Field Instrument Sales Specialist

Gilson Inc•Washington, DC

2d•$0 - $95,000

About The Position

The Field Instrument Sales Specialist supports, promotes, and sells Gilson Instrumentation products, consumables, and services throughout an assigned territory to meet budgeted sales goals. The specialist follows sales best practices and develops a healthy, sustainable territory through customer retention, development, expansion, and satisfaction. The role serves as a subject matter expert on Gilson Instrumentation product features and benefits, applications, and the competitive landscape, and works collaboratively with the territory Account Manager. The position supports Gilson’s mission to enable verifiable science by helping scientists select products that help them work effectively. The specialist travels throughout the territory to engage established and prospective customers, introduce and demonstrate products, provide technical seminars and troubleshooting, prepare quotes, attend trade shows, and follow up to develop sales. The role also manages leads, sales forecasts, account and pipeline records in Salesforce.com, and territory business plans. The specialist collaborates with field service, support, corporate accounts, account managers, and inside sales representatives to support sales goals and customers before and after purchase.

Requirements

Bachelor’s degree from a four-year college or university in Life Sciences, Biomedical Engineering, Chemistry, or a related science field.
At least 5 years of industry-related sales experience, or a combination of a highly technical background and sales experience.
Training in laboratory sciences and/or life sciences.
Computer proficiency.
CRM fluency for daily use, opportunity and lead management, and customer maintenance.
Ability to read, analyze, and interpret business periodicals, professional journals, technical procedures, and governmental regulations.
Ability to write business correspondence and reports and present information effectively and respond to questions from customers, dealers, and company personnel.
Ability to calculate figures and amounts such as discounts, percentages, and volume.
Ability to solve technical problems and work with a variety of variables.
Strong organizational skills.
Comprehensive selling skills and techniques, including negotiation.
Experience selling capital equipment.
Ability to lift 50 pounds.
Valid driver’s license, good driving record, and reliable transportation capable of transporting demonstration equipment when necessary.
Ability to travel up to 60%, including overnight stays.
Regular attendance and punctuality.
Ability to work well with others and acquire new skills and accommodate workplace change.
Good credit standing and a credit card to pay business travel expenses.

Nice To Haves

Training or experience using laboratory or research instrumentation.
Experience using Gilson equipment.
Training in analytical or organic chemistry.

Responsibilities

Meet or exceed established targets for sales volume, product mix, and awareness of new products and services in the assigned territory.
Travel throughout the territory to call on established and prospective customers and create demand for Gilson products and services.
Conduct product introductions and overviews, demonstrations, quoting, technical seminars, troubleshooting, and customer follow-up; attend local and national trade shows.
Organize travel to maximize customer coverage while minimizing travel expenses.
Follow up on and process sales leads from Gilson representatives, trade shows, marketing campaigns, telephone and website inquiries, and other sources.
Follow Gilson sales techniques and best practices throughout the sales cycle.
Submit and maintain accurate monthly forecasts through Opportunity Management in Salesforce.com.
Maintain and update territory account and key personnel data and pipeline reports in Salesforce.com on a bi-weekly basis.
Work with the Field Service & Support Specialist to promote a proactive sales, service, and support approach in the territory.
Participate in required and recommended training to maintain in-depth technical and applications knowledge of Gilson products.
Collaborate with service and support personnel on post-sale installation, training, and ongoing service contract support as needed.
Collaborate with the Corporate Accounts team on corporate accounts and initiatives in the territory as needed.
Train, motivate, and work cooperatively with account managers and inside sales representatives to support sales goals and deepen customer account penetration.
Maintain current knowledge of territory trends and activities, competitive products and pricing, and customer concerns, and provide timely updates.
Develop and execute time-management and account/territory business plans.
Communicate local success stories to management for potential replication in other territories.
Perform other duties as assigned.