Field Application Specialist, Liquid Chromatography and Portfolio (GC and MS)
Groningen, Netherlands | Ballerup Municipality, Denmark | Hägersten, Sweden | Mechelen, Belgium
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
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ResponsibilitiesLocation(s) Groningen, Netherlands, Ballerup Municipality, Denmark, Hägersten, Sweden, Mechelen, Belgium Status Regular Job ID JR-021772
Field Application Specialist, Liquid Chromatography and portfolio (GC and MS)
The field application specialist for the Liquid Chromatography portfolio will support the Applied sales organization in the achievement of defined revenue targets for product lines supporting the LC workflow (LC, LC-MS). These include but are not limited to liquid chromatography (LC 300), peripherals, columns and utensils . The job will also require support and understanding within Gas-Chromatography (GC) and triple-quad mass spectrometry
The field application specialist will work with the Nordic and BeNeLux sales and marketing team to define and deliver pre and post sales strategies such as presentation materials, demonstrations and training. The sales organization consists of direct sales account managers, agents and other field application specialists.
The ideal candidate will be based in Sweden, Netherlands or Belgium. In Sweden PerkinElmer has its new Center of Excellence, which will serve as a main hub for demonstrations and trainings.
We would also welcome applications from laboratory scientists who have experience in the liquid chromatography workflow and/or GC, LC-MS and looking to move into a commercial role.
Pre & Post Sales support
Work with the sales team to improve sales execution and maximization of prospect conversion rates; ensuring, during customer interaction, customer needs are well qualified, presenting & demonstrating PKI solutions, effective competitive positioning of our benefits and price, and ultimately improving our win rate within the available market to grow our share position.
Assist the sales team in assessing customer needs, differentiating from competition PKI’s value proposition, and handling customer objections.
Provide a high degree technical support to the local teams and our users; including instrument demonstrations, sample running, technical guidance on quoting and troubleshooting.
Act as a technical consultant to our customer quoting process to ensure the suggested configurations meet customer needs and all commitments made fall within the performance specifications of the instrument.
Support the internal and external sales force for tenders and offers by defining configurations and application solutions that “fit” with customers’ requests.
Assist the Sales team in the development of targeted account strategies to deliver annual business & share growth targets for our key accounts.
Generate a strong customer referral base and utilize effectively as needed.
Work with R&D, the BU, field sales and service teams and customers to develop new application support data (priorities being given by Product Leaders).
Plan and manage the demos in agreement with Sales & Service Leader BeNeLux and/or Nordics Agents and Account Managers, reporting the outcome (won/lost and revenue).
Provide effective and timely high level demonstrations.
Own the relevant demo-instruments inventory on defined product lines – responsible for conditions and locations.
Provide technical competitive intelligence to global Business unit for differentiation over competition and reaction to competition’s tactics.
Provide content for marketing collateral.
Assist in training of internal/external sales channels (Account Managers, Instrument Specialists, Agents) to drive sales activities.
Develop sales professionals’ skills for simple demos and independent selling.
Provide training assistance to Service partners (Service and Application Engineers) on “how to use” instruments.
Develop customer training material and guarantee adequate standards of excellence in customer training.
Deliver product training to key and strategic accounts.
Education and experience
Degree in Molecular Biology, Protein Chemistry or similar, and/or experience in working with relevant instruments (LC, GC, LC-MS).
Previous sales experience an advantage, though we would welcome applications from laboratory scientists who have experience in the LC workflow and looking to move into a commercial role.
Ability to define and promote added value solutions for customers
Good and fluent English to communicate internally, though customer interactions will be mostly in local language
Meetings, conference calls, and process documentation will require good verbal and written communication skills. Capability to prepare and conduct lectures, presentations and trainings to a diversified audience is essential.
Must be Professional and Ethical with high Integrity.
Proactive mindset with strong sense of responsibility and ownership. Ability to analyze and solve complex problems. Capable of influence and motivating others.
Strong interpersonal skills
Ability to operate independently and as part of a team.
Available to travel across the region - average of 3 days per week away from home
Prepared to travel occasionally to support other areas outside the Nordic/BeNeLux.
Please submit your application and CV in English.
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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