Account Manager, SRS Government

Summary

Azenta Life Sciences advances science and technology through innovative, customer-focused solutions that support a healthier and more connected world. The Account Manager, SRS Government role sells and promotes sample repository, laboratory sample processing, storage, logistics, and sample management services to government, public-sector, academic, healthcare, and research customers while managing opportunities, proposals, customer relationships, CRM activity, and sales reporting.

Responsibilities

• Consultatively sell and promote Azenta’s Sample Repository Services, including biorepository operations, laboratory sample processing, validated temperature-controlled storage, cryo-storage, sample management, transportation, relocation, and related customer workflows
• Grow and develop new and existing customers across government, public-sector, academic, research, healthcare, and scientific organizations by understanding customer needs and matching them to Azenta’s SRS capabilities
• Proactively generate and follow up on leads from marketing campaigns, customer referrals, inbound inquiries, events, government and public-sector opportunities, and field-sales activities
• Identify, evaluate, and respond to relevant government and public-sector sales opportunities, including RFIs, RFPs, RFQs, tenders, bid boards, agency communications, procurement portals, and prime-contractor opportunities
• Maintain practical account and territory plans for priority customers and prospects, including target opportunities, key contacts, customer needs, pipeline stage, next steps, and follow-up actions
• Organize and deliver capability presentations to existing and prospective customers, clearly communicating Azenta’s SRS capabilities, quality systems, cold-chain logistics, repository footprint, and broader portfolio of services and products
• ·Represent Azenta in customer visits, virtual meetings, seminars, conferences, exhibitions, and other market-development activities as a trusted advisor to the scientific and public-sector research community
• Work with cross-functional teams to prepare timely and accurate quotations, proposals, customer presentations, procurement responses, contract inputs, pricing information, and opportunity documentation
• Partner with territory-based sales account managers, Project Management, Operations, Quality, Legal, Contracts, Finance, Sales Operations, and other internal stakeholders to support coordinated client management and effective opportunity execution
• Gather customer intelligence and feedback to support service improvement, customer experience, and new service development opportunities
• Maintain accurate and up-to-date customer, lead, opportunity, activity, and forecast information in Salesforce CRM to support pipeline visibility and regular sales reporting
• Report pipeline, sales activity, forecast updates, customer feedback, and progress against annual revenue targets on a regular basis

Skills

• Bachelor's degree or equivalent experience required
• Sales, business development, or account management experience in life sciences, laboratory services, sample management, biorepository, cold-storage, cryo-storage, cold-chain logistics, or related scientific services
• Strong communication and customer relationship skills, with the ability to understand customer needs and clearly explain relevant services and solutions
• Ability to work independently and as part of a team while managing customer activity, follow-up actions, and sales opportunities
• Proficiency with Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook
• Consultative approach to selling, customer engagement, opportunity qualification, and follow-through
• Valid U.S. driver's license required; ability to travel for customer visits, internal meetings, seminars, conferences, exhibitions, and other business needs
• Customer-focused communicator who can clearly explain Azenta Life Sciences' sample management, biorepository, storage, transportation, and related services during customer meetings, virtual presentations, and teleconferences
• Consultative seller who can understand customer needs, qualify opportunities, and align appropriate SRS capabilities and solutions
• Collaborative team member who builds positive, supportive, and effective professional relationships with customers and internal stakeholders
• Acts with integrity, reliability, accountability, fairness, and respect while taking responsibility for individual goals, customer commitments, and team objectives
• Demonstrates curiosity, active listening, organization, attention to detail, and disciplined follow-through across customer interactions and sales activities
• Recognizes the value of continuous improvement and applies customer feedback and market insight to improve service understanding and customer experience
• Willing and able to travel overnight within the United States for customer meetings, internal business meetings, seminars, trade shows, conferences, site visits, and government-sector events
• Expected travel is approximately 50% to 60%
• Must reside within the assigned sales territory or within reasonable proximity to a major airport that supports effective coverage of the assigned market
• Degree in a science-related field preferred
• Experience selling to government, public-sector, academic research, healthcare, or regulated laboratory customers preferred
• Experience using Salesforce or a similar CRM platform preferred
• Familiarity with quotations, proposals, tenders, public-sector procurement, or government purchasing processes preferred but not required

Qualifications

Must Haves

• Bachelor's degree or equivalent experience required
• Sales, business development, or account management experience in life sciences, laboratory services, sample management, biorepository, cold-storage, cryo-storage, cold-chain logistics, or related scientific services
• Strong communication and customer relationship skills, with the ability to understand customer needs and clearly explain relevant services and solutions
• Ability to work independently and as part of a team while managing customer activity, follow-up actions, and sales opportunities
• Proficiency with Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook
• Consultative approach to selling, customer engagement, opportunity qualification, and follow-through
• Valid U.S. driver's license required; ability to travel for customer visits, internal meetings, seminars, conferences, exhibitions, and other business needs
• Customer-focused communicator who can clearly explain Azenta Life Sciences' sample management, biorepository, storage, transportation, and related services during customer meetings, virtual presentations, and teleconferences
• Consultative seller who can understand customer needs, qualify opportunities, and align appropriate SRS capabilities and solutions
• Collaborative team member who builds positive, supportive, and effective professional relationships with customers and internal stakeholders
• Acts with integrity, reliability, accountability, fairness, and respect while taking responsibility for individual goals, customer commitments, and team objectives
• Demonstrates curiosity, active listening, organization, attention to detail, and disciplined follow-through across customer interactions and sales activities
• Recognizes the value of continuous improvement and applies customer feedback and market insight to improve service understanding and customer experience
• Willing and able to travel overnight within the United States for customer meetings, internal business meetings, seminars, trade shows, conferences, site visits, and government-sector events
• Expected travel is approximately 50% to 60%
• Must reside within the assigned sales territory or within reasonable proximity to a major airport that supports effective coverage of the assigned market

Nice to Haves

• degree in a science-related field preferred
• Experience selling to government, public-sector, academic research, healthcare, or regulated laboratory customers preferred
• Experience using Salesforce or a similar CRM platform preferred
• Familiarity with quotations, proposals, tenders, public-sector procurement, or government purchasing processes preferred but not required