Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting, Office, Various outside weather conditions

Job Description

Position Summary:

The Product Specialist is a technical sales position, mainly accountable for generating profitable revenue and building customer connections and business within their assigned territory and market segment. This involves creating leads, assessing opportunities, managing the sales process, and finalizing deals. You will work in close partnership with Key Account Managers, Inside Sales, Sales Development Representatives, Product Managers, Technical Applications Specialists, and the Technical Service team. This position supports our comprehensive customer value offering and promotes growth consistent with our commercial strategy.

The Specialist role is mainly field-based and advances the sales process by providing competitor and market knowledge. This includes developing territory and customer plans, performing commercial strategies, and managing a sales pipeline to reach or exceed operating plans. The Specialist will support the Laboratory Equipment portfolio in specific market verticals such as Academia & Research, Biotechnology, Healthcare & Clinical, Industrial, and Government Agencies.

Key Responsibilities:

Sales Execution

Develop sales, customer, and marketing strategies with Portfolio teams and other partners, including identifying new business opportunities and achieving growth targets.Work closely with new and existing clients to resolve their needs and propose suitable products, services, and upgrades to maintain and grow revenue.Partner with other Product Specialists and field sales to identify new opportunities and close sales.Understand customer requirements and application needs on a technical level to ensure the most suitable solution is proposed.Liaise with Product Management to ensure inventory and product forecasting targets are met and customer/marketing expectations are achieved.Provide sales and technical support to customers and internal partners, offering first-line technical application support as needed.Resolve customer technical issues to high happiness.Attend regular sales meetings and report on territory plan execution.Collaborate with internal marketing and product managers on marketing collateral, advertising campaigns, and competitor analysis.Work across the LPG and broader business to improve growth and support customers with end-to-end solutions.

Pipeline and Opportunity Management

Maintain an accurate opportunity funnel for all assigned products, including closure dates and completed sales processes.Maintain a forecast with an accuracy of +/- 5% on a monthly and/or quarterly basis.Accurately record customer visits and interactions using the CRM platform salesforce.com by the end of each week. Meet target customer visit requirements for the territory.

Environmental Health and Safety Management

Manage your own health and safety and that of others. Work with management to find, evaluate, and resolve EH&S concerns in the workplace.

Minimum Requirements/Qualifications:

Qualifications & Experience

Demonstrated success in a technical sales settingFormal tertiary qualifications in a relevant subject area (science, engineering, or similar) and/or related experienceA passion for laboratory equipment productsDemonstrated ability in a sales role with 3+ years of experienceProven excellence in sales with an ability to consistently achieve resultsAbility to travel within the territory to carry out primary responsibilities

Skills & Attributes

Highly motivated and resourceful individual driven by resultsAbility to work autonomously and in a team to position creative solutionsResilience in long lead time sales, with a history of outstanding customer follow-upSolution-focused individual able to prioritize time and effort to exceed customer expectationsStrategic problem solver with the ability to turn strategy into completed tasksExcellent numeracy, literacy, and verbal communication skills with a meticulous attention to detailStrong organizational abilities with the capacity to prioritize according to important outcome areas, manage time efficiently, and meet established deadlinesA proactive and positive demeanor