BioFire Defense

US Government Account Manager – West

BioFire Defense

full-time

Posted on:

Location Type: Remote

Location: Remote • Utah • 🇺🇸 United States

Visit company website
✨ AI Apply
Apply

Job Level

JuniorMid-Level

About the role

  • Develop and execute a territory-specific business plan to increase share of wallet in the annually defined customer space, exceeding both specific growth targets and annual revenue goals.
  • Identify and pursue High Value Targets (HVTs) to drive new instrument and reagent placements.
  • Manage a robust opportunity pipeline, ensuring timing aligns with monthly forecasts and quarterly business objectives.
  • Manage all aspects of the sales cycle, from lead generation to deal closure, and cultivating long-term customer relationships through post-sales support.
  • Maintain and grow existing accounts to minimize lost business and ensure renewal of consumables and services.
  • Operates in SalesForce CRM to document customer engagement, request support from BioFire stakeholders, manage leads, work opportunities, create quotes, maintain accurate funnels, and provide customer insights.
  • Utilize the Miller Heiman Strategic Sales process.
  • Deliver effective product demonstrations and technical presentations.
  • Stay current on the US Government procurement cycle, contracting vehicles, and how company product offerings can benefit DHA customers within the healthcare landscape.
  • Leverage knowledge of competitor offerings to shape proposals and defend pricing strategies.
  • Analyze and communicate the ROI of BioFire solutions to clinical, administrative, and procurement stakeholders.
  • Provide pre- and post- sales support and serve as a knowledge resource to customers.
  • Partner with Director of Government Accounts and other internal teams to advance complex opportunities.
  • Develop and maintain strong relationships with key stakeholders, including laboratorians, clinicians, C-suite executives, and procurement officials.
  • Identify and engage with key opinion leaders within accounts.
  • Represent the voice of the customer internally to influence product strategy and marketing enhancements.
  • Serve as liaison between Sales and Marketing, ensuring field intelligence informs strategic direction.
  • Document all customer engagement in CRM.
  • Request team support in CRM.
  • Maintain timely and accurate opportunity funnels in CRM.
  • Participate in bi-weekly opportunity reviews with supervisor.
  • Conduct monthly and quarterly business reviews with internal teams and contribute to strategy adjustments.
  • Maintain accurate customer data and activities in CRM systems daily.
  • Submit timely expense reports and forecasts in accordance with company policy.
  • Ensure minimum forecast accuracy for revenue and units as defined in performance expectations.

Requirements

  • Bachelor’s degree required (Science or Business preferred); equivalent experience will be considered.
  • Minimum of 2 years of capital equipment sales experience required; clinical laboratory or molecular diagnostics experience preferred.
  • Experience selling into or working with the US Government/DHA.
  • Strong knowledge of molecular diagnostics, microbiology, or clinical laboratory operations, and diagnostic testing workflows is preferred.
  • Familiarity with government healthcare systems and federal procurement cycles is a strong advantage.
  • Exceptional communication skills, with the ability to explain complex technical solutions to a broad range of audiences and stakeholders.
  • Documented history of exceeding sales goals, managing complex sales cycles, and closing high-value deals.
  • Proficiency in Microsoft Office, CRM platforms (e.g., Salesforce), and business analytics tools.
  • Formal sales training preferred (e.g., Strategic Selling, SPIN Selling, Korn Ferry).
  • Team-oriented mindset with ability to collaborate in a cross-functional, matrixed environment.
Benefits
  • Medical
  • Dental
  • Vision
  • 401k - company match of 5% regardless of participation and up to a total of 9.5% company match if contributing
  • 4 Weeks of PTO
  • 9 Paid Holidays
  • Paid Winter Break from the work week between December 24 thru December 31
  • Participation in Company's Wellness Program (discounted medical premiums)
  • Multiple Company Sponsored Events Each Year (catered breakfast/lunch, holiday parties, snacks)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
capital equipment salesmolecular diagnosticsmicrobiologyclinical laboratory operationsdiagnostic testing workflowssales cycle managementlead generationdeal closureROI analysisbusiness planning
Soft skills
exceptional communicationrelationship buildingcollaborationteam-oriented mindsetcustomer engagementpost-sales supportinfluencingstrategic thinkingpresentation skillsproblem-solving
Certifications
Bachelor’s degreeformal sales trainingStrategic SellingSPIN SellingKorn Ferry