Account Manager - Digital Pathology

Account Manager – Digital Pathology
Hamamatsu Photonics is a global leader in advanced light detectors, sources, and systems for industrial, scientific, and commercial applications. Our mission is to improve society through photonics technology.

Role Overview:
The Account Manager develops new business opportunities, leads consultative sales, and builds long-term relationships with key customers to drive loyalty, revenue, and profitability for the NanoZoomer business. This role expands Hamamatsu’s presence in the digital pathology market and supports the growth of its clinical business.

Location
This is a remote position.

Key Responsibilities:

• Present, promote, and sell Hamamatsu NanoZoomer solutions and services to existing and prospective customers. Travel overnight as needed—approximately 75%—for customer appointments, trade shows, and meetings. Visit active opportunities to assess customer needs, build long-term relationships within the assigned territory, track budget approvals, and position Hamamatsu as the preferred solution.
• Develop and execute a strategic territory plan to achieve annual revenue objectives, assess market potential, and prioritize opportunities. Build the customer base through prospecting, referrals, industry events, and other available resources. Create strategic account plans for key opportunities and deepen account penetration by engaging technical, clinical, and business decision-makers.
• Maintain accurate account, opportunity, pipeline, and forecast data in CRM and internal communication systems. Communicate customer needs, product improvement opportunities, and new product requirements to management and the factory. Analyze wins, customer expectations, satisfaction metrics, market dynamics, competitors, and industry trends to refine sales strategies.
• Coordinate and deliver customer demonstrations, including prioritizing requests, arranging logistics, and presenting solution functionality and features through a consultative sales approach. Emphasize the benefits most relevant to each customer, address objections, and clarify the decision-making process and next steps.
• Maximize profitability while maintaining strong customer loyalty by independently negotiating at least eight contracts annually.
• Develop and maintain expertise in Hamamatsu products, pathology, informatics, industry trends, and competitive offerings.

Required Qualifications:

• Bachelor’s degree in science, biology, engineering, or a related field.
• At least two years of sales experience in a pathology-related business.
• Five or more years of successful sales experience in the life sciences market.
• Strong knowledge of the life sciences industry and a foundational understanding of light microscopy.
• Excellent written and verbal communication, active listening, problem-solving, and organizational skills.
• Advanced customer relationship management skills.
• Ability to travel to customer sites throughout the United States and Canada approximately 75% of working days.
• Knowledge of anatomical pathology, biology, or general laboratory services.
• Intermediate proficiency with Microsoft Office applications.
• Demonstrated record of rapidly and consistently generating sales revenue.
• Strong attention to detail.
• Reliable transportation to and from customer appointments.

Preferred Qualifications:

• Experience with PACS and/or LIS.
• Medical equipment sales experience or extensive hands-on experience with light microscopes and imaging software.
• Master’s degree or PhD in science, engineering, or a related field.
• Experience in the sales or marketing of pathology equipment.
• Foundational knowledge of IT architecture and terminology.
• Valid driver’s license.
• Formal training in sales negotiation.
• Formal sales skills training.
• Experience with international business development.
• Experience with customer relationship management (CRM) software.

Pay Range
The target base salary for this role at the commencement of employment is expected to be between $100,000 – $140,000 annually, plus additional variable compensation. Final pay determinations will depend on various factors, including, but not limited to, geographic location, experience level, knowledge, skills, and qualifications.

Benefits
Hamamatsu offers a competitive salary and an excellent benefits package for full-time employees, including medical, dental, vision, prescription, life insurance, vacation/sick/personal time, and retirement plans.

Referral Tier: 2

This position may require working with, or exposure to goods and information that may be subject to the jurisdiction of the US State Department ITAR regulations (https://www.pmddtc.state.gov/index.html) and the Commerce Departments CCL (https://www.bis.doc.gov/index.php).

Hamamatsu is an Equal Opportunity Employer. All applicants will receive fair and impartial consideration without regard to race, religion, color, gender, age, national origin, physical or mental disability, genetic information, veteran status, gender identity, sexual orientation, or any other status protected by applicable law.

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