Senior Territory Sales Manager, Life Sciences Instrumentation, REMOTE Connecticut and New York

Responsibilities

COMPANY OVERVIEW

PerkinElmer / Nexcelom Bioscience LLC is a developer and marketer of image cytometry products for cell analysis in life science and biomedical research. Products range from cell viability counters (Cellometer) to high throughput microwell image cytometry workstations (Celigo), used in thousands of research laboratories in academic institutes and biotech companies. The company contributes to the life science industry through innovation and expertise in the science of cell counting.

PURPOSE AND SCOPE

We are seeking an experienced Senior Territory Sales Manager with a biology background to drive instrument sales growth, develop new business opportunities and relationships, and provide excellent customer service. This position is ideal for a “Persuasive” salesperson who craves autonomy in their day-to-day activities, wants to exercise their creativity in the implementation and execution of new sales and marketing activities, and enjoys working as part of a larger regional team to achieve regional and national sales goals. The territory sales manager guides and educates our customers through the sales process.

The person in this position will manage the sales process in their territory from early account development, marketing and prospecting, to arranging and completing a successful product demonstration through sales close, post-sale installation and training, and follow up support activities with the assistance of inside sales staff and a local Applications Scientist. The ideal candidate will have laboratory equipment sales experience with a history of achieving sales goals and managing biopharma accounts.

Territory is Connecticut and New York.

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities of this job at any time.

Basic Qualifications

• B.S. degree in a STEM field.

• 1-3 yrs sales experience in life sciences (instrumentation, reagents, consumables)

Preferred Qualifications

• Masters degree

• Experience in the following areas is considered a plus: cell biology, cell culture, microscopy, flow cytometry and cell-based assays

• Experience selling to life science research labs preferred

• Partner with the Regional Director to develop a sales strategy for the overall territory and for key accounts within the territory

• Expert understanding of every stage of the sales process, when to use or skip ahead, or slow down – can qualify and prioritize activities to maximize efficiently and results.

• Expert on pipeline, existing customer base and target accounts for future growth.

• Confidence in selling full product line and recommending solutions for a wide range of applications and needs.

• Generates and shares best practices, market trends, and competitor information with the rest of sales and marketing team

• Expert in pipeline management, proactively filling the funnel with new leads, developing opportunities and efficiently managing time to focus on prioritized customers and accounts.

• Cultivate and grow our existing customer base

• Stay current with the competitive landscape and business trends

• Contribute to and communicate with the regional team to share insights, achievements, best practices and learning opportunities

• Follow existing SOPs for lead generation, product demonstrations, etc. and create and share new SOPs describing any successful programs you develop

• Understand potential customer’s research goals and communicate how PerkinElmer / Nexcelom’s products can help them achieve these goals

• Organize in-lab demonstrations customized to the customer’s research needs

• Partner with Field Application Scientist to successfully execute a technical demonstration that addresses customer’s needs, questions, and concerns

• Organize and deliver technical presentations to introduce PerkinElmer / Nexcelom’s technology in key accounts and drive customer interest

• Proven track record to develop new business and new markets.

• Established network and key account knowledge in the Cambridge area is highly preferred

• Knowledge and application of strategic planning, development sales strategy and tactical implementation within your specified territory

• Focus on sales outcomes with clear measures and metrics

• Interpersonal flexibility to effectively interact with a broad range of personnel

• Effectively apply communication skills to build and maintain relationships and to influence others

• Ability to work effectively with others to accomplish organizational goals and identify and resolve problems

• Advanced presentation skills and business acumen a necessity

• Problem solving, decision-making and technical learning

• Excellent time management, organizational, verbal and written communication skills

• Outstanding problem solving and interpersonal skills

• Ability and willingness to travel domestically

• The candidate would ideally be based in the territory.

• Travel to other states as needed for business development and team building activities

• 30% overnight travel