Territory Account Manager- Fertility Solutions-Buffalo, NY

Job Summary

Deliver quota and revenue growth. Own the territory number. Be in front of customers ~90% of the time. Drive revenue growth, grow product mix and volume, and new product adoption through disciplined, in-person relationship development, data-driven account management, and tight collaboration with commercial teammates.

What You'll Deliver (Outcomes)

• Quota attainment and growth: Hit/exceed monthly, quarterly and annual quota; expand wallet share and increase mix and volume of products.
• Customer acquisition: Add new accounts and reactivate dormant sites.
• New product sell-through: Plan and execute launches that convert to repeat consumable and hardware sales.
• Contract wins: Negotiate local agreements that deliver customer value and support margin/revenue goals.
• Forecast accuracy: Maintain a reliable, bottoms-up forecast and pipeline.
• Customer experience: Improve NPS/relationship health via proactive, in-person engagement.

Customer Engagement Cadence (In-Person First)

• Daily: On-site customer meetings, live case support where appropriate, product positioning, objection handling, and next-step setting.
• Weekly: Territory routing, pipeline and opportunity progression, opportunity hygiene in CRM, and account plan execution.
• Quarterly: decision maker-level business reviews (QBRs) with clear metrics, progress to goals, product adoption plans, and agreed actions.

Stakeholders to Engage at Each Account

Embryologists; Lab Directors; Reproductive Endocrinologists (REIs); procurement/supply chain; clinical staff; and executive leadership (e.g., CFO, COO, CMO, CEO).

Key Responsibilities

• Own territory strategy and account plans with extreme ownership of results; set visit targets, call plans, and close plans by opportunity.
• Prospect, qualify, and convert new accounts; expand buying centers within existing logos.
• Build and communicate differentiated value propositions aligned to clinical and economic outcomes.
• Collaborate tightly with Equipment Sales Managers, Regional Sales Directors, Strategic Account Directors, cross-functional partners, and the Head of Commercial to orchestrate complex deals, align pricing/terms, plan launches, and resolve barriers to growth.
• Conduct inventory audits and consignment checks to ensure product availability and to stimulate demand that converts to consumable and hardware sales; implement pull-through programs.
• Lead local contract negotiations in partnership with internal stakeholders; structure value-based proposals, terms, and implementation plans.
• Build a bottoms-up forecast; maintain 3x pipeline coverage; run QBRs and account reviews with customers and internal leadership.
• Use Power BI to analyze trends (growth/decline, mix/volume, buying patterns), identify risks and whitespace, and translate insights into actions.
• Maintain command of product knowledge; complete all required training and certifications; educate customers and internal teammates as needed.
• Keep CRM fully current at least bi-weekly (contacts, call notes, next steps, stage, amount, close date).
• Submit accurate activity, funnel, and results reporting as required.

What Great Looks Like (KPIs)

• ≥100% to quota; new product adds; priority product adoption rate and repeat purchase velocity.
• Pipeline health (coverage, stage aging), forecast accuracy (±10%), and CRM hygiene compliance.
• In-person activity metrics (target visits per week) and executive access across the account.
• Contracted wins and on-time implementation; improved customer experience metrics.