Sales Engineer

Remote

The Sales Engineer sells the Tecan Liquid Handling (LiHa) product line within the defined territory. The primary role is to ensure that sales objectives are met or exceeded within acceptable profit goals. 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 & follow-up, quotations, demonstrations, negotiations, contracts, terms & conditions, and closing, 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.
• Adjust the content of sales presentations (within the regulatory guidelines) 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 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 ensure customer satisfaction and to realize revenue in a predictable and timely manner.
• Appropriately manages existing accounts and establishes new accounts by planning and organizing daily work schedules to call on existing or potential sales opportunities.
• 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

Skills

• Ability to manage and develop sales territories while also managing costs and risks
• Strong organizational and time management skills
• Ability to effectively communicate (orally and in written) 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
• 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
• Must reside within the assigned sales territory
• Ability to work well under pressure
• Ability to multi-task
• 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 a difference
• Proven team player

Experience

• BA degree in Life Sciences or equivalent
• Minimum 3 years of sales experience in capital equipment in the Life Science market
• Broad industry knowledge of 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