Description

Reporting to the National Sales Manager, this position is responsible for achieving or exceeding the sales target for Mettler-Toledo AutoChem solutions for O (opportunistic) accounts through excellent value selling, product & application knowledge, and account development/management skills. The Account Manager is also responsible for opportunity creation, pipeline growth, and constant engagement with new accounts.

This position requires strategic thinking, the ability to work closely with the field sales team, product development team, software team, and service team. As a recognized expert on the application of all Mettler-Toledo AutoChem products, the Account Manager will establish strong relationships with scientists and engineers in the field, while ensuring sustainable growth of the business in their accounts. Expected travel is less than 30 percent.

Essential Duties and Responsibilities

• Achieve or exceed sales budget for Mettler-Toledo AutoChem products in the specified territory
• Establish self as a trusted, inspiring leader by analyzing customer problems, mastering product & application knowledge, and differentiating Mettler-Toledo AutoChem from the competition
• Build trust with customers and colleagues and maintain the highest level of integrity while building long-term relationships
• Develop and update comprehensive strategies to grow O accounts revenue in the territory as the overarching template for business development throughout the year
• Coordinate and execute key activities needed to achieve sales growth, including: lead generation, cold calling, nurturing, key product demonstrations, organizing and presenting technical seminars, application feasibility tests, and coordinating customer support
• Continual self-education of Mettler-Toledo AutoChem technology and related applications through formal sales training classes, online learning, reading of sales and account management books, and receiving coaching from a team of sales and technical mentors
• Developing technical and application proficiency with all Mettler-Toledo AutoChem products, value positioning, competitors, and core applications
• Use application knowledge to identify companies and departments that could benefit from Mettler-Toledo AutoChem technology
• Maintain the customer relationship management (CRM) system daily. Complete weekly reports and provide an accurate, detailed forecast on a continual basis through the CRM system.
• Work with the team to create content or identify speakers for online seminars, white-papers and InfoDay
• Conduct virtual selling demonstrations, seminars and trainings
• Support the sales management team as needed on projects

Requirements

• Bachelor's Degree in Chemistry, Chemical Engineering or related discipline required; Master's preferred
• Minimum of 3 years of industry experience: chemist, chemical engineer or an equivalent combination of education and experience
• Formal training in consultative and value selling
• Strong interest in business development and technical sales
• Knowledge of pharmaceutical/process development market is a plus
• Prior experience in a technical lab or field support role is a plus
• Highly motivated to achieve targets and have excellent work ethic, on time, reliable
• Ability to communicate clearly and effectively with customers and colleagues
• Strong team and organizational skills
• Strong virtual selling skills (email, phone, eDemo, etc.) required
• To perform this job successfully, an individual should have strong knowledge of MS Office