Inside Sales Representative - LS IHC Reagents in Buffalo Grove, Illinois at Leica Biosystems

Date Posted: 6/14/2019

Job Snapshot

Job Description

Job ID: SEL001738

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 LeicaBiosystems.com  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.
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Description

This Inside Sales Representative will drive sales to achieve revenue targets, realize profitable growth and gain market share for the LBS Life Sciences and Translational Research (Rx) Immunohistochemistry (IHC) reagents businesses 

Increase antibody/novel menu share-of-wallet in existing BOND Rx install base of customers performing Immunohistochemistry (IHC) in support of Life Sciences/Translational Research (LS)
Analyze antibody/menu usage across the existing BOND Rx install base to identify and address decliners, and also increase reagent attachment
Work with the Life Sciences Account Managers and the Applications team to ensure high share-of-wallet capture on new placements
Fulfill quote requests and address product inquiries from IHC Life Sciences customers
Provide Commercial Execution support to the field-based Life Sciences Account Manager Team (primarily focused on driving placements of the BOND RX):
Nurture customers that are 12-18 months away from a final decision
Understand on-going research projects at major customers to identify and qualify opportunities for RX solutions (E.g., multiplexing and liquid biopsy)
Identify opportunities for lead finding in partnership with Inside Sales team focused on Histology Instruments to research customers
Participate in funnel calls with Capital Sales team

Major Responsibilities 
  • Support customer experience organization with high-risk and upselling renewals for all Cyto and Rx IHC accounts
  • Identify the Top 25 ‘Blue Chip’ accounts that generate >60% of total reagent revenue and establish deep understanding of customer projects and research priorities
  • Participate in Life Sciences Roadshows, serve as the BOND Rx IHC specialist to build deeper relationships with existing customers, and identify prospects
  • Identify gaps in current IHC menu portfolio and work with sales leadership to expand portfolio of offerings
  • Design and deliver unique solutions that result in improved outcomes for customer and LBS
  • Establish and build deep understanding of account needs, stakeholders and competitive situation
  • Leverage internal, cross functional resources to execute growth strategies
  • Analyze impact of market trends and factors on customers
  • Develop strategic account plans for achieving goals including sales and margin
  • Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and company
  • Coordinate demos in partnership with the Field Applications Specialists team

Job Requirements



Qualifications

Required Education, Experience, Skills:

  • Bachelor’s degree in a Life Science discipline, or 8 years experience in a Research Lab with strong emphasis in IHC.
  • Working experience related direct life science IHC product experience 
  • Demonstrated commercial selling skills.  Strong business development and sales closing skills
  • Effective interpersonal communication and telephone sales skills

Preferred Desired Education, Experience, Skills:

  • Master’s degree in a Life Science discipline, or 12 years working in a Research Lab with strong emphasis in IHC.
  • Demonstrated track record of successfully selling against quota.

Travel: Must be able to travel up to 5-10% to support roadshows and LS symposiums


Language:  English


Competencies/Behaviors 

  • Solid self-management, organizational and prioritization skills
  • Ability to work within a team selling environment

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, reach with hands and arms; balance, stoop, bend, talk and hear.  

  • The employee must occasionally lift and/or move up to 20 pounds.  
  • Specific vision abilities required by the job include close vision, 

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, dental, 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.