Account Manager

Account Manager

Cerillo is a Charlottesville, VA-based HAMILTON Company subsidiary focused on advancing human, environmental, and ecological health through its suite of innovative laboratory instrumentation. Through its Rayo platform of compact, precision microplate readers and the Canopy real-time monitoring system, Cerillo equips academic, government, and biotech/pharma researchers with affordable, accessible tools that ensure consistency and reproducibility.

The Account Manager is responsible for managing and growing a portfolio of customer accounts across an assigned territory and market segment, serving as the primary commercial contact for researchers, lab managers, and procurement stakeholders. This individual will drive revenue by identifying new opportunities, building lasting client relationships, and representing Cerillo's innovative product lines with scientific credibility. The ideal candidate is a self-motivated, science-savvy sales professional who thrives in a fast-moving environment and is passionate about putting the right tools in researchers' hands.

The essential functions include, but are not limited to the following:

• Manage and grow a portfolio of existing and prospective accounts across an assigned territory, including academic institutions, government agencies, and biotech/pharma companies.
• Estimate and analyze account records including revenue trends, costs, sales commitments, and obligations to forecast territory performance.
• Identify, prospect, and engage potential new customers; develop outreach strategies tailored to individual research needs.
• Build and maintain strong, long-term client relationships; serve as the primary point of contact for all assigned accounts.
• Resolve customer concerns promptly and provide solutions to issues throughout the sales and post-sale process.
• Conduct product demonstrations, instrument trials/pilots, and technical presentations to research and procurement stakeholders.
• Set and track sales account targets aligned with company revenue objectives; manage the CRM pipeline with accuracy and discipline.
• Analyze market trends and the competitive landscape to develop new sales ideas and identify emerging opportunities.
• Report on account activity, revenue performance, and territory forecasts to management.
• Manage the territory sales budget and expense reporting as required.
• Represent Cerillo at trade shows, scientific conferences, and industry events.
• Collaborate cross-functionally with applications science, marketing, and customer support teams to deliver a seamless customer experience.

Qualifications

Required:

• Proven track record of meeting or exceeding sales quota.
• Strong analytical skills; ability to interpret sales data and account performance metrics.
• Excellent oral/written communication skills, including well-developed presentation skills
• Willingness to travel, including internationally, up to 50% of time

Preferred:

• Experience selling microplate readers, spectrophotometers, or similar analytical instruments.
• Familiarity with microbiome research, microbiology, or biochemistry laboratory workflows.
• Hands-on laboratory experience beyond academic coursework. Scientific customer service experience, ideally as a field applications specialist, is preferred.
• Experience at a growth-stage startup or small company.
• Established relationships within academic or biotech/pharma research communities.

Education/Experience

• Bachelor's Degree (or higher) in life sciences, biology, biochemistry, or a related field.
• Two (2) to five (5) years of sales experience in life science capital equipment, laboratory instruments, or a related field.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions. Hybrid work is preferred but remote work can also be negotiated.

While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, and handle or feel objects, tools, or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms; and stoop, kneel, or crouch. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this position include close vision, distance vision, peripheral vision, and the ability to adjust focus. The noise level in the work environment is usually moderate.

Equal Opportunity Employer

It is the policy of this organization to provide equal employment opportunities to all qualified applicants without regard to race, creed, color, national origin, sex, age 40 & over, disability, marital status, sexual orientation, gender identity, genetic information, citizenship status, religious preference, or veteran status in all phases of the employment process & in compliance with applicable federal, state, & local laws & regulations.

Mid Salary