Caliper Life Sciences uses its advanced liquid handling and LabChip?technologies to create leading edge tools that accelerate drug discovery and enhance the diagnosis of disease. Caliper headquarters are located in Hopkinton, Massachusetts, with R&D;, operations and manufacturing facilities for LabChip devices in Mountain View, California, and direct sales, service and applications support throughout the world. Caliper customers and partners include many of the largest pharmaceutical, biotechnology, and life sciences companies. For more information, please visit Caliper web site at www.caliperLS.com.

Job Title: Sales Account Manager
Requisition # 04-042
Department: Sales
Manager: Jim Hudson
Location: San Francisco Territory
Recruiter: Leslie Germond

SUMMARY
Sells Caliper Automated Solutions including both macro fluidics and micro fluidics involving chemistry, validation, hardware, software, and services by performing the duties outlined below.

ESSENTIAL DUTIES AND RESPONSIBILITIES
The following is a listing of the results/accomplishments expected in performing this job and the job's essential or most important functions and responsibilities by which people achieve the results.

1. Responsible for territory sales (bookings) based on historical booking trends, active pipeline, and sales person's experience with Caliper solutions.

2. Responsible for planned Bookings Contribution Margin which measures the "goodness" of the pricing on each solution.

3. Visits with customers and customer champions to communicate Caliper Solutions in order to increase Caliper value to laboratory Technicians, Managers, Scientists, and Directors.

4. Will develop strong relationships with customer champions at Caliper accounts with a view on the long term to help Caliper assure current and future solution fit with the technical market.

5. Responsible for all account sales activities at a tactical level including managing Mail Lists, User Lists, Forecasts, Projects plans, Solution Implementation approaches, all relationships, and time/territory management

6. Will define the preorder project scope and definition for all solutions by staying abreast of current best technical solutions offered by Caliper which will create win-win relationships around projects

7. Will manage all workstation projects from preorder through delighted customer by leading Caliper through the challenges and victories

8. Sets and manages customer expectations throughout the life of projects and ongoing through our relationship with the customer

9. Develops customer success programs that will help bring Caliper and the customer closer together around long term business

10. Demonstrates Caliper solutions by being the company expert and working with in-house resources

11. Performs technology seminars, leads customer group discussions, and runs workshops that improve Caliper relationships with customers

12. Performs Instrument Validation when required to stay informed of the latest product developments

13. Performs customer training in the field when required to develop excellent relationships in the field and to stay at the forefront of Caliper Solutions.

EDUCATION and/or EXPERIENCE
Bachelor's degree (B. A.) from four-year college or university; and a minimum of five years related sales experience and/or training; or equivalent combination of education and experience. Life Science industry experience required.

CERTIFICATES, LICENSES, REGISTRATIONS
Ability to comply and be certified to perform Instrument Validation procedures on Caliper equipment.

If you are interested in applying for this position, please go to our web site (www.caliperls.com) and apply directly online.