Key Responsibilities

Account Management & Growth

• Manage and grow a portfolio of non-key accounts within assigned territory.

• Identify new business development opportunities for instruments, consumables, and service programs.

• Qualify and develop accounts with potential to transition into Key Account or strategic segments.

• Understanding industry trends and competitor offerings.

• Identifying key decision-makers and influencers within target accounts.

• Tailoring value propositions to specific customer pain points.

Sales Execution

• Drive high-activity selling motions including prospecting, quoting, follow-up, and account planning.

• Execute pricing within established guardrails and ensure clean purchase orders.

• Support regional marketing campaigns and lead generation activities.

Customer Engagement

• Build strong relationships with customer contacts in quality, operations, procurement, and engineering.

• Understand customer needs and position Industrial Physics solutions effectively with support from product and applications 

  experts.

• Attending trade shows, conferences, and webinars.

• Leveraging LinkedIn and other platforms to engage prospects.

Operational Excellence

• Maintain accurate CRM data, forecasting, and territory planning.

• Collaborate with Customer Success Managers (CSMs) to manage small orders, renewals, and consumables.

• Escalate issues where needed to ensure quick resolution and positive customer experience.

Cross-Functional Collaboration

• Work closely with marketing, service, applications support, and channel partners to deliver customer outcomes.

• Provide input into regional sales strategy and customer segmentation.

Other duties as assigned.

Skills & Experience

• Sales Skills: Strong foundational sales skills including prospecting, qualification, needs-based selling, and closing.

• Account Management: Ability to manage a high volume of accounts and maintain territory discipline.

• Technical Aptitude: Comfortable learning measurement and testing instrument technologies and working in manufacturing or 

  QA/QC environments.

• Communication: Strong interpersonal and presentation skills; builds positive relationships with customer contacts at various 

  levels.

• Collaboration: Works effectively with internal teams and channel partners; willingness to learn and develop toward more 

  complex key account responsibilities.

• Experience: 5+ years in sales or customer-facing roles, ideally in industrial, technical, or manufacturing markets. Exposure to 

  instrumentation or capital equipment is beneficial but not required.

Key Performance Metrics

• Bookings growth within assigned accounts.

• New business development and pipeline generation.

• Account penetration across product lines and service offerings.

• CRM accuracy, forecasting reliability, and activity metrics.

• Customer satisfaction and retention across the account base.

• Successful development of accounts into potential Key Accounts.