Advanced Workflow Specialist - Materials Characterization, (US REMOTE North America)

Responsibilities

We are seeking a driven and strategic Advanced Workflow Specialist (AWS) to spearhead growth initiatives for our Material Characterization instrument portfolio (IR, UV and Thermal Analysis products) across the USA. The AWS role is a critical component of the PerkinElmer growth-engine for the Material Characterization business line and will focus primarily on identifying NEWbusiness opportunities, driving increased demand from existing businesses and positively impacting the Win Rate for both NEW & Reoccurring business within the Material Characterization portfolio.

This role combines deep application knowledge with commercial acumen to uncover customer needs, propose value-based solutions, and close strategic opportunities across diverse industries.

The AWS will serve as the “Quarterback” within the assigned territory focused on Expanding Visibility to NEW customers, Increasing Demand and Impacting the Win Rate.  The successful candidate will drive regional and segment-specific demand and collaborate cross-functionally to translate market insights into actionable sales and market share gains for the IR, UV and Thermal Analysis portfolio.

Location: US REMOTE North America. This role will incorporate travel with the United States. The role provides for the use of a company car.

Responsibilities

Market Expansion

• Identify NEW, high-potential market segments, applications, and geographies with the intent to capture NEW to Perkin Elmer instrument sales for the IR, UV and Thermal Analysis product portfolio.
• Lead complex sales cycles from qualification to close for NEW Customers, focusing on high-value, application-specific workflows to drive demand.
• Work closely with Account Reps, Application Scientists, and Product Managers to identify opportunities, deliver compelling technical presentations, and guide customers toward complete workflow solutions that deliver meaningful outcomes.
• Heavily leverage emerging applications to expand visibility to the addressable market and identify underserved markets, verticals or territories.
• Support sales in building compelling technical business cases for customers transitioning from alternative or competing analytical technologies.
• Develop and execute go-to-market strategies and tactical plans that drive revenue and market share growth by identifying and targeting unmet customer needs within the assigned territory.
• Devise strategies that support displacement of legacy instruments or underperforming competitors to drive market share growth.
• Keep current with market trends, competitor activity, customer feedback, and regulatory drivers to guide business direction and market share growth focus for the region.

Driving Demand

• Owns the coordination, planning and execution of demand generation activities (seminars, lunch & learns, workshops) focused on finding NEW opportunities and developing demand for additional business from existing customers by addressing unmet customer needs.
• Leverage and re-broadcast global product marketing messaging content to drive localized sales demand.
• Identify & develop KOLs or third-party collaborators to accelerate market access.
• Educate, train, and equip sales reps with winning value propositions and relevant positioning for new or growing markets.
• Represent the company at trade shows, conferences, webinars, and other industry events.
• Track and report on key performance indicators such as pipeline growth, conversion rates, market penetration, and lost order trends, developing countermeasures where possible.
• Monitor potential regulatory changes and build sales strategies that drive demand around compliance requirements.
• Partner with Marketing Communications to optimize campaign performance and lead generation where possible.

Impacting Win Rate

• Support the national material characterization sales team in crafting and delivering clear scientific and financial value propositions that result in positive sales outcomes for the material characterization instrument portfolio.
• Helps refine product messaging to resonate with each market segment — aligning technical features with customer pain points (e.g., detection limits for heavy metals in food vs. robustness in mining) and supports sales teams in communicating value over features.
• Leverages their subject matter expertise to ensure sales reps are prepared to handle complex buying scenarios and technical deep-dives.
• Serving as a strategic multiplier that increases win rates, the AWS ensures sales teams are focused, prepared, and supported with the market, application and value selling insight they need to win more deals.

Required Qualifications & Skills:

Education:

• Bachelor’s degree in Chemistry, Materials Science, Chemical Engineering, Environmental Science, or related field; advanced degree preferred.

Experience:

• 5+ years of experience in analytical instrumentation, preferably in material sciences (IR, UV and Thermal Analysis).
• Proven experience in market development, business development, or strategic sales roles.

Deep knowledge of IR, UV/Vis, and Thermal Analysis techniques and their industrial or research applications.

Soft Skills & Leadership:

• Excellent communication, presentation, and interpersonal abilities.
• Willingness to travel (up to 60%).
• Ability to work cross-functionally in a matrixed organization.

Preferred Qualifications:

• Experience supporting or selling capital instrumentation to laboratories.
• Background in one or more key segments: pharma, polymers, academic research, food safety, chemicals, or semiconductors.
• Familiarity with CRM, ERP, and marketing automation platforms (e.g., Salesforce, SAP, HubSpot).

The annual compensation range for this full-time position is $110,000 to $135,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.