NGS Account Manager - West
OGT · Field Based
OGT is a leading global provider of clinical and diagnostic genomic solutions. We believe in creating products and partnerships that enable clinicians to deliver personalised healthcare to patients and that empower clinical researchers to develop the next generation of precision medicines.
We have an opportunity on our North American commercial team, reporting to our Sales Director for North America. This role covers all states west of the Mississippi river. Account Managers are responsible for driving revenue growth by developing strategic partnerships with clinical laboratories, academic medical centers, cancer centers, and health systems implementing or expanding next-generation sequencing (NGS) programs. Account Managers own territory planning, account strategy, and opportunity generation while achieving revenue objectives and key performance indicators focused on account penetration, stakeholder engagement, and pipeline development.
It’s an exciting time to join our growing commercial team as we have ambitious plans to increase our market share in the genomic space. We need someone who is self-motivated, knowledgeable when speaking within the genomics field, confident, and driven by the overall goal to improve human healthcare.
Your duties will include:
- Achieve quarterly and annual revenue targets within the assigned territory.
- Execute territory business plans focused on strategic account development and long-term growth.
- Develop comprehensive account maps identifying executive sponsors, laboratory leadership, clinical champions, procurement, and operational stakeholders.
- Generate and qualify new opportunities through proactive prospecting, customer engagement, conferences, and referrals.
- Build and maintain a robust sales pipeline with accurate forecasting in CRM.
- Partner with Technical Specialists to develop customized NGS testing strategies aligned with each customer's clinical and operational goals.
- Facilitate cross-functional collaboration to ensure successful evaluations, validations, and commercial implementation.
- Lead complex sales cycles involving scientific, operational, financial, and executive stakeholders.
- Develop executive-level business cases demonstrating clinical, operational, and financial value.
- Maintain a deep understanding of molecular diagnostics, NGS technologies, reimbursement, and competitive market trends.
- Represent the company at scientific meetings, conferences, and customer workshops.
- Provide regular territory updates, competitive intelligence, and market insights. Identify, map and develop regional clinician KOLs in close collaboration with the affiliates and cross-functional teams; maintain the regional KOL database and tools; develop KOL engagement programs and drive guideline update and shape clinical practice with high value diagnostic solutions.
- Engauge in all relevant activities directly related to market penetration and brand awareness of the OGT NGS portfolio in North America.
- Ensure that NGS sales and profit targets are achieved in supported geographies.
- Identify and develop key contacts for KOL support. Outcomes include oncology advisory boards, webinars, Alpha and Beta trialists as well as publication opportunities.
- Advise and guide go to market strategies for new product launches.
- Champion customer satisfaction improvement across all existing and potential new sites.
- Gather and seek out information about customers, competitors and the market and ensure that findings, evaluations and trends are communicated appropriately.
- Ensure that all Company Policies and Procedures are understood and adhered to.
- Collaborate with other staff across the organization.
- To complete any other tasks as commensurate with the level and nature of the post as delegated by the director of Sales.
What we’re looking for in you:
Essentials
- 5+ years of successful commercial experience in molecular diagnostics, NGS, genomics, or precision medicine.
- Strong, well-developed verbal communication and targeted presentation skills
- Demonstrated success selling into clinical laboratories, academic medical centers, cancer centers, and integrated health systems.
- Experience managing complex enterprise sales cycles with multiple decision makers.
- Proven track record of achieving or exceeding revenue targets.
- Experience developing strategic territory plans and managing long sales cycles.
- Familiarity with oncology and haematology testing markets preferred.
- Remote employee based out of a home office.
- Regular travel, minimum 50%.
Desirable
- Higher degree in molecular biology (or similar)
- Experience with CRM for lead, opportunity tracking and forecasting
- Experience in dealing with Senior level customers / end users / opinion leaders
- Experience of influencing / managing without authority.
In return you will receive:
- Competitive salary
- Company Bonus scheme
- Car reimbursement
- Pension Plan
- Healthcare Package.
Application is via CV and a one-page covering letter outlining your suitability for the role, salary expectations and notice period.
Please note that we will need to establish your right to work during the recruitment process.