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Emerging Accounts Sales Representative
Role Overview
- The Emerging Accounts Sales Representative is responsible for managing, supporting, and developing a large portfolio of small, early-stage customer accounts.
- These accounts represent a meaningful portion of overall revenue and require an efficient, scalable engagement approach.
- This role focuses on customer onboarding, account enablement, and growth, while guiding customers to the most appropriate purchasing and support channels, including eCommerce and distribution partners.
- The objective is to increase account productivity, encourage self-service adoption, and advance accounts into higher-value segments over time.
Key Responsibilities
1. Account Management & Development
- Manage a high volume of emerging accounts, providing consistent and efficient customer support
- Monitor account performance and identify growth, risk, and promotion opportunities
- Support the progression of accounts into higher-value tiers through structured development
- Maintain regular communication through remote channels (phone, email, digital engagement)
2. Customer Onboarding & Enablement
- Initiate and support account setup for new and emerging customers
- Introduce customers to Neogen’s product portfolio, learning resources, and service tools
- Drive adoption of eCommerce, Learning Academy, and self-service portals
- Ensure customers are equipped to independently manage day-to-day needs wherever possible
3. Channel & Digital Engagement
- Direct customers to the most appropriate purchasing pathway
- E.g. take orders directly, introduce them to eCommerce, or introduce them to channel partners, based on account size and complexity
- Increase utilization of eCommerce and distribution channels to improve efficiency and customer experience
- Align account engagement model with company segmentation and cost-to-serve strategies
4. Operational Efficiency & Execution
- Effectively prioritize and manage a large number of accounts and activities
- Maintain accurate account records, activity tracking, and pipeline updates in CRM systems
- Leverage data and reporting tools to identify trends and optimize engagement strategies
- Collaborate with field sales and support teams to ensure alignment across customer touchpoints
Qualifications
- Minimum 3+ years of experience in sales, account management, or customer service
- Proven ability to manage a high volume of customers or transactions in a structured environment
- Strong communication skills with the ability to guide customers toward efficient solutions
- Experience working with CRM systems and digital tools
- Bachelor’s degree preferred
Key Competencies
- Highly organized with the ability to manage a large portfolio of accounts
- Customer-focused with a strong service orientation
- Strong business judgment in directing customers to the appropriate channel (direct vs. partner/eCommerce)
- Process-driven with a focus on efficiency and scalability
- Adaptable and comfortable in a fast-paced environment
Success Metrics (KPIs)
- Adoption and growth of eCommerce and channel partner utilization
- Number of accounts onboarded and activated
- Account progression to higher-value segments
- Customer engagement and retention within emerging accounts
- Contribution to revenue and overall sales efficiency
Why Neogen
- At Neogen we believe that taking care of our employees allows them to do their best work. When you join our team, you'll enjoy competitive benefits and the opportunity to make a meaningful difference every day.
Benefits include:
- Benefits starting on Day One – Medical, dental, and vision coverage begin on your first day of employment.
- 401(k) with company match – Invest in your future with retirement savings and company contributions.
- Paid Time Off (PTO) – Enjoy generous paid time off so you can rest, recharge, and spend time with those who matter most.
- Career Growth Opportunities – We are committed to promoting from within and providing the tools, training, and support to help you grow your career.
- Meaningful Work – Be part of a team whose work has a real impact on our customers, communities, and the world around us.
- Collaborative Culture – Join a team that values innovation, respect, teamwork, and continuous improvement.
- Come build your future with us while making a difference every day.
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Come Be Part Of A Mission that Matters!
From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.