Danaher Corporation Field Scientist Support in L'Hospitalet de Llobregat, Spain
Field Scientist Support (m/f/d) Purpose of the job:
Deliver first class technical applications support and training, perform demonstrations of Leica Biosystems Instruments and reagents, with promotion and sales of the LBS product portfolio
The ultimate objective is to support customers throughout the entire customer journey whilst growing core reagent and product sales through market intelligence.
The FSS will provide applications support and training, perform demonstrations of Leica Biosystems instruments to customers in their defined territory, ensuring Leica Biosystems products have maximum “uptime” through optimization of reagents and systems and therefore retain customers to generate reagent order intake.
The role will work in close conjunction with the entire (local) Leica Biosystems team to provide optimal customer support with demonstrations, tenders responses, sales growth and margin. The role will assist in increasing market share through effective promotion and selling efforts and by defending achieved market share against competition.
Role - Task Summary
Applications Tasks – Post Sales
Instrument and software training to customers
Troubleshooting and assisting customers with application issues
Instrument validation support
Commercial Tasks - Pre Sales
Assist with technical tender responses
Supporting Account Manager in customer meetings
Work closely with entire (local) Leica Biosystems team on business strategy to achieve increased sales on territory
Support at trade shows
Reagents Sales: Generate and develop sales and product awareness of Leica Biosystems product portfolio directly through customer visits & product information, samples and customer trials.
Follow-up new leads generated by marketing activities, product presentations & workshops. In conjunction with the Account Manager, plan and implement sales initiatives in order to address specific tactical and/or strategic business needs. Be pro-active in customer visits, not just reactive to customer requests. Record and actively manage activities in Salesforce.com.
Customer Acquisition and business development: Collaborate with Account Manager in researching and identifying potential new customers in line with strategic directives in order to generate sales and to expand the Leica Biosystems customer base. Key areas to target include current Leica Biosystems users, users of non-Leica Biosystems platforms, Clinical and Research customers. Identify and qualify opportunities to offer consumables and reagents with instrumentation to further increase sales in new market segments. Record all activities as requested by the (local) management.
Demo/Negotiations & Support: In collaboration with the entire (local) Leica Biosystems team, initiate and coordinate demos of Leica Biosystems products at customer sites. Lead customer visits for demonstration at LBS Facilities. Participate in seminars and meetings as necessary in order to promote existing and new products to customers in line with the existing promotional programs and strategies.
Perform or assist during value stream mapping projects in order to promote existing and new products to customers, addressing their specific needs.
Market & Competitors Research: Supply information on market share development, competitor’s activities, trends and market developments in geographic region of responsibility to Sales Management and Marketing. Record customer contacts as requested by the (local) management in the relevant CRM systems.
Training and Support: Performing customer training directly in the demonstration of:
•Protocol development for the customer
•Leica Biosystems consumable products
•Provide application support, with a commercial awareness, to customers as required including in-field troubleshooting of application problems and diagnosing rudimentary hardware and software failures
LBS Instrument Portfolio Responsibilities (to be specified according to specific roles)
Advanced Staining Solutions
Tissue Processors Solutions
Staining Platforms Solutions
Cytogenetics and Digital Pathology Solutions
A t tribute/Skill/Experience or Competencies
Works with integrity and leads by example with compliance
Continous improvement mindset
BA/BSc in Life Science or equivalent field
Relevant experience in a technical, sales-oriented environment
Excellent problem solving and analytical skills. Able to quickly identify customer needs and adapt support based on those to gain customer trust and win
Commercial awareness: mindset of winning competitive customers for Leica and being brand ambassador, identification of potential customer needs for lead qualification
Strong communication skills – able to make presentations in front of different audiences and stakeholders, holding a training class, being exposed to C-level suite when needed
At minimum 1 to 3 years strong experience in the histology processing & advanced staining field in clinical, research or industrial setting with a practical focus on IHC. Previous sales experience is a plus.
Experience in the optimization, operation, functionality and support of both manual and automated staining instruments and related products is highly desired but not a requirement. In depth understanding of the customer requirements and the importance to follow procedures and processes in a highly regulated sector.
Ability to operate in a matrix organization, collaborate without direct influence with peers in sales, service, product and other functions
Must be willing to travel within their defined territory up to 80% of their time and also attend Sales and related product meetings as required nationwide.
Languages: local language plus English at mastery level
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.At Danaher, 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.If you’ve ever wondered what’s within you, there’s no better time to find out.