Manager - Service Agreement Sales

  • Nanostring
  • Jun 08, 2022
Full time Outside Sales Sales Management Service Manager Technical Support Sales

Job Description

Who We Are: 

NanoString Technologies (NASDAQ: NSTG) is a leading provider of life science tools for discovery and translational research. The company’s nCounter® Analysis System is used in life sciences research and has been cited in more than 3,800 peer-reviewed publications. The nCounter Analysis System offers a cost-effective way to easily profile the expression of hundreds of genes, proteins, miRNAs, or copy number variations, simultaneously with high sensitivity and precision, facilitating a wide variety of basic research and translational medicine applications. The company’s GeoMx® Digital Spatial Profiler enables highly-multiplexed spatial profiling of RNA and protein targets in a variety of sample types, including FFPE tissue sections.  Built on pioneering principles in 2003, NanoString is blazing new trails and exploring new frontiers to adapt to the everchanging landscape and becoming smarter and more innovative in the process.  We are dedicated to advancing scientific discovery and providing solutions that can have a meaningful impact in research and discovery.   

Our purpose is to Map the Universe of Biology.   We enable scientists to answer questions they have always wanted to ask to explore the boundaries of cellular structures and create an atlas of biological interactions that define life.  We are relentless in our quest to Catalyze the Next Biological Revolution leading to Advancing the Human Condition.  In addition to a pioneering spirit, we value:  Grit.  Authenticity.  Ambition.  Ingenuity.  Customers.  Join our team! 

Job Summary:

The Service Agreement Manager manages contract acquisition and fulfillment between NanoString and its customers post sales. Coordinates contract negotiation, approval, termination in accordance with company policies, regulatory requirements, and customer specifications. Manages changes for contracts and coordinates all interested parties. This candidate should possess strong organizational skills as well as the ability to operate independently and with minimal supervision. In support of the NanoString objectives, this role must exhibit drive, passion, and a competitive spirit to help maximize our commercial success. They must be a team player with customer relationship building skills, who is hard working, smart, and loves to win.

Job Responsibilities:

  • Sell contracts via email and telephone by quotation to customers both proactively (i.e., cold calling) and by customer or sales representative requests or leads
  • Achieve quotas for sales capture rates and revenue
  • Provide contract renewal information to existing customers. Foster and maintain customer relationships to facilitate growth with channel partners
  • Create new opportunities and follow up on open opportunities, both internally and externally. Close the sale by collection of a purchase order
  • Manage service agreements in Salesforce (SFDC); ensure that all information is entered correctly and accurately in a timely manner. Ensure that all billing and invoices are correct
  • Uphold accurate service agreement pricing to ensure that service contracts are profitable to NanoString
  • Generate monthly and quarterly revenue reports showing contract sales activity to trend sales and observe increase or decrease in total number of instrument installs under service contract
  • Work with Regional Field Service Managers and Sales managers to determine service strategies and service eligibility for specific customers and execute those strategies
  • Work with field service engineers and field sales by means of lead management in the sale of contracts; create quotations and close sales leads turned in by the field representatives. Track the leads submitted and provide correct incentive payouts
  • Provide renewal, or new service contract information to both internal and external customers to ensure that NanoString customers are informed of the most current contract terms and pricing
  • Create “marketing strategies” for the sale and generation of new contracts in the instrument installation base to generate additional contract revenue
  • Keeps up-to-date knowledge of the industry, as well as the competitive posture of the company, and prepares activity and forecast reports as requested
  • Exercises judgment with defined procedures and practices to determine appropriate action.  Has thorough knowledge of company products/services

Job Requirements:

  • Associates Degree
  • 3+ Years’ experience selling service agreements in a related field
  • Proficient with Microsoft Office programs (Emphasis on Excel and PowerPoint) as well as CRM and ERP; SFDC experience a plus
  • Excellent verbal and written communication skills
  • Strong skill and ability to manage customer expectations while providing outstanding customer service
  • Working knowledge of general field service activities designed to achieve a world class customer experience
  • Capable of working independently and in a team environment, communicating relevant information effectively in oral and written format, working in a timely manner to meet defined deadlines/quotas
  • While this is an office-based role, a willingness and availability to incur overnight travel which is expected to average less than 10% per month; mainly to NanoString Headquarters and meetings

Preferred Qualifications:

  • B.S. degree with 3+ years of service agreement sales experience
  • Experience building out a service agreement sales team/process
  • Experience working in an FDA regulated or QSR certified organization
  • Job may be done remotely but preference will be given to candidates in the greater Seattle area and/or those who are capable of working, in a hybrid fashion, from one of NanoString’s headquarter offices

NanoString is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. NanoString does not accept unsolicited agency resumes and will not pay fees to any third-party agency or company that it does not have a signed agreement with.

COVID-19 VACCINATION REQUIREMENT: NanoString has a COVID-19 vaccination policy that applies to ALL U.S. employees (regardless of work location), onsite contractors and visitors except as prohibited by applicable law. As a condition of employment, newly hired employees are required to provide proof of full vaccination within 31 days of their hiring date or have applied for an exemption for which an accommodation can be made. Being fully vaccinated means that an individual is at least two weeks past their final (or only) dose of an authorized COVID-19 vaccine regimen. Exemptions will be considered for medical conditions/disabilities and sincerely held religious beliefs, observations, or practices. For any visitor coming onsite to one of NanoString’s facilities, we must verify that the visitor is fully vaccinated against COVID-19 prior to site entry and visitors must don a face mask at all times when onsite in a NanoString facility.


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