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Job Description

Technical Sales Specialist – Single Use Technology, LATAM

Position Summary:

The Technical Sales Specialist (TSS) for Single Use Technology is a role within the sales organization of the BioProduction Division having the responsibility for sales across a broad portfolio of products in an assigned territory. This role will actively manage funnel opportunities for near-term revenue gains and develop new opportunities to build a strong a pipeline for future growth, while maintaining current business relationships and organic growth. Utilizes sales experience, bioproduction process knowledge, product expertise, market intelligence, and territory management skills to grow sales and profitability. This role will interact with customers through face-to-face meetings, teleconferences, and email communications.

Essential Responsibilities:

• Hunts for new molecule opportunities within assigned territory, leveraging product portfolio to build a foundation for long term growth
• Drives existing funnel of opportunities to accelerate closure rates
• Develops a territory plan and works independently on daily activities to meet the plan goals
• Utilizes intelligence-based prospecting to identify new potential opportunities
• Prioritizes New Product Introduction (NPI) prospects within territory to maximize adoption rates and revenue return
• Acts on marketing-qualified leads, quickly converting to new opportunities
• Collaborates with and influences Bioproduction Account Managers (BAMs) and Field Application Specialists (FAS) within their district to develop and manage account growth strategies
• Qualifies prospects to justify the time and resource investment
• Owns the Salesforce.com entry process, including management of technical meetings to accurately and thoroughly complete the Product Brief
• Establishes and builds relationships with key decision-makers, identifying the technical buyers
• Initiates product evaluations as part of the sales process, coordinating activities between the BAM and FAS. Responsible for service-related product sampling.
• Identifies GEMBA opportunities and coordinates event activities with the BAM
• Assists all BAMs within assigned territory with sales and account planning efforts to achieve SUT sales goals, including value proposition development across the wide BPD portfolio
• Aids in development of technical solution-matching for complex opportunities
• Reviews all price proposals before submission to the customer, and consults on RFQ submissions
• Assists BAM with negotiation strategy development and execution
• Attends technical collaboration visits to Business Unit manufacturing and R&D sites
• Acts as trusted advisor for key contacts within an account and brings in technical experts as needed to advance the solution process
• Provides post-sales product support, follows up on all product performance complaints or inquiries to ensure resolution
• Consults with BAM on obtaining customer forecasts for new and existing base business
• Represents SUT at knowledge-based seminars and customer experience workshops
• Maintains and enhances technical knowledge on assigned product lines, company literature, and competitive products
• Keeps abreast of competitive products and supports BAMs to counter customer objectives or preferences for competitor products
• Feeds voice of customer to the Business Unit

Qualifications:

• Bachelor's degree in a life-science related field required, such as Biology, Molecular Biology, Microbiology, Immunology, Biochemistry, Biotechnology, or Engineering
• Excellent oral and written communication skills are required, savvy using all Microsoft products
• Ability to interface effectively at all levels of an organization
• Shows sound judgment, tact and diplomacy when dealing with internal and external customers
• Able to handle confidential and proprietary information with sensitivity
• Must possess self-motivation, enthusiasm, a positive attitude, and perform as a team player

Experience:

• Requires a minimum of 5 years of sales experience working in a role related to the bioproduction process
• Must possess strong understanding of customer challenges and solution development
• Must demonstrate previous success in a customer-facing role

Travel and Location:

• This position is field-based, with a remote home office location convenient to reach all customers within assigned sales territory
• Expectation of spending 4 workdays, weekly, in the field devoted to selling

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