Account Representative

About New England Lab

For over 25 years, New England Lab has provided laboratory furniture systems that support breakthrough discoveries and scientific advancement for everything from pharmaceutical research, to life science discoveries, to enhancing products we use every day. We are a growing full-service specialty sub-contractor and are proud to have provided laboratory furniture systems to some of the leading university, biotech, government, corporate, industrial and medical research facilities in the Northeast, Mid-Atlantic and Carolinas.

Opportunity

New England Lab is seeking an ambitious and focused Account Representative for sales of laboratory casework, tables, fume hoods and lab accessories.  You will join a highly skilled and experienced team who will support you from discovery through project completion.  Our Account Representatives need to be driven, self-motivated and have a win/win attitude; placing value on both internal and external customer service while working with personnel in our Baltimore, MD office.

Role

The position of Account Representative is responsible for the growth and cultivation of the Maryland and DC territories reporting to the Regional Sales Manager. You will be responsible for revenue generation: sales strategy, lead generation, closing sales and competitor analysis. This position will require travel within the territory on a daily basis or as needed.  An Account Representative excels at building strong relationships with key decision makers. Proactive planning, coordination and communication are essential to a sale, successful project and a repeat customer.  This position is part of a team based sales process. Must be able to articulate and communicate professionally through face to face, phone and electronic communication.

Duties & Responsibilities

• Responsible for handling individual item sales inquiries via web or phone
• Develop relationships and increase sales with END USERS at each facility in our target markets
• Work alongside contract sales associate as needed on large bid projects to cover the end user contacts and to share bid leads with them
• Discover new opportunities through pre-established relationships learning of projects before they go out to bid/ for pricing
• Learn the key players at each facility from “c” level professionals to the maintenance staff/ facilities.
• Oversee the entire sales process from meet and greet through installation for each project
• Qualify each opportunity by identifying and understanding the scope prior to quoting
• Work closely with estimating team to be sure that all details are covered
• Develop a scope strategy and review with customer before estimating
• Travel into the territory and work from the road 70% of the time
• Attend and work specific trade shows throughout the year
• Responsible for building and maintaining the customer database for that territory
• Assist in servicing house accounts
• Responsible for knowledge of product line, applications and industries to provide customer recommendations
• Create, prepare and deliver sales proposals and presentations as needed
• Receive and handle customer concerns and discover appropriate solutions
• Provide reports/feedback/results of bids and projects
• Develop industry relationships by attending/hosting networking group(s)
• Report proposal win rate monthly to management

This position requires the ability to sit for prolonged periods of time, including as a driver or passenger in an automobile. The ability to utilize a computer, keyboard and telephone for prolonged periods of time to visit and move around at construction and other work sites, including the ability to maneuver in tight or small places.  The ability to lift, carry, and otherwise transport work-related materials that frequently weigh up to 25 lbs. and that may occasionally weigh in excess of 25 lbs.

 Qualifications

• 2 years experience in capital equipment, scientific equipment, construction sales/estimating or lab furniture sales
• College degree in sales, marketing, business administration or relevant field
• Safe, clean driving record (Employment contingent on clean Background Check).
• Ability to understand spatial relationships/design
• Record of strong customer service skills

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required. Duties, responsibilities and activities may change at any time with or without notice. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

We are an equal opportunity employer; applicants, employees and former employees are protected from employment discrimination based on race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability and genetic information (including family medical history), or any other characteristic protected by law.

Benefits
We offer growth opportunities for motivated professionals and a great compensation package including, dental insurance, medical insurance, vision insurance, pre-tax accounts for health and dependent care, 401K employer match, paid company holidays, and paid vacations. 

About the Community

For over 25 years, New England Lab has provided laboratory furniture systems to some of the leading government, corporate, university and medical research facilities. Local clients include NIH, University of Maryland, Baltimore, Universities at Shady Grove and Johns Hopkins Universities and Hospitals.  

Over the past several years New England Lab has continued to establish ourselves as the premier provider of custom laboratory furniture systems in New England, Mid Atlantic and the Carolinas.  Our solutions driven, high-end product and customer focused approach has created the need for additional personnel to support our Mid Atlantic operations.  Great leadership and talented team members are the heart and soul of our thriving environment. We focus on providing the best customer service possible and are committed to bringing our clients great results through integrity, dedication, and professionalism.