Danaher Corporation Sales Specialist – Confocal New England in Albany, New York
Come join a fantastic team! The Sales Specialist is responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.
Create pipeline, and close large value sales in the assigned area. (sales from 250K - 2M per unit). Sales cycles are long, typically 9 months to 2 years, with strong competition and limited funding mechanisms.
The job requires excellent presentation skills to audiences of 5 - 60 highly educated people. On site and off site demonstrations of highly technical machines are required using the customer's samples which can vary in complexity and quality of preparation widely.
Success in this field requires that the specialist can relate to customer specific scientific needs, and not rely on repeating features of the latest product. Excellent scientific understanding of biology and neuroscience is crucial.
Leica confocal machines have a lifetime of 12-15 years in the field so maintaining an ongoing relationship with existing customers is also crucial to the success of the brand in the region.
Develop strategies designed to increase sales of Leica products in assigned territory. Recommend product, pricing, advertising and sales promotion strategies
Identifies selling opportunities across product lines, including lead generation
Identify customer gaps and equate to sales opportunity
Leads team selling efforts in all identified accounts
Conduct analysis and performance evaluation of all sales in assigned region by use of the SalesForce.Com tool. The evaluation includes sales call activities, follow up on sales leads, attendance at trade shows, contacts with local governments, associations, and academic institutions, and traveling with other product specialists to improve their field sales skills and product knowledge
Generates and acts on the feedback on customer preferences, suggestions, product performance and other information to enhance the sale of Leica Confocal products.
Works with customers or other experts to generate appropriate field data and application notes or publications which highlight product benefits and helps differentiate Leica products
Qualifying and quoting on Confocal products
Performs demonstrations on Confocal products
RESOLUTION OF CONCERNS/FINAL NEGOGIATIONS:
Manage competitors moves and manage intuition of dynamics
Closing the deal – has primary responsibility to move a successful demonstration to an order
Applies solid commercial knowledge (price, topline growth, discounts, P&L impact)
- Insures that customers are satisfied! Also, must be capable of working effectively with Sales Managers, PLT members, Customer Service Technicians and Representatives, Engineers, Accounting, Manufacturing, and Dealers to do whatever is necessary to satisfy customers' needs.
Experience in working with Confocal and or Widefield Microscopy required
Sales experience in selling products of a technical nature is desirable
In-depth knowledge of the microscopy market is also highly desirable
2 years related microscopy experience in a laboratory minimum
PhD degree in physics, biology, chemistry or a related scientific field
Desired qualifications express expectations for ideal/fully proficient candidates; equivalent experience will also be considered.
Travel (required estimated % of time) 50%
PERSONAL TRAIT PROFILE:
Good time management
Interact as a team member
Strong computer skills
Excellent oral and written communication skills with customers and management
Strong technical, electrochemical, optical and mechanical aptitude
Multitasker, efficient with managing multiple accounts within a large geographical region
Strong passion for sales and marketing creativity
Ability to work with minimal supervision out of a home office
Good decision making and negotiation skills are necessary
Reports directly to Regional Area Sales Manager
No direct reports
Advanced Workflow Specialists
Product Managers Life Sciences Division - for agreement approvals.
Service - for demo installations and customer support.
Customer service – for customer support.
Key Leica departments concerning specific issues under incumbent’s responsibility.
External : Customers
For over 170 years, Leica Microsystems has helped shape the future by developing groundbreaking optical and digital solutions. As a global leader, we’re driven by continuous improvement to excite our customers and to create the best work environment for our people. Customer focus, innovation, and teamwork are at the core of our culture and the foundation of our success.
Want to be part of a company whose products are part of cutting-edge research around the world? Join Leica Microsystems in our commitment for brilliant solutions and insight.
Leica Microsystems is proud to work alongside a community of nine fellow Danaher Life Sciences companies. Together, we’re pioneering the future of science and medicine, developing products that enable researchers in the fight to save lives.
When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.
When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.
Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at firstname.lastname@example.org to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.