Sr. Sales Specialist - Materials Characterization, US - West Coast

PerkinElmer

13d • $110,000 - $130,000 • Remote

About The Position

When joining PerkinElmer, you select an experienced and trusted leader in scientific solutions, with the support of a global service network and distribution centers, providing the right solution, at the right time, to meet critical customer needs. With over an 80+ year legacy of advancing science and a mission of innovating for a healthier world, our dedicated team collaborates closely with commercial, government, academic and healthcare customers to deliver our broad portfolio of analytical solutions, and OneSource services. The Company The “new” PerkinElmer business, a newly independent company as of March 13, 2023, is a global analytical services and solutions provider with offerings including the leading OneSource Field and Laboratory services business that serve the biopharma, food, environmental, safety and applied end markets to accelerate scientific outcomes. Since 1937, PerkinElmer has served as a trusted partner in laboratory analysis and management and today complements its service offerings with a broad portfolio of atomic spectroscopy, molecular spectroscopy, and chromatography instruments, consumables, and reagents. With a dedicated team of more than 6,000 team members, the Company serves customers in more than 35 countries. Additional information is available at www.perkinelmer.com. Purpose We are seeking a results driven Sales Representative to help drive volume sales and expansion of PerkinElmer's Materials Characterization product portfolio consisting of Molecular Spectroscopy and Thermal Analysis instruments within the Analytical Solutions Group. This strategic sales role is designed for a technically skilled professional with a strong foundation in materials science, chemistry, optics, or related disciplines, bringing proven expertise in scientific instrumentation and capital equipment sales. In this role, you’ll actively prospect and identify new opportunities and accounts for our Material Characterization products, while managing and growing business and relationships with existing accounts. Additionally, duties include presenting PerkinElmer capabilities in the marketplace, providing an interface to the customer, and representing PerkinElmer products and services in an assigned territory. The territory for this position includes CA, AK, HI, ID, OR, WA and MT. The individual must be located within the sales territory described and will be required to travel overnight ~60% of the time and work with the individual product sales & service teams.

Requirements

• Undergraduate with 5-8 years experience, or Graduate degree with 3-5 years experience in Materials Science, Chemistry or related field.
• Willingness to travel up to 60% of the time throughout the territory including overnight travel.
• Must reside within the assigned territory, and possess a valid driver’s license with a clean driving record

Nice To Haves

• Technical proficiency with scientific instrumentation, in particular, Molecular Spectroscopy and/or Thermal Analysis techniques (FTIR, UV-Vis-NIR, DSC/TGA type instruments) is strongly preferred.
• Experience with consultative sales approach, identifying customer pain points and positioning solutions to their needs, while managing complex sales cycle and stakeholders typically associated with capital equipment sales.
• Prior experience working in opto-electronics or polymer manufacturing industry is a plus.
• Effective communication skills with strong verbal, negotiation and relationship-building capability across all levels of an organization.
• Basic understanding of CRM systems (Salesforce), sales KPIs, territory planning, lead and demand generation activities.
• Ability to efficiently juggle multiple accounts and opportunities; prior knowledge of the territory in a similar position is a plus.

Responsibilities

• Experience. Possess in-depth knowledge of the capital equipment sales cycle, as well as a working understanding of Materials Characterization products (FTIR, UV/VIS/NIR, Fluorescence, and Thermal) technologies.
• Grow Sales Volume. Execute a sales plan that is part of the region's and company's strategic objectives. Account management of our current customer base, identification of new targeted accounts, participation in trade shows and improvement of overall market share and profitability by utilizing resources effectively. The new hire’s responsibility is to develop a plan for each of the product lines to ensure that each line is fairly represented and make sure compensation margins meet company goals.
• Develop and implement business plans.
• Maintain an effective time and territory management plan that includes an ability to present business and technical information, identify customer needs and trends, promote and position PerkinElmer support services to customers, provide information about techniques and products, follow up inquiries about goods and services, maintain customer information utilizing approved information tools and technologies such as the company’s Customer Relationship Software (CRM), timely updates to opportunity funnel and weekly forecast updates, and rigorous funnel management in order to achieve/improve monthly forecasting accuracy and growth targets.
• Cultivate partnerships with customers and other suppliers to solve customer problems.
• Facilitate solving customer problems by recommending solutions that leverage your knowledge of competitive offerings and market dynamics. Requires that you maintain the necessary technical selling capability to function in a consultative role for the customer.
• Teamwork Work closely with regional extended sales team, service team, field application scientists, and business units to promote a high level of customer service.
• Plan and execute customer events throughout the year.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level