Territory Sales Manager, Life Sciences Instrumentation, Imaging Portfolio - REMOTE MA, Cambridge area
As a worldwide pioneer of scientific technologies, we provide our customers with advanced detection, imaging, software and services solutions. And it takes a motivated, highly skilled Sales team to make sure those tools get in the hands of the people we can help. Add your consultative approach and experience selling capital equipment to our team, driving product and service transactions to achieve success – and better the world.
We have found that the following traits and attributes help lead to a successful future in sales at PerkinElmer.
- Good Listener
*Rewards may differ based on the location.
Medical, Dental and Vision
Dependent Care FSA
Health and Wellness Programs
Paid Holidays and
Life and Disability
ResponsibilitiesLocation(s) Lawrence, Massachusetts Status Regular Job ID JR-025983
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 Cambridge, Massachusetts.
BUSINESS DEVELOPMENT DUTIES:
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 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 Nexcelom’s technology in key accounts and drive customer interest
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities of this job at any time.
B.S. degree in a STEM discipline
1-3 yrs sales experience in life sciences (instrumentation, reagents, consumables)
Experience in the following areas is considered a plus: cell biology, cell culture, microscopy, flow cytometry and cell-based assays
Over 2 years experience selling equipment to life science research labs
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
Territory is Cambridge, Massachusetts.
The candidate would ideally be based in the territory.
Travel to other states as needed for business development and team building activities
Minimum overnight travel
PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.
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