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Summary:
Role Purpose: Drive profitable growth for A&D’s precision measurement solutions by winning new business, expanding strategic accounts, and developing high-value channel partnerships. This role owns territory strategy, pipeline execution, forecast accuracy, and the translation of customer applications into differentiated commercial solutions across laboratory, medical, manufacturing, food and beverage, and industrial markets.
Responsibilities:
- Deliver growth: Achieve or exceed revenue, margin, and growth objectives through focused territory and account plans.
- Build the pipeline: Identify, qualify, and convert new customers, applications, and channel opportunities; maintain disciplined CRM, opportunity, and forecast data.
- Expand strategic accounts: Develop executive and technical stakeholder relationships, uncover business and application needs, and position A&D’s value through consultative, solution-based selling.
- Activate channel partners: Create joint business plans with distributors and coordinate training, lead follow-up, account development, and opportunity execution.
- Shape market strategy: Translate customer requirements, competitive intelligence, and market trends into actionable recommendations for R&D, marketing, operations, and leadership.
- Drive execution: Partner cross-functionally to improve demand visibility, forecast and supply accuracy, customer outcomes, and timely follow-through on commitments.
- Represent A&D: Lead customer meetings, demonstrations, business reviews, and trade-show engagement; travel approximately 40%–60%.
Preferred Experience and Skills:
- Experience: Five or more years of successful B2B sales, account management, or business development; technical instrument, laboratory, industrial equipment, or precision measurement experience preferred.
- Education: Bachelor’s degree in business, engineering, science, or a related field, or an equivalent combination of education and relevant experience.
- Commercial capability: Demonstrated success in consultative selling, new-business development, strategic account growth, negotiation, stakeholder influence, and results-oriented execution.
- Technical and analytical capability: Ability to understand customer applications, develop proficiency across A&D’s solution portfolio, build credible business cases, and use market and account data to guide decisions.
- Tools and communication: Proficiency with CRM, forecasting, Microsoft Office, and virtual presentation tools; strong customer presentation, demonstration, proposal, and internal business-review skills.
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