Account Manager - SaaS in Statewide New Jersey at IDBS

Date Posted: 7/6/2019

Job Snapshot

Job Description

Job ID: IDB000118

About Us

IDBS helps research and development (R&D) teams around the world make discoveries that have the potential to transform the lives of populations worldwide.

Our advanced scientific informatics platform, The E-WorkBook Cloud, enables organizations to securely capture, manage, share and gain insight from their structured and unstructured data.
Our diverse customer list includes 22 of the top 25 global pharmaceutical companies, and other R&D-driven organizations in biotechnology, agricultural sciences, chemicals, consumer goods, energy, food and beverage, and healthcare.

Privately held since 1989, IDBS joined Danaher's Life Sciences platform at the end of 2017. IDBS will help provide the foundation for a portfolio of life sciences informatics and knowledge management solutions, within Danaher, that will accelerate the speed of discovering, developing and producing new drugs and therapies.

IDBS is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.




Description

The Account Manager develops and expands the IDBS pipeline of business opportunities in the designated territory to achieve or exceed quota annually.  Responsible for creating and executing a three-year business plan, the New Business Account Manager targets small to mid-sized R&D companies and profitably sells our Cloud platform. Maximum deal size will be in the region of $250K with an indicative annual target of $500-750K in the first year, ramping to $1M+ in year 2 (target TBC).
  • The following reflects IDBS’ definition of essential functions for this job, but does not restrict the tasks that may be assigned. Other duties and responsibilities may be assigned or reassigned at any time due to reasonable accommodation or other reasons.
  • Generate a sales pipeline by targeting new accounts. Deliver profitable, on target and recurring revenue growth.
  • Maintain an appropriate level of sales activity including emails, phone calls and face-to-face meetings as defined by the function head to meet or exceet target. 
  • Develop, in conjunction with the line manager, and implement a rolling three (3) year sales plan for the territory with objectives and strategies to increase revenue and aggressively acquire new accounts in line with IDBS corporate and regional strategy and business plan.
  • Negotiate contracts and work orders in line with IDBS agreed parameters.
  • Utilize IDBS’ CRM (Salesforce) to track activities, customer communications, forecast, and onsite events with prospective customers ensuring data is accurate and current to enable accurate forecasting.
  • Maintain and develop client relations for new clients, assuring clients are contacted regularly to ensure customer satisfaction within assigned territory.
  • Leverage appropriate IDBS functions in furthering account development including Global Professional Services, Product Management, Product Development, Solutions Consulting and Customer Support.
  • Attend conventions, conferences, and trade shows as required to drive revenue; prepare post-event reports and analysis.
  • Perform other duties as reasonably assigned by manager.

Job Requirements



Qualifications

  • Required Skills & Experience
  • Strong track record of consistent on or above target performance. 
  • Strong track record of building a sales pipeline in the designated territory
  • Expertise in developing senior relationships with mid-sized organizations
  • Demonstrable understanding of the business planning and forecasting process
  • Well-developed negotiation skills with the ability to make timely and sound commercial decisions
  • Ability to adapt and use the Challenger Selling Model to deliver on target performance
  • Ability to leverage internal relationships to achieve goals
  • Versatility, resilience, flexibility, and a willingness to work at pace and with enthusiasm within constantly changing priorities. Must be tenacious, persuasive, results and success-oriented, a self-starter with high energy and the ability to problem solve
  • Ability to grasp technology solutions, to effectively market a variety of products and solutions and the ability to consultatively “solution sell”
  • Demonstrated ability to make successful in person and virtual presentations to individuals and/or groups at all levels of an organization
  • Strong organizational, problem-solving, and analytical skills
  • Proven ability to handle multiple tasks and meet deadlines
  • Ability to communicate professionally and effectively in person, on the phone, electronically, or through other means with a variety of individuals and groups at all organizational levels 
  • Must be able to demonstrate resilience, versatility, flexibility, optimism and enthusiasm
  • Desired Skills and Experience
  • Experience of selling Cloud Software
  • Experience ‘opening up’ new accounts and generating a sales pipeline of new business 
  • Scientific or Scientific Sales background in Biology, Biochemistry, Molecular Biology, Chemistry or Engineering

  • Physical & Environmental Requirements:
  • While performing the duties of this job, the employee is frequently required to do the following: 
  • Coordinate multiple tasks simultaneously
  • Collect, interpret, and/or analyze complex data and information
  • Understand and respond to a diverse population
  • Lift and/or move up to 10 lbs, including a briefcase and/or sales materials 
  • Sit or stand for extended periods of time
  • Perform some repetitive motion activities
  • In most territories, travel is required by car. Proof of insurance and a clean driver’s record may be required
  • Work in an office setting 


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Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.


Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.