Our client, a leading global manufacturer of bioprocess products/capital equipment sold to the top pharma/biotech companies in our industry, is currently seeking an Account Manager – West Coast. This company delivers state-of-the-art custom equipment. The successful candidate is a “hunter” who is project driven, likes to work with companies on a design/build basis.
Summary of Position
The Account Manager – West Coast is responsible for driving profitable revenue growth and strategic customer partnerships across company’s Fluid Management portfolio on the West Coast.
This role owns key account strategy, capital project pursuit, and long-term customer engagement, serving as a primary commercial leader connecting customer needs with their engineered solutions.
Success in the role requires combing technical expertise, consulting selling, and strategic account management to win complex, multi-million-dollar projects and expand presence across the biopharma manufacturing value chain.
Primary Duties and Responsibilities
Revenue Growth and Account Ownership
- Own and deliver against annual revenue, margin, and pipeline targets
- Build and execute multi-year account plans for strategic customers
- Develop and maintain a robust, qualified sales pipeline
Strategic Selling & Customer Engagement
- Lead complex capital equipment sales cycles (6-24 months)
- Engage senior stakeholders (Manufacturing, Process Development, procurement, Engineering)
- Position company as a trusted partner in process scale-up and manufacturing optimization
Solution Development
- Translate customer process needs into integrated equipment solutions
- Collaborate with engineering and product teams to shape proposals and technical positioning
- Drive differentiation through value-based and solution-oriented selling
Commercial Execution
- Lead pricing strategy and contract negotiations aligned with margin targets
- Maintain accurate forecasting (monthly/quarterly)
- Ensure disciplined use of CRM (Salesforce) for pipeline visibility
Cross-Functional Leadership
- Coordinate with Engineering, Service, Marketing, and Inside Sales to ensure successful project execution
- Act as the commercial owner through project lifecycle (sales > delivery > after-sales)
Market Intelligence & Growth Initiatives
- Provide structured insights on market trends, competitors, and customer needs
- Support product roadmap development and new market expansion initiatives
- Represent company at industry conferences and technical forums
Minimum Requirements
- Bachelor’s degree in Chemical Engineering, Biomedical Engineering, or Life Sciences
- 4+ years of successful capital equipment or technical sales experience in biopharma
- Background in bioprocessing (filtration, purification, or fluid management) strongly preferred
- Strong consultative selling and negotiation skills
- Proven ability to influence senior customer stakeholders
- Strong business acumen (pricing, margin, forecasting)
- Highly organized with strong execution discipline
- Valid driving license with good driving record