Job Title: OEM Sales Account Manager
Location: Hopkinton, MA
Recruiter: Leslie Germond

Job Summary
Sells and manages OEM accounts for Caliper Life Sciences involving chemistry, hardware, software, and services by performing the following duties.

Essential Duties and Responsibilities
The following is a listing of the results/accomplishments expected in performing this job and the job essential or most important functions and responsibilities by which people achieve the results.
1. Responsible for territory/region sales (bookings) against budget, based upon historical trends and active pipeline.
2. Responsible for maintaining account forecasts, by quarter, to model the business outcome for this sector.
3. Responsible for Bookings Contribution Margin of new business deals.
4. Visit with customers and customer management to communicate about, and position the value of, Caliper solutions.
5. Qualify new business opportunities to determine the appropriate plan of action.
6. 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
7. Responsible for developing account strategies that will result in continued growth beyond current business volume.
8. Responsible for account relationships at each account, from pre-order through to delighted customer, including monitoring and participation in project implementation.
9. Will define the preorder project scope and definition for all solutions by staying abreast of current best technical solutions offered by Caliper Life Sciences which will create win-win relationships around projects
10. Responsible for launching and tracking customer projects through Caliper internal processes to successful completion.
11. Create and maintain sales presentation oolkit?to position Caliper product value for integration into OEM customer solutions.
12. Performs technology seminars, leads customer group discussions, and runs workshops that improve Caliper Life Sciences relationships with customers.
13. Create and maintain strong internal network to support OEM account sales and management.
14. Develops customer success programs that will help bring Caliper Life Sciences and the customer closer together around long term business
15. Performs customer training in the field when required to develop excellent relationships in the field and to stay at the forefront of Caliper Life Sciences Solutions.

SUPERVISORY RESPONSIBILITIES
This job has no supervisory responsibilities.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each of the above listed essential duties satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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

LANGUAGE SKILLS
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

REASONING ABILITY
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

CERTIFICATES, LICENSES, REGISTRATIONS
none

PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk, and sit. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the work environment is usually quiet.

If you are interested in applying for this position, please email your resume to: [email protected]

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