Account Executive

Description

LabWare Asia Pacific seeks a dynamic Sales Executive to join our ASEAN Sales Team based in Manila, Philippines.  Reporting to our ASEAN Sales Manager, this role is pivotal in driving new sales for LabWare by identifying and qualifying prospects and effectively selling our innovative Laboratory Information Management Systems (LIMS), Electronic Laboratory Notebooks (ELN), and professional services in the Philippines.  The Sales Executive will nurture a robust sales pipeline, engaging new and existing customers and driving the sales cycle from initiation to post-installation support.  Representing LabWare at industry events and exhibitions, you'll also tackle competitive market challenges with strategic positioning.  Your role will involve the effective use of CRM tools such as Salesforce, a solid grasp of our product offerings, and skilled tender / RFP response management.

 Your profile should include 3+ years in Sales within the laboratory software or instrumentation field, a science or tech-related Bachelor's Degree, and a track record of engaging with C-suite-level stakeholders.  We expect excellent communication skills, the ability to perform demonstrations, and fluency in I.T. and MS Office.  Bring your enthusiasm, accountability, and strategic planning skills to our team and help shape the future of LabWare Philippines Sales.

 

Key Responsibilities Include

• Drive new Sales for LabWare as part of the ASEAN Sales Team, identifying and qualifying new prospects and selling LabWare’s software and services.
• Develop the Sales pipeline by identifying new opportunities and cultivating the expansion of LabWare’s footprint in existing accounts.
• Work with the Sales Team to provide input on customer requirements and prioritize solution enhancements.
• Participate in managing the entire Sales cycle, from the initial Sales lead through installation, implementation, support and cultivation.
• Participate in relevant exhibitions and events.
• Analyze competitor activity and develop appropriate positioning and tools to differentiate LabWare against competitive offerings.
• Manage customer activity with CRM tools for efficiency and visibility.
• Represent LabWare on technical Sales matters when dealing with prospective or existing customers.
• Develop and maintain basic knowledge of all of the company's products so that opportunities can be identified and related to the appropriate business.
• Apply technical knowledge to commercial use and submit tender and RFP responses for selling LabWare products following strict organizational guidelines regarding price and service commitments.
• Any other duties as senior management may reasonably require from time to time.

 

Critical Competencies

• Communication Skills - Ability to express ideas clearly and concisely orally and in writing, listening skills, questioning skills, sharing of information with colleagues, and presentation skills.
• Energy and Enthusiasm—Consistently maintaining a high level of energy, enthusiasm, and productivity, which is a positive motivation force in the workplace.
• Accountability – Monitor and manage opportunities and customer accounts.
• Information Management – Follow established procedures for collecting and reviewing information required to achieve goals.
• Initiative—Making active attempts to influence events to achieve goals; being a self-starter rather than a passive observer; being proactive and goal-oriented.
• Integrity and Judgement—Maintaining and promoting social, ethical, and organizational norms in conducting all affairs.  Ability to act responsibly and be trusted. Ability to make well-reasoned and timely decisions, understanding of decisions' consequences, ability to think and act effectively, and acting for the greater good of the organization.
• Planning and Organizing – Establishing a clear course of action to accomplish goals and objectives.  Time management skills, effective use of resources and systems, ability to prioritize activities, and completion of tasks.
• Proven strong understanding of the Sales process and customer service.
• Comprehensive understanding of information technology needs and trends and impact on product direction and specific customer opportunities.

 

Requirements

• 3+ years of Sales / Account Management experience in laboratory software or instrumentation.
• A B.S. Degree is required in science, engineering, computer science, or other scientific disciplines.
• Experience/knowledge in the Laboratory Informatics space.
• Ability to cultivate relationships at the C-suite level with prospective customers.
• Ability to perform introductory product demonstrations.
• Proven ability to work in a global team environment.
• Excellent written and oral communication skills, including presentations to large and diverse audiences.
• Broad computer hardware and software knowledge.
• Basic use of MS Office suite.

 

LabWare offers outstanding career opportunities, workplace empowerment, and a diverse and friendly team underpinned by competitive compensation packages. Salary will be determined based on candidate experience, qualification, and applicable skill sets.