Develop and execute strategic account plans to achieve or exceed annual sales, growth, and profitability targets - Build and strengthen long-term relationships with decision-makers, scientific stakeholders, procurement teams, and executive leadership across assigned accounts - Manage the full sales cycle including prospecting, lead generation, qualification, demonstrations, proposals, negotiations, contract close, installation coordination, and post-sale support - Identify opportunities for competitive displacement, system upgrades, and cross-selling across Tecan’s automation and detection portfolio - Serve as a trusted advisor by translating customer workflows into customized laboratory automation solutions - Conduct technical presentations, ROI discussions, proof-of-concept evaluations, and business reviews in partnership with Field Application Specialists - Maintain accurate forecasting, pipeline visibility, and CRM data integrity to support business planning and revenue predictability - Collaborate cross-functionally with Marketing, Product Management, Service, Applications, and Operations teams to ensure exceptional customer experience and successful project execution - Support timely delivery, installation, onboarding, and ongoing adoption of Tecan solutions across customer sites - Identify and communicate market trends, competitive activity, and customer feedback to internal stakeholders - Represent Tecan at regional and national trade shows, scientific conferences, and customer engagement events - Ensure compliance with company policies, pricing guidelines, regulatory standards, and safety requirements - Travel within the assigned territory as required, up to 50% overnight travel, including short-notice travel when necessary What You Bring - Strong ability to develop and grow strategic customer relationships in a capital equipment sales environment - Deep understanding of consultative and solution-based selling methodologies - Excellent communication and presentation skills with the ability to explain technical and scientific concepts clearly to diverse audiences - Proven success managing complex sales cycles, multi-stakeholder negotiations, and high-value commercial opportunities - Strong analytical and strategic thinking skills with the ability to identify growth opportunities and execute account expansion plans - Exceptional organizational, prioritization, and time management skills with strong attention to detail - Ability to work independently in a remote, customer-facing role while managing competing priorities effectively - High level of initiative, accountability, adaptability, and problem-solving ability - Strong collaboration skills across cross-functional and geographically distributed teams - Ability to maintain professionalism and customer trust in dynamic or challenging situations Your Background - Bachelor’s degree in Life Sciences, Biotechnology, Biomedical Engineering, or related field required; advanced degree preferred - 3–7 years of experience in capital equipment sales, strategic account management, or technical sales within the life sciences industry - Experience with liquid handling systems, laboratory automation, microplate instrumentation, or imaging platforms strongly preferred - Demonstrated success achieving and exceeding sales targets in technical or scientific sales environments - Strong understanding of laboratory workflows including genomics, proteomics, cell-based assays, ELISA, molecular biology, or diagnostic applications - Experience working with CRM systems such as Salesforce and Microsoft Office Suite required - Valid driver’s license and willingness to travel regularly Nice to Have - Direct experience selling laboratory automation technologies such as Tecan, Hamilton, Beckman Coulter, PerkinElmer, or Bio. Tek systems - Experience supporting regulated laboratory environments including GLP, GMP, or CLIA-certified facilities - Familiarity with high-throughput screening, automated assay development, or integrated laboratory workflows - Experience collaborating with procurement and institutional purchasing teams on complex purchasing processes - Experience supporting customer demonstrations, workflow optimization, or on-site training activities - Strong forecasting, pipeline management, or data-driven territory planning skills - Experience representing organizations at scientific conferences, trade shows, or customer engagement events