Account Executive - Ohio Valley

LGC Clinical Diagnostics, part of the LGC Group, has more than 30 years of experience as a leading and trusted global IVD quality manufacturer, with particular expertise in quality measurement tools (QMT) and reagents. Focused on five key areas – clinical biochemistry and immunoassay, serology, molecular diagnostics, clinical genomics, and reagents – it has around 450 employees across its four FDA-registered and ISO 13485-certified facilities in the USA and Ireland, and an ISO 9001-certified facility in England.

LGC Clinical Diagnostics partners with IVD and biopharmaceutical developers, CROs and academic institutions covering the entire diagnostic pipeline, from concept and early-stage research to accelerated product development and, ultimately, routine clinical use. It develops and manufactures a comprehensive portfolio of premium catalogue and custom-developed diagnostic quality solutions and component materials for the IVD and extended life sciences industry through its four brands, Maine Standards Company, SeraCare, The Native Antigen Company and Technopath Clinical Diagnostics.

Together, they serve 7,500+ customers in over 120 countries, providing products for more than 20 clinical application areas, including infectious diseases, NIPT, diabetes, cardiac disease and oncology.

lgcclinicaldiagnostics.com

Job Purpose

LGC’s Account Executives (AE) drive strong sales growth, and strong long-term business relationships with end-user accounts for our diagnostic and genomic product lines. The AE will develop account strategy, target key decision makers, and grow business across all product lines.  The AE will manage accounts in assigned territory and execute all sales related activities to develop strong long-term business relationships with customers. Responsibility to build a comprehensive business strategy to include all elements necessary to meet or exceed all goals for sales growth, profitability and customer satisfaction in the assigned territory also falls to the AE. Frequent travel to customers is a requirement of this position.

The assigned territory for this position is the Ohio Valley, which consists of Ohio, Michigan, Indiana, Pennsylvania and Kentucky.

1. Key Responsibilities

• Each territory will be covered in tandem by one Account Executive and one Account Manager.
• Develop strategic account plans to increase sales revenue and achieve targets for all assigned end-user accounts for all product lines.
• Present LGC’s corporate capabilities through the development and delivery of presentations and educational seminars about LGC’s products to individual customer stakeholders or group audiences to build customer relationships to further grow business.
• Develop deep understanding and knowledge of all products and services along with develop working knowledge of competitor’s products and services to differentiate LGC as a top diagnostics and genomics provider.
• Provide accurate and timely business forecast on a monthly, quarterly, and yearly basis for both potential and current customers.
• Become proficient with all current sales, marketing, and administrative tools including current tracking tools/programs, including SalesForce.com. This will provide tracking reports of account activities, lead funnel efforts and expenses as outlined by management.
• Support strategy and direction for the business unit including identifying opportunities, prospecting, qualifying, and developing relationships with customers in assigned territory.
• Share sales skills and account management best-practices, provide support to team members and their account strategies when requested.
• Work closely with both internal and external resources for the execution of key account strategies
• Attend tradeshows in or out of assigned territory as requested.
• Timely and meaningful communications with sales management and administration, and other departments are expected.
• Present oneself in a manner that compliments LGC. and adds to an overall positive image.
• Expected travel of 50% or more.

Knowledge, Experience and Technical Skills

• Five plus years of experience selling IVD, biological, chemistry, immunoassay and/or clinical products into the in vitro diagnostic market including traditional molecular/serology diagnostic products and/or companion diagnostics required.
• Experience in establishing partnerships with middle and senior level decision makers to foster ongoing relationships is required. 
• Requires good knowledge of Strategic and Consultative Selling.
• Excellent presentation skills (both group and one-on-one) required.
• Computer skills must be at the level necessary to organize customer data, pricing, proposals, and other key information including the use of productivity tools such as SalesForce.com and MS Office applications.
• Excellent communication and teamwork skills are required to work effectively internally and externally in matrix organization.
• Forecasting capabilities must be highly developed as well as the ability to create accurate and timely reports.

Education and/or Experience

• Bachelor’s Science (BSc) or higher in related discipline required.
• Confidentiality and discretion required. Performance in an ethical and professional manner required at all times.
• Adept self-learner who can readily understand and communicate technical details and performance of LGC’s portfolio of products.
• Exceptional customer service orientation with ability to probe for thorough understanding of customer needs to respond quickly with product and service solutions.
• Ability to work independently and to prioritize and manage multiple projects to satisfy customer needs and timelines.
• Critical thinker who demonstrates intellectually disciplined process of actively and skilfully analyzing, synthesizing, and evaluating information as a guide to decision-making.
• Capability of facilitating cross-functional, collaborative investigations using best practice processes and tools for problem resolution.
• Excellent analytical skills to inform and support continuous sales initiatives.
• Strong organizational, verbal, and written communication skills

Additional information

All your information will be kept confidential according to EEO guidelines.

About LGC:

LGC is a leading, global life science tools company, providing critically important components and solutions into high-growth application areas across the human healthcare and applied market segments. Its high-quality product portfolio is comprised of critical tools for genomic analysis and for quality assurance applications, which are typically embedded and recurring within our customers’ products and workflows and are valued for their performance, quality, and range.

Our values

• PASSION
• CURIOSITY
• INTEGRITY
• BRILLIANCE
• RESPECT

Equal opportunities

LGC strongly believes that every job applicant and employee should be valued for their individual talents regardless of age, disability, race, color, ethnic or national origin, sex, sexual orientation, gender reassignment, marital or civil partnership, pregnancy or parental status, religion, or belief. Short listing, interviewing and selection will always be carried out without regard these factors.