Regional Account Manager, Southwest (52741)

About the Role

Key Responsibilities

• Drive direct sales of XRD and XRF instrumentation to meet or exceed territory revenue targets.
• Identify and develop new business opportunities in materials science, metallurgy, cement, mining, pharmaceuticals, petrochemicals, semiconductors, and academic and Government research.
• Build and maintain strong, long-term relationships with key decision-makers, researchers, lab managers, and procurement teams.
• Conduct customer needs assessments and present tailored solutions using technical product knowledge.
• Manage the full sales cycle from lead to order acceptance including qualification, product demonstration coordination, proposal development, quoting and negotiation, and closing orders through direct purchase and bidding processes.
• Coordinate product demonstrations, technical discussions, and application evaluations in collaboration with internal application scientists and product specialists.
• Maintain up-to-date Salesforce.com CRM records and provide accurate sales forecasts and pipeline reporting.
• Represent the company at trade shows, technical conferences, and customer seminars.

Requirements

• Bachelor's Degree or higher in Physics, Chemistry, Materials Science, Engineering, or a related physical science field.
• 3-5+ years of hands-on experience in the sales, service, or use of XRD or XRF technologies.
• Fundamental understanding of X-ray Diffraction (XRD) and/or X-ray Fluorescence (XRF) principles, instrumentation, and applications is preferred.
• Ability to translate complex technical information into customer-focused solutions.
• Proven success in capital equipment sales, preferably in analytical instrumentation or scientific markets.
• Strong consultative selling and negotiation skills.
• Strong relationship-building skills across all levels of customer organizations from lab users to procurement.
• Experience with territory management, account development, and customer retention strategies.
• Excellent verbal and written communication skills tailored to scientific, technical, and business audiences.
• Willingness and ability to travel 50% or more of the time for onsite meetings, demos, and trade events.
• Competent with Microsoft Teams, Microsoft Outlook, Office programs, and Salesforce.com CRM.

Nice to Have

• Familiarity with materials characterization and laboratory workflows in R&D and QC environments.
• Understanding of scientific markets including academia, government, and industrial sectors such as cement, mining, metals, petroleum, energy, pharma, and electronics.
• Skill in identifying, nurturing, and growing key accounts and strategic relationships.
• Strategic thinking with the ability to align sales strategies to market trends and customer needs.
• Self-motivated and proactive in managing a large territory with minimal supervision.
• Strong organizational skills, time management, and discipline in remote/home-office work.
• Ability to collaborate effectively with application scientists, service engineers, product managers, and marketing.

Qualifications

• Bachelor's Degree or higher in a relevant physical science or engineering field.
• 3-5+ years of relevant experience in sales or use of XRD/XRF technologies.