Territory Account Manager
Danaher Corporation
Summary
The Territory Account Manager owns sales and account growth across a defined geographic territory, managing a mix of academic, biotech and industry accounts within a clear and accessible territory range. The role will be accountable for expanding product adoption, grow the number of users and buying platforms within accounts, and deliver quarterly consumables revenue targets. The Territory Account Manager builds relationships with bench scientists, lab managers, principal investigators and procurement stakeholders, while maintaining a high-volume pipeline and proactively managing usage, reorder cycles, churn risk and upsell opportunities. This position reports to the Sales Director and is part of the Americas Commercial team, working remotely to cover accounts in San Francisco, CA.
Job description
In this role, you will have the opportunity to:
- Develop and execute a clear territory strategy by segmenting accounts, prioritizing opportunities by potential, and planning routes, customer time and activity across the assigned geography
- Own sales and account growth across the territory, targeting accounts with defined revenue potential and expanding product adoption, users and buying platforms to increase share of wallet
- Build relationships with bench scientists, lab managers, principal investigators and procurement stakeholders; develop champions across multiple stakeholders within each account
- Manage a high-volume pipeline of smaller, frequent transactions; forecast accurately and monitor usage patterns and reorder cycles to prevent churn and identify upsell opportunities
- Run product trials and competitive conversions, and collaborate cross-functionally with technical support, marketing, customer service, channel partners and supply chain to support customer outcomes and revenue growth
The essential requirements of the job include:
- Bachelor's degree in life science or a related discipline, with 3+ years of sales or account-management experience across academic, biotech and industry accounts
- Strong knowledge of relevant laboratory workflows and applications, including antibodies, kits and assays, with the ability to discuss data and assay performance through a consultative selling approach
- Proven success selling consumables or reagents into life-science laboratories, with consistent quota attainment and evidence of top-quartile performance or equivalent recognition
- Strong territory-management, organizational and negotiation skills, including managing many smaller accounts, volume commitments, discounts and competitive displacements; experience partnering with large channel partners
- Growth mindset, resilience and self-direction, with the ability to manage a quota with limited day-to-day supervision
Travel, Motor Vehicle Record & Physical/Environment Requirements:
- Ability to travel consistently within the defined territory, completing approximately 20 face-to-face customer visits per week
- Hold a valid driver's license, and live within the territory with practical access to customer accounts
It would be a plus if you also possess previous experience in:
- PhD or MS in a life-science field is preferred
- Knowledge of the funding landscape, including grant cycles, biotech financing and industry budget timing, together with understanding of buying centers such as principal investigators, lab managers, core facilities and procurement
Requirements
- Bachelor's degree in life science or a related discipline
- 3+ years of sales or account-management experience across academic, biotech and industry accounts
- Strong knowledge of relevant laboratory workflows and applications, including antibodies, kits and assays
- Ability to discuss data and assay performance through a consultative selling approach
- Proven success selling consumables or reagents into life-science laboratories
- Consistent quota attainment and evidence of top-quartile performance or equivalent recognition
- Strong territory-management, organizational and negotiation skills
- Experience managing many smaller accounts, volume commitments, discounts and competitive displacements
- Experience partnering with large channel partners
- Growth mindset, resilience and self-direction
- Ability to manage a quota with limited day-to-day supervision
- Ability to travel consistently within the defined territory, approximately 20 face-to-face customer visits per week
- Hold a valid driver's license
- Live within the territory with practical access to customer accounts
- PhD or MS in a life-science field is preferred
- Knowledge of the funding landscape, including grant cycles, biotech financing and industry budget timing
- Understanding of buying centers such as principal investigators, lab managers, core facilities and procurement
Benefits
- Health care program
- Paid time off
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k)
- Bonus/incentive pay
Company overview
Danaher Corporation is a leading global science and technology innovator headquartered in Washington, D.C., specializing in biotechnology, life sciences, and diagnostics. Founded in 1984 by brothers Steven and Mitchell Rales, the company has evolved from its origins as a manufacturing conglomerate into a premier healthcare technology organization with approximately 63,000 employees worldwide. Danaher operates through three core divisions: biotechnology (28% of revenues), which develops products for therapeutic development; life sciences (31% of revenues), focused on disease identification, new therapies, and drug testing/manufacturing; and diagnostics (41% of revenues), providing instruments, consumables, and software for disease diagnosis. The company's portfolio includes renowned brands such as Beckman Coulter, Cytiva, Pall Corporation, Cepheid, Leica Microsystems, and Abcam, serving pharmaceutical companies, biotechnology firms, healthcare providers, and research institutions globally. Danaher is distinguished by its Danaher Business System (DBS), a continuous improvement methodology that drives innovation and operational excellence. With 2024 revenues of $23.9 billion, the company ranks 180th on the Fortune 500 and plays a critical role in advancing scientific research, improving diagnostic capabilities, and accelerating the development of life-saving therapies.