Partnering with a UK headquartered global life science bioanalytical instrumentation company, who have gone from strength to strength in developing and commercialising their Adeno-Associated Virus (AAV) and Lentiviral vectors (LVV) analytical equipment. You will be joining a company as they scale-up their commercialisation with their revolutionary technology.
 
The Technical Sales Specialist will play a crucial role in developing and executing new business acquisition strategy in the territory. Reporting to the Regional Sales Manager and working as part of the regional team, this position requires a blend of business acumen and scientific expertise in the field of instrumentation for biomolecular analytics.
 
Location: Greater Southern California (San Diego preference)
 
Primary responsibilities for this role include:

• Sell and promote products and solutions across customer groups in Academia and Industry.
• Meet or exceed assigned sales targets.
• Create and drive new business opportunities through the sales funnel with timely lead response and nurturing.
• Identify new prospects and establish business relationships with new potential customers
• Manage and build strong customer relationships for long term partnership
• Build up strong networks within relevant academic and industrial circles
• Assess and analyse customer needs, respond to customer enquiries, and suggest products and services as appropriate.
• Understand customer applications, workflows, and pain points/bottlenecks and determine if/where our technology fits.
• Identify key decision makers and understand their purchasing process.
• Actively drive newly launched innovative products and services into the marketplace and proactively follow up on the successful implementation of the technology
• Routine follow-up with existing customer base to touch base on activities and review needs. (e.g. upgrades, consumable needs etc.)
• Lead price and contract negotiations with prospective customers.
• Work closely with other departments (Marketing, Product Management, Applications, Service) in order to provide customers with full technical information and support
• Utilise all available sales tools to maximise sales efficiency (Salesforce, LinkedIn etc.)
• Support the Regional Sales Manager with the development and implementation of territory plans
• Drive sales and promotional activities such as conferences and customer workshops, and generate leads and prospects for company’s products
• Prepare quarterly forecasts and maintain accurate opportunity information in our CRM
• From time to time, this individual may be expected to perform basic customer demonstrations
• Travel within assigned territory to visit customers, attend conferences/workshops (50%)

 
Knowledge and Experience:

• Experience selling scientific capital equipment/analytical instruments to the R&D environment essential.
• Gone through a minimum of three planning cycles for their market or customer groups
• Knows the ropes of creating and executing on tactical sales plans
• Has owned and consistently achieved/exceeded targets
• Demonstrable experience of hunting and creating new business
• Has successfully pitched at key stakeholder level
• Has successfully led successful negotiations with key accounts
• An established network of customers for their market or customer groups preferable
• A natural and confident communicator with experience of communicating to different audiences and cross-functional teams (e.g. key customers, Sales Operations, R&D, Product Management, Applications, Service & Support)
• Strong organizational and time management skills required
• Experience of working remotely and autonomously essential
• Hands-on experience with a variety of bioanalytical techniques

 
Benefits

• 25 days PTO per year in addition to 10 paid holidays
• 5% company match to 401(k)
• Comprehensive core benefits package including medical, dental, vision, life insurance and more
• Suite of voluntary benefits including flexible spending accounts, supplemental insurances for accident, critical illness, hospital indemnity, and more
• The company offers generous parental leave options, depending on your length of service, plus an annual allowance for emergency childcare.