Inside Sales Representative - Histology Consumables in Buffalo Grove, Illinois at Leica Biosystems

Date Posted: 11/13/2019

Job Snapshot

Job Description

Job ID: SEL001788

About Us

Leica Biosystems is a global leader in workflow solutions and automation. As the only company to own the workflow from biopsy to diagnosis, we are uniquely positioned to break down the barriers between each of these steps.  Our mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence. The company is represented in over 100 countries. It has manufacturing facilities in 9 countries, sales and service organizations in 19 countries, and an international network of dealers. The company is headquartered in Nussloch, Germany. Visit  for more information.

Leica Biosystems is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

All employment offers are contingent upon successful completion of our pre-employment drug screening and background/criminal check.
Be sure to follow Leica Biosystems on LinkedIn!


As part of the Leica Biosystems Inside Sales Team, the Inside Sales Representative – Histology Consumables has three major selling responsibilities:
Drive Histology Consumables (HC) revenue growth in a defined territory by:
  • Gaining back decliners (customers that have switched vendors) through cross-selling or product re-capture 
  • Increased attachment (selling Leica consumables to customers that have Leica instruments)
  • Cultivating new customers (establishing relationships with new labs in the territory)
Identify opportunities to sell Small Animal Stereotaxic solutions (Impact One, Angle 2 etc.) to neuroscience researchers

Through customer interactions, identify opportunities to sell the full portfolio of Leica solutions
The Inside Sales Rep will fulfill these responsibilities by:
  • Reviewing available reports (install-base, heatmap report) to understand customer revenue trends and purchase patterns
  • Leveraging the phone and email for customer communications
  • Interfacing with the field sales organization as necessary to complete last-mile activities (demonstrations, installations)
  • Utilizing established sales techniques (e.g., SPIN selling) to develop customer solutions
  • Creating and managing opportunities in CRM system
  • Sending customers samples, and coordinating demos through the LBS Field Applications team
  • Utilizing MS Office tools ( Word, PowerPoint and Excel) for developing standard work for inside sales and for analysis to identify opportunities for continuous improvement
Critical measures of success are:
  • Total quota achieved
  • Sales funnel size, shape (ratio of early- to late-stage funnel), speed (funnel velocity) and success (win-rate) 

Job Requirements



  • Bachelor’s Degree or equivalent experience.


  • 2+ years of inside sales experience or similar experience in customer service or lead generation/qualification
  • Proficiency in MS Office Tools 

Desired Education, Experience, Skills


  • Bachelor’s Degree in Life Science or related field.


  • Familiarity with CRM or sales/marketing automation software is a plus
  • Formal sales training (Miller Heiman, SPIN, Challenger etc.) and prior experience
  • Experience in either business to business sales or marketing in the medical devices / healthcare industry


  • Speak and write English with native proficiency and communicate exceptionally well on the phone and online
  • Formal sales training (Miller Heiman, SPIN, Challenger etc.) and prior experience working in a CRM system for opportunity management is very beneficial
  • Experience in either business to business sales or marketing in a medical devices / healthcare industry environment would be very beneficial
  • Ability and desire to quickly learn about Leica Biosystems and Tissue Diagnostics
  • Familiarity with CRM or sales/marketing automation software is a plus 

Travel: 0%-5%

Language: English 


  • Strong communication and selling skills 
  • Able to politely and thoughtfully navigate to key decision makers and influencers of medical diagnostic instrumentation and consumables purchases
  • Quick on his/her feet – able to ask thoughtful questions, able to respond to objections and identify ways for Leica Biosystems to gain access to site / contact
  • Able to go “off script” as necessary based upon direction of phone conversation yet remains focused on qualifying individual
  • “Professionally social” – enjoys speaking on the phone with prospects and customers; demonstrates natural yet professional phone approach; able to build rapport during phone conversation
  • Bright – able to grasp nature of Leica Biosystems business, complexity of product lines
  • Tenacious and resourceful - unfazed by phone rejection / hang-ups
  • Self-motivated
  • Facile with computer skills - able to conduct data entry to capture prospect / lead / customer

Internal Relationships: 

  • Reports directly to Director of Growth, NA
  • This position interacts with Field Sales reps and managers, Technical reps, Marketing, Logistics, Accounts Receivable, ComOps and Customer Service

External Relationships:

  • Providing high-level customer satisfaction and service for the defined product range, customer base and market segments.

Physical Demands & Working Environment

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Physical demands:  While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.  

  • Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.  

Work environment:  While performing the duties of this job, most work is in an office environment setting.  Lighting and temperature are adequate.  The noise level in the work environment is usually quiet to moderate.

Diversity & Inclusion

At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.