SME / Sales and Support Specialist - Cell Biology, Boston (Biotech)
Today, Lonza is a global leader in life sciences operating across five continents. While we work in science, there's no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that's the kind of work we want to be part of.
The SME / Sales and Support Specialist is responsible for revenue and profit generation, with the primary focus of meeting or exceeding sales and corporate objectives. The role is field based and has the responsibility for targeting large opportunities and global multi-site organizations for conversion to and sales of Cell Biology/Research Products, as well as potential future products. Accountable for driving sales, directly and indirectly, by actively selling to existing and new targeted opportunities within one or more of the academic / biotech / environmental / food & beverage / government / medical device / pharma / personal care and research market segments in a designated region/territory.
Key Responsibilities:
Targets accounts for conversion to and sales of Research Products instrumentation, research services and associated reagents. Prospects and identifies opportunities and assesses sales potential in order to achieve assigned regional / territorial sales targets. Proposes alpha / beta test sites for evaluations of “new” products in targeted markets and actively supports those selected by agreement with the Product Managers.
Develops value proposition models and manages the sales process for instrument / reagent sales, within assigned region / territory, in conjunction with the Key Account Managers and Sales Specialists. Qualifies, demos, quotes and closes on instrument / reagent opportunities.
Assists and guides the launch of new products into targeted market. Collaborates with both marketing and R&D to assure existing and new products meet customers' needs and expectations. Provides input and feedback for the development of new products. May be assigned special projects associated with late-stage new product completion and launch.
Organize, plan and schedule the use of time to provide optimum and effective account and regional coverage.
Provides customer with technical assistance in selecting and effectively using products.
Fully develops product knowledge capabilities, applications, and product justification in order to be recognized as the expert in the field. Completes technical and sales training at direction of management.
Maintains control of demo inventory, manages T/E budget, telephone and consumables budgets.
Collects and forwards to management, market information including competitive promotions, pricing, new products, new applications and customer needs.
Prepares and submits to management timely and accurate reports that provide information regarding forecasts, sales and market activity and current status of major accounts.
Maintains CRM database on a daily basis. Follow up and process all leads received in the timeframe required.
Conducts all activities and keeps personal qualities such as integrity, appearance and sociability in a manner contributory to maintenance of optimum corporate image.
Key Requirements:
PhD preferred; M.S. / B.S. in Life Sciences with emphasis in cell biology, molecular biology, microbiology or biochemistry
Minimum of 3 – 5 years of field sales experience selling mid to high-cost capital equipment & associated consumables, targeting academic, pharmaceutical, biotech, medical device, food and personal care industries
Solid understanding of quality systems and the issues associated with installation and validation of new systems / instrumentation
Experience launching new products; experience coaching or mentoring sales personnel desirable
Computer software skills including MS Office, maintaining a CRM database, spreadsheet creation and maintenance skills, filing, organization, record keeping and planning skills, ability to manage multiple projects, time management skills
Excellent communication (both written and verbal) with ability to articulate key technical concepts; listening skills; independent and self-directed
Ability to present convincing value propositions to include ROI and other financial benefits, at Director or Board level
Working Conditions:
Majority of the work is done in front of the customer in meetings held in conference rooms or laboratory settings. Work is also conducted in a home office environment requiring use of a computer and telephone. Ability to travel a minimum of 60%, depending on location and size of region.
Every day, Lonza's products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically. People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.
The full-time base annual salary for this remote position is expected to range is between $117,000.00 and $136,500.00. Compensation for the role will depend on a number of factors, including the successful candidate's qualifications, skills, competencies, experience, and job-related knowledge. Full-time employees receive a comprehensive benefits package including performance-related bonus, medical and dental coverage, 401k plan, life insurance, short-term and long-term disability insurance, an employee assistance program, paid time off (PTO), and more.
Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.
