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For your reference, we have included the original job posting below.
Technical Sales Specialist
Job Number:
26943282
Company Name:
Life Technologies
Job Location:
Field, MA US
Job Category:
Healthcare & Medical
Technical Sales Specialist
Auto req ID 5278BR Position Title Technical Sales Specialist Job Description The Sales Specialist, is, first and foremost, a field sales position but with the added responsibility of understanding, in technical depth, the products within their portfolio. The position manages sales processes in a geography covering Massachusetts to Eastern Canada. The Sales Specialist will comprehend and utilize product features, benefits and applications accompanied with selling and business building skills to successfully promote and consummate the sale of Company products and services to achieve or exceed the assigned territory sales plan. The Sales Specialist will also be the primary driver of business development at assigned major customer call points to penetrate and grow current and new business. The Sales Specialist will be a recognized as a technical and business development leader within the sales force that drives strategic objectives and adoption of new products.
PLAN PERFORMANCE AND SALES SKILLS
* Consistently achieve or exceed the territory sales plan by maintaining existing business, developing incremental business in existing accounts, working independently to grow new business as a multiplicative partner, and drive growth at assigned call points in assigned technology portfolio.
* Drive sales activities to close opportunities identified by regional sales managers, account managers, or other members of the sales and marketing organization to meet or exceed revenue goals.
* Demonstrate clear product/technology expertise to confidently serve as the field-based expert in the assigned workflow-based product portfolio. Develop in-depth technical knowledge on anchoring technology product in the assigned sales portfolio.
* Demonstrate use of advanced selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating the value proposition and closing. Has proven solution and large opportunity selling skills.
* Participate in, and in some cases, lead sales training programs as presented by the company to develop appropriate selling skills consistent with the Company philosophy, policies and procedures.
* Mentor / serve as model to other Sales Specialists, Account Managers, Field Application Scientists, and other members of the sales and marketing organization with advanced skills, knowledge, attributes, and proven performance.
ACCOUNT MANAGEMENT
* Call on all organizational levels and functional areas, using solution selling techniques within assigned account which influence purchasing decisions.
* Develop, write, and execute a business plan for managing assigned territory annually, updated quarterly. The plan will include growth of current business at assigned call points, as well as, development of under-penetrated markets.
* Develop presentations and customer proposals including structuring appropriate payments and contract milestones.
* Assist and train other Account Managers, Sales Specialists, and other members of the sales and marketing organization in the skills required to successfully develop leads and sell assigned portfolio of products and services.
* Set up and coordinate technical product presentations by and / or with internal customers such as Research & Development, Marketing, other Sales Specialists and / or Field Application Scientists either on customers site or locally.
* Communicates effectively, and is the ‘connector’ within the large matrix between customer, product management, different sales teams, support, service, marketing, executive, and other salient groups to develop business
* Maintain and increase current customer database through Company customer relations management software (Siebel CRM). Use system completely to fulfill management expectations for recording and utilizing customer and sales information.
* Utilize data sources to analyze and capitalize on territory opportunities with the greatest ROI. Communicate key competitive activities, trends, and changing customer development plans and priorities.
* · Attain or exceed assigned sales goals, profit goals, and market share goals consistently within expense guidelines.
* Field travel as necessary (approx. 4 days per week)
* Provide comprehensive information on all activities to Direct Manager, Account Managers and Regional Managers in supported territories and regions.
* Participate consistently and play an active positive role on regional calls and other operating mechanisms.
* Provide regularly oral and written communication of successes, failures, best practices etc to improve the overall operating efficiency of the team, region and sales organization.
* Contact and return calls to research scientists and management contacts at all accounts for sales presentations, information through telephone, e-mail or personal visits daily.
* Communicate account objectives and action plans to management via weekly business reviews and other communication vehicles.
* Overnight travel required.
TECHNICAL COMPREHENSION
* Provide product and other relevant information to customers and related IVGN products and services.
* Utilize comprehensive product and application knowledge to successfully conduct effective consultative selling presentations.
* Utilize existing and potential customer status regarding Company and competitors’ products in solution selling presentations.
* Support marketing programs and programs in other territories as assigned by the Sales Manager, and assume a leadership role in doing so.
Education:
Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and industry/functional experience. A Master degree or PhD in the life sciences is strongly preferred.
Experience:
Typically requires a minimum of 3 years of related experience. Extensive knowledge of Cell Biology, Flow Cytometry, and Immunoassays required. Knowledge of accounts in territory preferred. Experience with customer contact, teaching or public speaking helpful.
Job Category Sales Country - State/Province United States - Massachusetts City Field
