OEM Regional Account Manager

Achieve company forecast sales goals as well as cultivate long-term business relationships with strategic OEM Accounts.

Managing all aspects of the sales process – new sales development, forecasting, key account management, negotiating contracts, coordinating demand schedules with production planning and in collaboration with the Customer Service Department.

Will work with internal teams (Product Management, Technical Support and Marketing) manage the development and implementation of the regional sales plan to achieve long-term sales and market growth goals.

Individual contributor and as a part of a cross functional team, as you develop new accounts and manage large strategic accounts. Be technically adept at promoting and demonstrating the instruments in a customer's laboratory as well as perform follow-up as required to ensure customer satisfaction.

Specific Job Skill requirements:

• Manage sales activities focused on the Hamilton OEM Components product range, including automated liquid handling components and the promotion of Hamilton's liquid handling and fluid management components and system solutions over competing alternatives.
• Coordinate customer seminars and demonstrations, applications development, presale and post-sale support.
• Prospecting and new business development - seek out new sales opportunities by following up on leads, networking, attending trade shows, researching prospective clients, and cold calling.
• Manage all account correspondence and account records through the company CRM - HubSpot.
• Cultivate long-term business relationships with the client management teams.
• Manage life cycle of instruments and identify second-generation opportunities to expand the range of products utilized by existing clients.
• Understand and analyze product pricing for developing volume discount schedules
• Write sales proposals and quotations and make pricing recommendations.
• Prepare, negotiate, and conclude long term OEM supply and service contracts.
• Work with engineering, product management, applications, and manufacturing functions to define application needs and product functionality as needed to win the OEM sales.
• Understand the diagnostic and various automation market needs defining the key player in the market.
• Assist in the definition and development of new products for the markets served by Lab Products OEM.
• Attend and participate in trade shows, regional seminars, and other company functions as required.
• Serve as a lead and key point of contact during the development of OEM customer automation solutions. Continue to monitor and track order progress, focus on landing new business, expanding opportunities with existing customers and renewing agreements and contracts to ensure ongoing business is maintained.
• All other duties as assigned.

Qualifications

• Ability to present and articulate ideas to C-Suite, R&D or other personnel internally and externally.
• Must have excellent organization, verbal and written communication skills.
• Must have a good working knowledge of computer applications including MS Office suite.
• Good habits utilizing CRM (HubSpot) to manage leads, opportunities, and account activities as well as other business reporting tools – ShowPad, Power BI, D-365.
• Must be able to travel nationally and potentially internationally and have a valid driver's license in their state of residence.
• Must have personal, reliable transportation with valid registration and insurance that can safely be used in performance of routine sales activities and to transport equipment when necessary.

Education/Experience

• Bachelor's degree, preferably in the sciences or engineering, from an accredited not-for-profit institution required.
• MBA preferred.
• Minimum of five (5) years relevant sales and /or marketing experience preferred.
• Sales experience in liquid management component sales to OEM and integrator (design) companies is required. Knowledge of automated laboratory equipment is preferred.