Field Sales Engineer

Remote

Responsible for directly selling all Tecan detection product lines, including reagents, consumables, and service contracts in the defined territory's Diagnostics and BioPharma market segments. Ensure the budgets in both orders and revenue for the defined territory are met or exceeded within acceptable profit goals.

Responsibilities: 

• Responsible for all aspects of the local sale, including but not limited to prospecting, lead generation and follow-up, quotations, demonstrations, negotiations, contracts, terms and conditions, closing, and the installation and post-sale support process.
• Work directly with new and existing customers to identify needs, qualify proper solutions, demo the solutions as necessary, issue quotations, handle objections, negotiate as necessary, successfully close the sale, and provide the necessary post-sales support.
• Plan and execute strategies for territory success, including prospecting initiatives, local shows/networking opportunities, key account mapping, sales call strategic planning, and use of efficient time/travel management.
• Serves as a responsible representative of Tecan US, Inc. and operates with integrity and honesty in all business contacts.
• Achieve or exceed sales plan for assigned territory.
• Develop and maintain a high level of consultative sales skills, product and application methodology knowledge with associated features and benefits required to convert customer needs to sales.
• Obtain sufficient knowledge of accounts to develop and maintain account strategies to convert specific company needs to Tecan solutions.
• Develop and maintain effective time, territory, and account management practices.
• Maintains accurate and timely data in the CRM, including regular and accurate forecast information for the territory.
• Participates in or supports local, regional, and national shows, as requested.
• Conducts demonstrations and coordinates installations and customer training. 
• Build relationships with procurement departments to streamline the approval processes.     
• Adjusts content of sales presentations (within the guidelines of regulations) by understanding the customers’ explicit and implied needs.    
• Complies with regulatory requirements for appropriate Market & Business Units.
• Responds to problems or complaints that arise in accounts, either by personal action or by securing the assistance and support from others in the organization.
• Works as a liaison for reporting customer complaints to Technical Support Services and making recommendations to management.
• Works regularly with the Service organization to ensure customer satisfaction and to realize revenue in a predictable and timely manner. 
• Appropriately manages existing accounts and establishes new accounts and customers by planning and organizing daily work schedules to call on existing or potential sales opportunities. 
• Maintains all company-supplied equipment and material in a safe, useable, and serviceable condition.
• Completes all reports and customer information effectively and consistently as deemed necessary by the company
• Gives feedback to management regarding new potential applications or competition in the marketplace
• Handles essential tasks as assigned and responds to change productively.
• Follows all local safety procedures, State and Federal OSHA Regulations, and reports any safety concerns
• This position requires an on-site presence in New Jersey, Rhode Island, or Connecticut.

Skills

• Manage and develop sales territories while also managing costs and risks.
• Strong organizational and time management skills.
• Ability to effectively communicate (orally and in writing) both technical and non-technical topics.
• Strong presentation skills demonstrated before customers, peers, and upper management.
• Ability to recognize and manage potential problem areas and resolve them with integrity.
• Understand the needs of clients, co-workers, and cross-functional groups to support growth.
• Must be self-motivated and possess an entrepreneurial “make it happen” attitude for proactive approaches to territory management.
• Mesh well with others by being an active listener, with the ability to articulate wants and needs clearly and negotiate to win-win situations where necessary. 
• Ability to travel at least 60% and at times on short notice.
• Ability to work well under time and financial pressure.
• Possess an adaptive behaviour when necessary - a willingness to learn something new, to do something a new way; ability to accept constructive feedback.
• Tech savvy in utilization of traditional Windows-based programs (Outlook, Office) along with mobile phone applications for remote interfacing where necessary to manage opportunities, and conduct daily business.
• Proven team player with successful relationships at both the peer and managerial levels.

Experience

• BA degree in Biology, Biochemistry, or Life Science equivalent. 
• Ability to navigate and understand laboratory environments, with an emphasis on scientific protocol comprehension and scientific vocabulary.
• Minimum of 2-5 or more years of sales experience in life science capital equipment or reagent chemistry sales, preferably with recognized performance for growth and exemplary sales achievement in a multi-state territory. 
• Broad Pharma/Biotech industry knowledge with microplate instrumentation, focusing on multi-label detection and imaging, a significant plus.
• Well-developed PC/MAC skills, including MS Windows, Outlook, MS Excel, Word, and PowerPoint, as well as experience with a CRM and utilization of mobile applications/devices