Field Account Manager

📋 Description

• • Own and expand a high-value territory of existing Quartzy customers across Boston’s biotech corridor—from Cambridge to Seaport, Watertown to Waltham—turning loyal software users into power purchasers. You will spend 3–4 days a week in the field, walking lab benches and procurement offices to uncover hidden demand and accelerate e-commerce adoption.
• • Mine rich account data in Salesforce and Looker to pinpoint under-penetrated product categories, seasonal spikes, and price-elastic SKUs. Translate these insights into concise, compelling growth plans that you present to scientists, lab managers, and finance teams during on-site visits and virtual follow-ups.
• • Run consultative discovery sessions that uncover workflow pain points—expired reagents, rogue PO processes, fragmented vendor lists—and map them to Quartzy’s integrated catalog, competitive pricing, and just-in-time delivery. Your conversations move the customer from “nice to have” to “can’t work without it.”
• • Execute quarterly expansion plays: cross-selling consumables into labs using only equipment, introducing new chemical lines to groups stuck with single-source contracts, or bundling private-label products to lock in margin and volume. Each play is tracked in Salesforce with clear revenue targets and close dates.
• • Collaborate with Marketing to tailor email nurtures, webinar invites, and sample-box campaigns that warm up leads before you arrive on-site. Feed real-world objections and competitive intel back to Product Marketing so messaging stays razor-sharp.
• • Partner with Customer Success to time expansion outreach immediately after successful software rollouts, ensuring labs feel value before you ask for larger wallet share. Co-author success stories that double as case studies for the next prospect.
• • Work hand-in-hand with Pricing Ops to test elasticity in real time: negotiate custom price lists, design volume-based rebates, and pilot subscription models for high-frequency SKUs. Your field feedback directly influences catalog strategy and margin goals.
• • Track Boston-area market trends—new incubator launches, VC funding rounds, M&A activity—and map them to whitespace opportunities. Build a living heat-map of labs, decision makers, and upcoming grant cycles so Quartzy always shows up first.
• • Maintain meticulous pipeline hygiene: every visit, call, and email is logged with next steps and revenue impact. Forecast accuracy within 10 % is the standard; you treat your pipeline like a living P&L.
• • Champion Quartzy’s mission in every interaction: freeing scientists to focus on breakthroughs instead of purchase orders. Your wins don’t just hit quota—they accelerate drug discovery, food-safety testing, and climate science across the region.