Informatics Sales Specialist

Waters Corporation•, MA

5d•$67,000 - $112,000•Hybrid

About The Position

The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS) and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required. This position will be based in the North District. States include: New Jersey, Connecticut, New York, Rhode Island, Massachusetts, Vermont, New Hampshire, Maine and Eastern Canada

Requirements

Demonstrated ability to present enterprise class software to prospective customers
High energy and excellent communication skills – written and oral.
Excellent presentation, time management, decision making and organizational skills are a must
Ability to handle many projects/accounts at once, develop strategic plans from A-Z, and drive and achieve results
Strategic planning and big picture ability
Self starting and proactive personality a must
Proficient with laptops running Microsoft Office applications, such as Word, Excel and PowerPoint
Baseline understanding of how Oracle databases (SQL) work
Three to Five year’s technical sales experience in a complex selling environment
Experience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plus
Proven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentation
Ability to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact study
Understands the process of selling an informatics solution at the corporate level
Experience selling into organizations that are regulated by GxP rules

Nice To Haves

Knowledge of laboratory instruments a plus
Basic computer programming skills a plus
Knowledge of cloud computing
Course work in Chemistry, Biology or Engineering a plus
Trained in sales courses such as: Think Like Your Customer, Strategic Selling; QBS Selling; Power Based Selling or similar considered a plus

Responsibilities

Provide customer focused software solution demos and workflow analysis type discussions
Work as a unified team with their respective Informatics Specialists
Provide support for customer based "Proof of Concept" evaluations (POC's)
Demonstrate the standard features and functions of Waters Informatics products
Discuss product concepts
Produce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehended
Exercise tact and diplomacy when presenting sensitive or controversial data
Recognize when it is appropriate to push forward or to step back from an issue
Use visual aids effectively and appropriately when giving presentations
Work multiple complex sales opportunities at multiple levels within prospective customer organizations
Identify people who can contribute to the solution of a problem or task
Identify resources useful in the solution of a problem
Organize people and tasks to achieve specific goals
Accommodate multiple demands for commitment of time and energy
Implement sound decisions
Take responsibility for decisions