The Sales Executive will be responsible for growing the company’s new business in the Midwest region by finding and closing significant business opportunities for capital instrument and reagent sales. Along with their Sales Director, the Sales Manager will develop sales strategies in key target segments: pharmaceutical, biotechnology, and university. As a member of the small, but growing, sales team, you will contribute to product development by sharing market feedback with our product and marketing teams, and create strong and consultative relationships with prospects and customers.
This is an individual contributor sales role that requires both the strategic and systematic curation of a healthy sales pipeline as well as strong closing skills. Products will range from instrumentation ($300K+), reagents to services (annual maintenance, extended warranties, IQ-OQ-PQ)
Serve as the Nanoimager (our super resolution fluorescence microscope) Sales Executive, covering biotech/academia in assigned territory
Relentlessly pursue Capital Equipment-Nanoimager sales activities to close opportunities and to meet and exceed revenue goals, with quarterly/monthly cadence
Leverage existing database of contacts to expand customer base
Possess a hunter’s mentality in generating leads (database searches, LinkedIn, twitter, publication mining, etc.) and building a pipeline
Demonstrate clear product/technology expertise to confidently serve as the field-based expert on the Nanoimager and applications verticals (EV, CART, Single Particle tracking, Single Molecule, etc) and influence customers to the value of the company's technology solutions in solving their innovation and productivity challenges.
Utilize account radiate strategies to expand base of business across key functional groups with academia and biotech (labs, core facilities, PD, MSAT, R&D, MFG/QC)
Utilize SPIN to clearly understand labs and functional groups key goals, workflows, current problems and how the Nanoimager can address significant unmet needs faced by these groups
Have clear understanding of entire procurement process, from requisition, approval, release of funds to purchase and map timing of these clearly in SFDC to drive forecast accuracy
Manage the sales cycle (3-12 months) from introduction through purchase to deployment, requiring extensive coordination among various Company resources through the sales process.
Field travel as necessary (50% or more) in your target territory
Have history of consistent meeting or exceeding sales targets
Maintain and increase current customer database using SFDC
Strong presentation skills
Utilize SFDC to log all activities to Direct Manager, Sales Representatives and District Managers in supported territories
Participate consistently and play an active positive role on regional calls and other operating mechanisms
Provide regularly oral and written communication of successes, failures, and best practices to continuously improve sales process
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
Requires a minimum of Bachelors Degree in Engineering, Cell Biology, Biology, Molecular Biology, Biochemistry, Chemistry or related field
3 years of capital equipment sales in target territory
Technical skill and experience in imaging/microscopy/HCA/Flow desired, with capital equipment sale
Ability to handle multiple tasks in parallel and balance workload based on priority of assignments
Possesses excellent written and verbal communication skills.
Valid Driver's license is required
A collaborative, result-oriented individual
A team player with a positive attitude, and commitment to goals