Sales Engineer - Detection

REMOTE

LSB Automation & Detection Sales Engineer is responsible for selling the Tecan Detection product lines within the defined territory. This includes all Tecan products, reagents, consumables and service contracts. His/her primary roles are to ensure that their sales objectives are met or exceeded within acceptable profit goals. He/she will also work directly with existing & new customers to identify their needs, understand their application methodology and apply this knowledge to offer a Tecan solution.

Essential Functions

· 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 through the installation and post-sale support process.

· Serves as a responsible representative of Tecan US, Inc. and operates with integrity and honesty in all business contacts.

· Achieves sales plan for assigned territory.

· Develops and maintains a high level of consultative sales skills, product and application methodology knowledge with associated features and benefits required to convert customer needs to sales.

· Obtains sufficient knowledge of accounts in order to develop and maintain account strategies to convert specific company needs to Tecan solutions.

· Develops and maintains effective time, territory, and account management practices.

· Responsible for providing regular and accurate forecast information for the territory in the CRM.

· Participates in or supports local, regional and national shows, as requested.

· Conducts demonstrations and coordinates installations and customer training.

· Builds relationships with procurement departments to streamline the approval processes.

· Adjusts content of sales presentations (within the guidelines of regulatory) by understanding the customers’ explicit and implied needs.

· Complies with regulatory requirements for appropriate Market & Business Units.

· Maintains accurate and timely data in the CRM

· 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 Tecan Technical Services and making recommendations to management.

· Works regularly with the Service organization to insure customer satisfaction and to realize revenue on a predictable and timely manner.

· Appropriately manages existing accounts and establishes new accounts and customers by planning and organizing daily work schedule 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

· Ability to travel (often on short notice).

· 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

Skills

· Ability to manage and develop sales territories while also managing costs and risks

· Strong organizational and time management skills with attention to detail

· Ability to effectively communicate (orally and written) both technical and non-technical topics

· Strong presentation skills demonstrated before customer, peers, and upper management

· Ability to recognize and manage potential problem areas and resolve them with integrity

· Ability to understand the needs of clients and co-workers

· Must be self-motivated

· Ability to mesh well with others by being a good listener, a team builder, and an articulate advocate of the vision

· Ability to travel, at times on short notice

· Ability to work well under pressure

· Ability to prioritize and effectively complete necessary tasks in the time required

· Possesses an adaptive behaviour when necessary - a willingness to learn something new; to do something a new way.

· High level of commitment and initiative

· A desire to make the difference

· Proven team player

· Ability to accept constructive feedback

Experience

· BA degree in Life Sciences or equivalent

· Minimum 3 years sales experience in capital equipment in the Life Science market

· Broad industry knowledge with microplate instrumentation and laboratory automation is a plus

· Well-developed PC/MAC skills including: MS Windows, MS Excel, Word and PowerPoint, as well as experience with a CRM

· Possess a valid driver’s license