The Southwest Regional Account Manager will lead sales activities and manage customer relationships for advanced X-ray Diffraction (XRD) and X-ray Fluorescence (XRF) systems across the Southwest U.S. territory, covering Texas, Louisiana, Arkansas, Oklahoma, and Kansas. This role combines consultative technical sales, territory growth strategy, and existing customer account management with a focus on delivering high-value solutions to customers in academic, government, and industrial sectors within research and quality control laboratories.
Essential Functions:
- 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.
Reasonable Accommodations Statement
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
PHYSICAL DEMANDS
Other Physical Requirements:
When visiting certain industrial customer sites, employee will be required to wear hard hat, protective eye wear, hearing protection, or safety clothing. Employee must be able to travel by car, train, or plane with baggage and computer. There is a high frequency of computer keyboarding and high frequency of viewing a computer monitor and cell phone screen.
WORK ENVIRONMENT
Sales Environment
This role requires a mix of office work and travel, with time spent in different settings such as corporate offices, customer sites, trade show venues, and outdoor locations. Noise levels vary depending on the location, ranging from quiet office environments to bustling event spaces or manufacturing facilities. Travel conditions may expose employees to varying temperatures, crowded venues, and extended periods of standing or walking.
Field Environment
This role requires frequent travel to customer sites, where work is performed indoors on Rigaku equipment in laboratories, manufacturing facilities, or research environments. The work setting varies by location and may include exposure to moderate noise levels from lab instruments, HVAC systems, or industrial machinery. Employees may encounter temperature fluctuations depending on the facility's climate control and ventilation systems. Some environments may contain airborne particles, chemical fumes, or other potential hazards, requiring the use of personal protective equipment (PPE) such as safety glasses, gloves, or lab coats. The role involves prolonged periods of standing, kneeling, or working in confined spaces while performing equipment installation, maintenance, or troubleshooting. Strict adherence to safety and operational protocols is essential in these environments.
