Account Manager, SRS Government

At Azenta, new ideas, new technologies and new ways of thinking are driving our purpose; to advance science and technology to enable a healthier and more connected world for everyone, everywhere. We believe each employee brings diverse perspectives, unique value and untapped potential that can be developed to mutually enrich the individual and the organization alike. 

All we accomplish is grounded in our Core Values of Customer Focus, Achievement, Accountability, Teamwork, Employee Value, and Integrity. 

How you’ll add value… 

Reporting to the Vice President, Commercial, Sample Repository Services, the Scientific Sales Consultant, Government & Public Sector will sell and promote Azenta’s sample repository, laboratory sample processing, cold-storage, cryo-storage, and related sample management services to government, public-sector, academic, public health, and research customers. This role will focus on consultative selling, customer development, lead follow-up, quotations and proposals, CRM discipline, and regular sales reporting while ensuring customer needs are matched to appropriate Azenta SRS capabilities.

Key markets include federal and state agencies, public health laboratories, government-funded research institutions, academic research organizations, healthcare and regulated laboratory customers, government contractors, and other organizations requiring sample processing, storage, biorepository, cold-chain logistics, sample relocation, and long-term specimen management services.

What You’ll Do…

• 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.

What You’ll Bring…

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

Your Working Conditions: 

• 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.

EOE  M/F/Disabled/VET

Azenta is an Equal Opportunity Employer. This company considers candidates regardless of race, color, age, religion, gender, sexual orientation, gender identity, national origin, disability or veteran status.

The posted pay range for this position is an estimate based on current market data and internal pay structure. Final compensation may vary above or below this range depending on factors such as experience, education (including licensure and certifications),  qualifications, performance, and geographic location, among other relevant business or organizational needs.