Midwest Account Executive
Position Overview:
The Midwest Sales Account Executive is a critical driver of sales revenue and growth for Rapid Micro Biosystems’ novel Growth Direct™ (GD) and automated quality control solutions. This role is responsible for developing new business and growing existing accounts within the Midwest North American territory, with a primary focus on high-value capital equipment sales to Pharmaceutical, Biologics, Medical Device, and Personal Care Products companies. The Account Executive will lead complex, consultative sales cycles, build relationships across technical and executive stakeholder groups, and develop compelling business cases that demonstrate the operational and financial value of Growth Direct™ technology. The role will also identify opportunities to expand system utilization, applications, services, and consumables within existing customer accounts. The successful candidate will be a highly motivated, collaborative sales professional with demonstrated success building territories, creating pipeline, and closing complex capital equipment transactions. This position reports directly to the Head of Regional Sales-Americas.
Responsibilities
- Develop and execute a comprehensive territory plan to achieve or exceed growth targets by selling new Growth Direct™ instruments to new and existing customers within the Midwest North American Region.
- Build and maintain a robust pipeline of high-value capital equipment opportunities through proactive prospecting, account research, networking, referrals, and targeted outreach.
- Negotiate and close high-value capital equipment sales, including follow-on services and consumables.
- Grow and manage the sales pipeline, targeting 30+ accounts, while accurately forecasting customer progress and pending POs with quarterly success.
- Lead complex, consultative sales cycles involving multiple technical, operational, financial, and executive stakeholders.
- Educate prospective customers on Rapid Micro Biosystems, Growth Direct™ technology, and the operational advantages of fully automated microbial quality control.
- Assess customers’ current workflows, business priorities, and future-state objectives to identify opportunities for automation, process improvement, and broader adoption of Growth Direct™.
- Develop and present compelling financial and operational business cases, including ROI models, to support customer investment decisions.
- Provide technical expertise during the selling process to establish customer interest, qualify opportunities, facilitate product selection, and coordinate post-sale services.
- Develop and execute strategies to penetrate new markets and increase the adoption of Growth Direct™ and automated quality control solutions across target industries.
- Maintain a consistent field presence throughout the territory to develop customer relationships, advance opportunities, and create new business.
Required Qualifications
- Minimum 5 years of documented success in high value capital sales (capital equipment), ideally in life sciences, pharmaceutical, medical device, or regulated industries. Experience must include closing complex deals with long sales cycles (6–18 months) and managing large pipelines of high-value opportunities.
- Experience selling into highly regulated, GMP environments.
- Proficiency in Salesforce or similar CRM platforms.
- BS/BA degree in a science field or equivalent experience in life sciences preferred; MBA, MSc, or advanced degree also preferred.
- Candidates without demonstrated high value capital sales experience will not be considered.
- Knowledge of industrial microbiology lab (QC) environment while selling capital equipment and pull-through disposables is a plus.
Travel Requirements
- Up to 50% travel required to client site locations weekly. Quarterly to bi-annual travel to the Boston area for internal sales meetings and tradeshows.