Account Manager, DxRM (Diagnostic & Regulated Materials) San Diego, CA

Your Role:  

The main responsibilities for this position are to serve as a strategic partner to customers, focusing on all customers utilizing DxRM products with especial focus on Industrial, Testing, Academia and Pharma by delivering tailored solutions that support their workflows, ensure supply continuity, and drive operational excellence. The core focus of this field-based role will be expanding MilliporeSigma’s footprint within these accounts by identifying unmet needs, increasing share of wallet and seeding new opportunities into customers’ R&D or similar functions in collaboration with DxRM Specialists.  

In this role you will be in the field 4 days a week covering “Assigned Accounts” in an assigned territory within San Diego, CA & Carlsbad CA with occasional travel to Los Angeles, CA achieving sales and gross profit goals of the DxRM portfolio within this geography. Travel 10% a few times per year for meetings.

Ideal Candidate:  

The ideal candidate should possess experience partnering with DxRM customers to clearly understand their requirements as well as demonstrated ability to offer solutions. Experience working across the customer product value chain. This includes but is not limited to seeding demand in R&D, Development, and Scale-Up, progressing to validation, BOM/spec insertion, and conversion to orders. Additionally, they should be adept at listening, identifying customer needs, and offering appropriate product solutions. The candidate will possess effective sales techniques, business acumen, and presentation skills to successfully close sales of DxRM products.  

Essential Job Functions: 

• Meet or exceed sales targets. 
• Provide detailed and accurate forecasts at scheduled intervals. 
• Partner closely with customers to understand their production processes, pain points, and quality requirements, and providing solutions that enhance efficiency and compliance. 
• Leverage data and customer insights to develop account-specific growth strategies aimed at increasing wallet share and long-term loyalty. 
• Identify opportunities to expand product and service utilization within existing accounts, driving deeper integration of MilliporeSigma’s portfolio across customer operations. 
• Work to understand the customer’s applications and pain points, share these insights with DxRM R&D and Product Management to ensure strong innovation pipeline.  
• Utilize Salesforce CRM and digital analytics platforms to track customer engagement, forecast demand, and identify cross-selling opportunities based on usage patterns and workflow gaps. 
• Monitor and understand competitors’ market and product positions. 
• Participate in trade shows as needed. 
• Act as a technical consultant to guide customers in selecting and the right DxRM product for their end use. 
• Provide commercial and technical support on DxRM products.  
• Manage all customer inquiries, plant audits, and contract negotiations. 
• Comfortable working in a highly matrixed organization. 

Although this is an individual role, working within a team is crucial. Team members share ideas and support each other, especially during team meetings and quarterly reviews. Collaboration and communication within the team are essential to achieving common goals and ensuring success. Embracing diversity and inclusion, we value the unique perspectives each team member brings, fostering an environment where everyone can thrive. 

Who You Are

Minimum Qualifications: 

• Bachelor’s degree in a scientific/technical field (Biology, Immunology, Molecular Biology, Biochemistry) or Business
• 5+ years of field sales experience specifically targeting DxRM (Diagnostic/Regulated Materials) customers.

Preferred Qualifications: 

• Demonstrated experience working across either A. The full Industrial product development and manufacturing value chain, B. The Clinical Testing Development chain or C. Pharmaceutical Product Development and Manufacturing chain. 
• Broad-based knowledge of basic scientific procedures, testing methods, and equipment coupled with the ability to diagnose customer needs and provide product solutions. 
• Evidence of disciplined CRM usage and successful navigation of RFP’s, tenders, Supply Agreements and Quality Agreements (SAs and QAAs)  
• Proven track record: highly accurate forecasts (target ±5%), consistent quota delivery, above-market growth, and 4–5x quota pipeline generation. 
• Positive Price realization within guidance and demonstrated ability to drive exceptional price reductions supported by strong business cases. 
• Fluent in English, written and oral communication.  
• Excellent organization and time management. 
• Business acumen to negotiate long-term supply agreements. 
• Highly goal-oriented and self-motivated, capable of working with minimum direction. 
• Self-starter, proactive individual with excellent interpersonal and communication skills. 
• Ability to be autonomous and to work in a multicultural environment. 
• Position requires travel to visit with customers within the assigned territory and the ability to successfully drive business through face-to-face and virtual activities. 
• Ability to be in the field for face-to-face customer meetings 4 days a week. 

Pay Range for this position: $68,700 - $124,100.

The offer range represents the anticipated low and high end of the base pay compensation for this position. The actual compensation offered will be determined by factors such as location, level of experience, education, skills, and other job-related factors. Position may be eligible for sales or performance-based bonuses. Benefits offered by the Company include health insurance, paid time off (PTO), retirement contributions, and other perquisites. For more information click here.