Sales Specialist in San Diego, California at Leica Microsystems

Date Posted: 6/8/2018

Job Snapshot

Job Description

Job ID: LEI003835

About Us

Leica Microsystems is a world leader in microscopes and scientific instruments. Founded as a family business in the nineteenth century, the company’s history was marked by unparalleled innovation on its way to becoming a global enterprise.  Its historically close cooperation with the scientific community is the key to Leica Microsystems’ tradition of innovation, which draws on users’ ideas and creates solutions tailored to their requirements. At the global level, Leica Microsystems is organized in three divisions, all of which are among the leaders in their respective fields: the Life Science Division, Industry Division, and Medical Division. Leica Microsystems has seven major plants and product development sites around the world. The company is represented in over 100 countries, has sales and service organizations in 20 countries, and an international network of distribution partners. Its headquarters are located in Wetzlar, Germany.


Leica Microsystems, Inc offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. 



Leica Microsystems, Inc. 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.



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Description



The Sales Specialist Nanotechnology (SSN) is the key customer-facing member of the company’s sales team for Electron Microscopy Sample Preparation solutions. This position creates and manages customer relationships, growing the sales opportunity funnel and ultimately achieving the orders and sales targets set forth for the territory.  The SSN’s target customers are in Core Industry (ex. Automotive, Microelectronics, Medical Device and Materials Science) and Life Science Research (ex. Core Imaging Facilities and individual Principal Investigator labs).  His/her primary function is to execute domestic sales plans and to recommend strategies to improve the sale of Nanotechnology Imaging solutions in the territory, aid in the implementation of these strategies in line with Marketing, Corporate growth, profitability, and mission objectives.



The SSN must be able to execute a value-added, consultative sales approach including application solving, demonstrations, product support, training and sale of Leica’s Nanotechnology products to technical and non-technical buyers.  The SSN must effectively manage potential sales all the way through closure and the purchasing process.  The SSN demonstrates rigorous time and territory management practices and actively dedicates time to sales prospecting to grow the opportunity funnel for the future.  This position effectively leverages the support resources within and outside of Leica in order to be as efficient and effective in the selling process as possible.



Leica Microsystems Inc. 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. 





• Consistently achieve monthly, quarterly and annual orders and sales goals for the territory - Monthly orders / sales report

• Achieve strategic product mix sales goals for the territory - Monthly orders / sales report

• Consistently grow opportunity funnel through sales prospecting - Salesforce.com reports

• Identify and develop key accounts in the territory - Territory Action Plan

• Follow-up marketing leads from potential customers within 1 business day of receipt - Salesforce.com reports

• Each sales rep needs to be able to comprehend and communicate to customers the applications aspects of our equipment.  - Customer Net Promoter Score (NPS) survey

• All sales activities are entered and tracked through Salesforce.com on a daily basis - Salesforce.com reports

• Perform demonstrations.  Maintain demo equipment. - Win Rate reports from Salesforce.com

• Gains the technical close with the customer and manages each opportunity through the purchasing process - Win Rate and Forecasting reports from Salesforce.com

• Each sales rep completes some instrument installations in their assigned territory (time away from selling opportunities)- Customer Net Promoter Score (NPS) survey

• Each sales rep completes some customer instrument training in their assigned territory - Customer Net Promoter Score (NPS) survey

• Standard administrative duties:  monthly reports, manage operating expenses, all information in Sales Force must be kept current on a daily basis - Salesforce.com reports, MobileExpense compliance

• Participate in sales meetings and national and local trade shows as authorized by manager - Territory Action Plan

• Conduct workshops, seminars or focus groups at local technical society meetings, as authorized by manager - Territory Action Plan, Salesforce.com Opportunity Reports

• Each sales rep is responsible for demonstration inventory, including requesting equipment via a Central Demo Management System (DMS), set-up, conduct demonstration, tear-down/packing and arranging shipping - Weekly Field Inventory Report






Who has found success at our organization? {Nano}


• People with a passion to always put their customers first and solve problems.


• Sales people who seek more control over their Territory Strategy and/or a broader product set, who are interested in new challenges.


• Past customers and/or scientifically-minded people from a lab or academic environment who want to see more or different applications.


• Core Lab Managers, EM Techs and Masters / Ph.D. scientists who want more diversity in their day-to-day.


• Individuals with an ability or desire to work with customers who are at the forefront of scientific discovery or new product development.






#MM2018 #Microscopy #Electronmicroscopy

Job Requirements



Qualifications

REQUIREMENTS FOR THIS POSITION

a) Professional Experience

• 2-5+ years successful selling experience

• Electron Microscopy, Light Microscopy, Imaging and/or Sample Preparation capital equipment sales experience is highly preferred



b)  Education

• BA/BS required, preferably in a science or engineering based program



c)  Language

• English 



d) Travel (required estimated % of time)

• 50 - 80%, some of which will be overnight travel

• 4 days per week in front of customers



IV. PERSONAL TRAIT PROFILE

• Self-motivated

• Detail oriented

• Systematic in analysis

• Strong time management skills

• Strong team skills

• Strong communications skills

• Proficient in computer skills (Salesforce.com, Excel, Access, Word, PowerPoint, SAP)

• Strong technical, electrochemical, optical and mechanical aptitude

• Highly organized

• Multi-tasker, efficient with managing multiple accounts within a large geographical region

• Strong passion for sales and marketing creativity

• Desire to further build a technical sales career 

• Able to work with minimal supervision out of a home office 

• Good decision making and negotiation skills 



V. KEY RELATIONSHIPS

a)  Internal

• Reports directly to Director of Sales

• Advanced Workflow Specialist (AWS)

• Field Service Engineers (FSE)

• Customer Service Team

• Demo Management Team

• Marketing Manager and Lead Development Representative

• Direct Reports include:

o None



b)  External

• Customers

• Technical Equipment Users

• Dealer Managers and Sales Executives

• Electron Microscope Sales Executives




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 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% over 20 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.


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