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Account Executive (UK)
The Role in Brief
The Account Executive drives STARLIMS software sales in a defined territory to hit revenue targets, grow profitably and gain market share. You are the primary contact for new opportunities, you own the forecast, and you lead the cross-functional team that closes each deal.
What You'll Do
Drive revenue and pipeline
- Sell in your defined territory to meet revenue targets, covering new business and renewals.
- Find new opportunities and keep a strong sales funnel.
- Generate new STARLIMS business by managing leads and opportunities.
- Provide accurate, timely sales forecasts.
- Build strategic account plans for closing deals and reaching sales goals.
Sell solutions
- Sell total solutions to target non-enterprise accounts, including upselling high-risk renewals and winning new business.
- Design and deliver solutions that improve outcomes for customers.
- Work with sales specialists to deliver strong product presentations.
- Respond to RFIs and RFPs professionally and on time.
- Negotiate long-term contracts.
Know the customer and the market
- Build a deep understanding of customer and stakeholder needs.
- Understand the competitive landscape and how market trends affect customers.
- Understand industry-specific lab workflows: Pharma Technology, Forensics, Quality Manufacturing, Public Health and/or Clinical.
Lead and report
- Build and engage an internal cross-functional selling team to carry out account strategies.
- Show leadership within your peer group.
- Report to the regional sales manager on pipeline generation, win/loss ratios, lead conversion, quota attainment and customer satisfaction.
What You Bring
- Education: Bachelor's degree in Life Sciences, Computer Science or another scientific discipline.
- Experience: 5 years, including:
- Industry experience in a laboratory, manufacturing or science-based setting, with knowledge of laboratory informatics and/or manufacturing
- Work in an enterprise software environment, SaaS experience is a plus.
- A documented history of sales overachievement (e.g. President's Club winner), consistently in the top 20% of your peer group
- High proficiency in the Salesforce.com CRM platform
- Licenses/certifications: None required.
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