The Sales Representative is responsible for successfully positioning and selling Life Science (RUO) products and services across a geographic region and market segment (Human Healthcare/MDx/Clinical) within North America. The job involves identifying, engaging and qualifying new and existing customers, positioning products in order to provide mission critical solutions to their scientific and business needs, and working closely with the commercial team to achieve shared revenue and growth goals.

RESPONSIBILITIES:

• Pipeline Management: Generates and qualifies a sufficient pipeline of prospects needed for the company to achieve goals in future periods. This will involve coordinated support of marketing tactics with the Global Marketing Director and other team members to generate a lead pool, and subsequently qualify the most probably engagements. Pipeline management includes maintaining systems and updating prospect records to ensure accurate pipeline visibility at all levels of the corporate level.

• Direct Sales: Manages and achieves new sales results as assigned by leading a strategic sales process. This role will require networking at various levels within an organization from C-level executives to lab technicians and will include facilitation of ideation and vision sessions, proposal development, negotiation, and contracting within corporate guidelines to achieve results. The Sales Representative will be expected to manage a solution-oriented sales process that will involve various resources and projects during the sales cycle. This professional will work cooperatively with the North America Director of Sales regarding special pricing and contract terms.

• Strategic Selling Skills: Demonstrates strategic selling skills to clearly understand customers’ business requirements and recommend solutions in a consultative manner that will resolve scientific, automation, and business issues.

• Client Management: Acts as the primary relationship management executive on assigned accounts. This includes accountability for revenue production and the development of emerging opportunity for the Company. Builds and leads strong, account specific teams, maintains ongoing communication and cross-selling activity to improve client satisfaction, develops additional revenue opportunity, optimizes client life-time value, and drives references. Leads Customer

• Oriented Selling and Account Management processes to include account planning and account review sessions with cross-functional teams.

• Industry and Product Knowledge: Develops and maintains a strong understanding of industry trends, client operations, and competitive offerings to effectively position products. Effectively represents Client in various market facing roles including sales meetings, client entertainment, media briefings, and trade events.

• Business Development: Supports efforts of Product Management and Business Development with identification and evaluation of new business and market opportunities. This may require interaction with existing clients and prospects.

• Reporting: Provides timely sales and pipeline inputs as required to support reporting of leading and lagging indicators. Generates accurate, complete and timely expense reporting. Facilitates account review meetings for strategic accounts. Maintains timely and accurate reporting of sales data in the companies CRM system.

• Proficiency with SalesForce.com: This is an essential tool for pipeline and account management.

• Other Duties as Assigned: To respond with flexibility and collaboration to the needs of the business – both internally and externally – by addressing important corporate initiatives when requested by management.

  Skills and competencies:

• Capital equipment and/or large opportunity management ($100K+) experience highly desirable

• Accomplished with the management of a complex sales process including territory planning and prospecting, discovery, analysis, solution design, presentation, negotiating and closing.

• Proficient communicator – strong listening, verbal and written communication skills.

• Passion for discovering/developing solutions for complex, process problems faced by biotech clients.

• Proven track record successfully managing new and established accounts. Strong relationship management skills.

• Works well with management, peers and subordinates. Proven team player.

• Ability to travel as needed.

• Strong customer service orientation. Responsive to the needs of others.

• Proficient in the usage of Microsoft Office

• Experience with CRM software (SalesForce.com) highly desirable

  REQUIRED EXPERIENCE

• BA or BS degree, in bio-science/life-science, business management or a related field.

• Emphasis in molecular and cell biology and related applications preferred (sales or wet-lab experience)

• 2+ years of demonstrated sales success within the life sciences industry.

• Competencies with strategic selling and large account management