Northeast Account Executive

The Account Executive is a critical driver of sales revenue and growth for Rapid Micro Biosystems’ novel Growth Direct™ (GD) and automated quality control solutions. This role is responsible for developing new business and managing existing accounts within the Northeast North American territory, focusing on high value capital equipment sales and validation services for Pharmaceutical, Biologics, Medical Device, and Personal Care Products companies. The successful candidate will demonstrate proven expertise in complex, consultative sales environments and will report directly to the Director of Sales-Americas.

Key Responsibilities

Sales Activities

• Develop and execute a territory plan to achieve or exceed growth targets by selling new instruments to new and existing customers within the Northeast North American Region.
• Negotiate and close high value capital equipment (GD) sales, including follow-on services and consumables.
• Grow and manage the sales pipeline, targeting 30+ accounts, while accurately forecasting customer progress and pending POs with quarterly success.
• Provide technical expertise during the selling process to establish customer interest, qualify customers, facilitate product selection, and coordinate post-sale services.
• Proactively identify and qualify new business opportunities through research, networking, and outreach to expand the customer base within the Northeast North American Region.
• Develop and execute strategies to penetrate new markets and increase the adoption of Growth Direct™ and automated quality control solutions across target industries.

Customer Engagement

• Develop and maintain relationships with customers to support their adoption of GD technology, driving add-on sales at current sites and throughout customer networks.
• Build relationships with key opinion leaders within the region and ensure they are knowledgeable about the technology.
• Sell to multiple stakeholders (up to 12) with varying interests and objectives inside the QC lab, Manufacturing/Operations, and executive suite to build executive sponsors.

Internal Collaboration

• Coordinate with Support teams (Applications, Validation, Services) to support pre-sales and post-sales activities.
• Collaborate extensively with other team members, validation and service teams, and internal stakeholders.

Administrative Duties

• Participate in regular forecasting meetings, maintain accurate Salesforce pipeline and activity logs, conduct 1:1 calls with leadership, join team pipeline calls, and manage monthly expenses.

Required Qualifications

• Minimum 5 years of documented success in high value capital sales (capital equipment), ideally in life sciences, pharmaceutical, medical device, or regulated industries. Experience must include closing complex deals with long sales cycles (6-18 months) and managing large pipelines of high-value opportunities.
• Experience selling into highly regulated, GMP environments.
• Proficiency in Salesforce or similar CRM platforms.
• BS/BA degree in a science field or equivalent experience in life sciences preferred; MBA, MSc, or advanced degree also preferred.
• Candidates without demonstrated high value capital sales experience will not be considered.
• Knowledge of industrial microbiology lab (QC) environment while selling capital equipment and pull-through disposables is a plus.

Competencies

• Lead/manage relationships to achieve sales goals and long-term product placement.
• Possess or develop clinical/technical knowledge and become a technical expert in the industry.
• Sell as a consultant, relaying market trends and overcoming complex workflow challenges for customers.
• Communicate effectively, clearly articulating key selling messages and value propositions to all stakeholders.
• Manage complex projects, prioritize competing requests, and accomplish goals.
• Identify, evaluate, and implement opportunities for improvement.
• Understand financial ROI models and position ROI data effectively in the sales cycle.
• Outstanding presentation skills and ability to deliver compelling sales messages.
• Self-awareness, EQ, and IQ with a track record of success in complex capital sales environments.
• Understand market and client dynamics; create winning strategies and tactics to increase exposure for Growth Direct™ in target accounts and customer networks.
• Work closely with peers who may also be calling on the same customer targets in different geographies.

Travel Requirements

• Up to 50% travel required to client site locations weekly. Quarterly to bi-annual travel to the Boston area for internal sales meetings and tradeshows.