinical research markets required. Experience with genomics products preferred.
- Understanding of complex sales and purchasing processes.
- Ability to influence customer buying decisions and navigate high value orders through complex organizations.
- Competitive nature and proven track record of consistent sales achievement and territory growth.
- Scientific or technical degree is required, advanced degree preferred.
- Ability to work both independently and cooperatively with others.
- Proficiency working at the highest levels within customer organizations is critical.
- Strong public speaking skills with the ability to handle objections and communicate both technical and business arguments.
- Highly networked with experience managing accounts in the defined geography strongly preferred.
- Role will require a home office and up to 50% travel.
- Home office must be within proximity to a major airport.

You may be required from time to time to visit and work at PacBio locations and for such times as the Company considers necessary for the proper performance of your duties.

All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional tasks and responsibilities.

LI-Remote
- Salary Range:_

$108,200.00 - $162,400.00

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation.

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