CRO Technical Sales Specialist - Code: 2350

Overall responsibilities:

The overall responsibility of the CRO Technical Sales Specialist (CTSS) is to increase sales, market penetration and achieve sales budget by establishing sound business plans to achieve dollar volume and goals. The CTSS will sell directly to service requesters, execute sales plans and achieve established sales goals. Moreover, the CTSS will perform proper account management and ensure representation of Contract Assay Services in the overall effort of instrument, software and service sales by keeping Regional and Area Sales Managers apprised of sales, marketing and product activity. This role will provide essential service support in the biology and research community to further the development, applications, and knowledge of image-based Bioscience. The CTSS will be expected to work both in-person and remotely in significant capacities. To drive business and meet customers where they are at, the CTSS is expected to spend a significant amount of time in research laboratories at universities, hospitals, Biotech and other related biomedical institutions. When appropriate, the CTSS will also have frequent virtual meetings and remote communications with customers.

Key areas of responsibility:

• Create and execute a strategic sales plan and achieve sales budget and product mix goals for territory.
• Work in a self-directed manner without direct, daily supervision.
• Prospect for new customers and channels to increase business exposure, and develop relationships with existing customers.
• Build sales pipelines and document them in Salesforce.com.
• Work together with the existing sales teams to increase their awareness and engagement with CRO sales.
• Work with the Biotech Account Managers sales team to open doors, develop relationships, and help to close sales.
• Expand sales channels to increase market penetration in designated assay service areas and markets through individual actions as well as a part of a coordinated sales team.
• Develop and maintain relationships with key clients, identifying opportunities for upselling and cross-selling CRO services and instrument services when appropriate.
• Work closely with NBIL scientific teams to develop proposals of pilot studies for prospective customers.
• Work effectively with legal teams to prepare contract agreements (i.e. Service Agreements, Statements of Work).
• Develop and advise strategies to seek out and develop new business opportunities. 
• Serve as a liaison between sales management / customer / scientific teams.
• Proactively manage a funnel of opportunities from existing customers and new prospects and develop opportunities within target accounts in order to generate sales. This is done with a CRM system (Salesforce).
• Monitor weekly/monthly orders and provide accurate forecasting and comprehensive account information to NBIL scientific team and General Manager.
• Monitor all incoming inquiries via telephone and e-mail and ensure timely response. Act with a sense of business urgency and in accordance with company timelines.
• Prepare and deliver professional quotations and proposals (Statements of Work).
• Provide sales activity information to sale management and This shall include win/loss reports, quality issues, business trends and unique applications.
• Submit reports providing critical sales data including but not limited to overall sales activity, daily activity log, business trends and competitive market activity.
• Attend and actively participate in company activities, including sales/team meetings, training classes, workshops, seminars and trade shows as required.
• Ensure that customers are fully satisfied.
• Represent the company professionally, ethically, and morally at all times.
• Provide weekly or monthly reports as requested by management or headquarters. 
• All other duties as required or needed.

Education, skills & experience:

• B.S. in Bioscience, Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience.
  • M.S. or Ph.D. preferred but not required
• Current, valid driver's license
• Customer Service and/or Sales Experience is Particular experience in scientific contract services and/or optical instrumentation sales is highly preferred, but not necessary.
• Strong experience with microscopy and ability to communicate and advise customers on specific microscopy needs. Experience with high-performance microscopy including confocal and/or super-resolution is a plus.
• Hands-on experience in general with research applications in the areas of cell and molecular biology is preferred.
• Hands-on experience with image analysis and an understanding of programming and machine learning concepts is a plus.
• Broad knowledge of different bioassay applications and workflows that are employed in biotech and Hands-on experience with every research application workflow is not required but a demonstrated ability to communicate on a broad range of technical topics with prospective customers is required.
• Strong adaptability to learn and communicate new knowledge on topics such as microscope products, software products, and service products is a plus.
• Strong experience with sales negotiations to win business and cultivate long-term customers is preferred.
• Excellent presentation and communication skills is required, with a strong emphasis on communication with prospective customers in a professional and timely manner and also providing clear, regular communication with internal stakeholders including Sale s Managers and Scientific Teams.
• Strong organizational skills for managing and cultivating multiple customer relationships over varying project development cycles and timelines is essential.
• Hands-on experience with Customer Relationship Management Software, such as Salesforce, is preferred.
• Proficiency with MS applications (Word, Excel, PowerPoint and Outlook) is required.
• Ability to visit establishments to evaluate needs or to promote product or service sales (approximately 80%)
• Ability to lift and carry up to 40Ibs
• Ability to travel by car, public transportation, or air, overnight included, up to ~75% (varies by territory and project)
• Ability to work outside of normal hours of operation, as needed, in order to fulfill essential responsibilities.

 The salary for this position is $80,000 annual base plus commission

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