Account Manager, Chromatography/Mass Spec Instrument Sales

Job Description

At Agilent, our mission is to advance the quality of life by delivering trusted analytical solutions that help laboratories solve their most important scientific and business challenges. As a Chromatography and Mass Spectrometry Instrument Account Manager for the greater San Diego territory, you will be essential to our Applied Markets group's growth, managing high-impact strategic accounts and expanding Agilent's presence across one of the region's most dynamic laboratory communities.

This is a field-based sales role covering a defined geography and named accounts across San Diego County. You will drive growth, strengthen Agilent's competitive position, and build lasting relationships with applied-market laboratories, including environmental, clinical, food and beverage, chemical and energy, materials, forensics and toxicology, and commercial testing labs. You will position Agilent's chromatography, mass spectrometry, spectroscopy, software, consumables, and services as integrated solutions to customers' analytical and business needs.

What You'll Do

- Own and deliver the territory quota, sales forecast, and market-share goals across chromatography, mass spectrometry, molecular spectroscopy, software, consumables, and services.
- Build and execute a strategic territory plan that targets high-value segments, competitive opportunities, and untapped (whitespace) accounts.
- Manage and grow strategic, multi-million-dollar accounts, building trusted relationships from laboratory end users through operations, procurement, and C-suite leadership.
- Generate demand through targeted prospecting, networking, workflow discovery, and new customer and application development.
- Lead complex, consultative sales cycles from first engagement through solution design, business justification, negotiation, and close.
- Translate customer needs into differentiated Agilent workflow solutions, and clearly communicate technical, economic, and business value, including in executive presentations.
- Partner with Product Specialists, Application Engineers, Consumables and Service teams, Customer Operations, Marketing, and other One Agilent colleagues to win and support customers.
- Lead competitive response on significant opportunities, and resolve non-routine customer issues with sound judgment and escalation when needed.
- Support local marketing programs, customer events, seminars, and lead-generation activities.
- Maintain accurate monthly, quarterly, and half-year forecasts, along with disciplined Salesforce CRM, expense, and business-process practices.

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Qualifications

- Bachelor's, Master's, or Ph.D. in chemistry, biology, or another applied science, or an equivalent combination of education and experience.
- 4+ years of field sales or account management experience in analytical instrumentation, laboratory technology, or scientific markets.
- Hands-on knowledge of chromatography and mass spectrometry (GC, LC, GC/MS, LC/MS) in laboratory settings. LC/MS experience is strongly preferred.
- Experience selling capital analytical equipment through the full sales process, from prospecting and qualification to competitive positioning, negotiation, and close.
- Proven record of meeting or exceeding quota, growing market share, and building a sustainable pipeline in a competitive territory.
- Ability to independently manage complex opportunities with multiple decision-makers, technical requirements, funding considerations, and procurement processes.

- Strong business acumen, with the ability to set territory and account strategy and prioritize resources.
- Excellent communication, presentation, and negotiation skills, with the ability to influence stakeholders at all levels, including executive leadership.
- Experience leading cross-functional selling teams without direct authority.
- Strong self-management, organization, and time-management skills.
- Ability to travel regularly within San Diego County. Overnight travel is rare.
- Valid driver's license and a driving record that meets Agilent's fleet safety requirements.

Preferred

- Established customer and industry network in the greater San Diego area.
- Experience selling into environmental, clinical, food and beverage, chemical and energy, materials, forensics and toxicology, or commercial testing laboratories.
- Experience managing strategic accounts, displacing incumbent competitors, and expanding wallet share across instruments, consumables, software, and services.
- Familiarity with molecular spectroscopy, informatics, and applied-market workflows.
- Advanced use of AI tools such as Microsoft Copilot for selling, including building prospecting campaigns, analyzing funnel health, researching territory and market data, and preparing customer materials, with careful human review to make sure the output is accurate.
- Advanced Salesforce CRM skills.

Additional Details

This job has a full time weekly schedule. It includes the option to work remotely. Applications for this job will be accepted until at least October 14, 2026 or until the job is no longer posted. It is sales incentive eligible. In the US, this position is eligible for reimbursement for personal vehicle usage.

The full-time equivalent pay range for this position is $158,012.00 - $263,354.00/yr plus eligibility for bonus, stock and benefits. Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location. Pay and benefit information by country are available at: https://careers.agilent.com/locations

Agilent Technologies, Inc. is an Equal Employment Opportunity and merit-based employer that values individuals of all backgrounds at all levels. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, religion or religious creed, color, gender, gender identity, gender expression, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, registered domestic partner status, age, sexual orientation, military or veteran status, protected veteran status, or any other basis protected by federal, state, local law, ordinance, or regulation and will not be discriminated against on these bases. Agilent Technologies, Inc., is committed to creating and maintaining an inclusive in the workplace where everyone is welcome, and strives to support candidates with disabilities. If you have a disability and need assistance with any part of the application or interview process or have questions about workplace accessibility, please email [email protected] or contact +1-262-754-5030. For more information about equal employment opportunity protections, please visit www.agilent.com/en/accessibility.

## Travel Required:
25% of the Time

## Shift:
Day

## Duration:
No End Date

## Job Function:
Sales