Technology Sales Specialist, Drug Discovery
Invitrogen (Madison, Wisconsin)

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Position Objective: The Sales Specialist, is a senior field sales position. The position manages sales processes in an assigned geography in accordance with approved sales and marketing plans. The Sales Specialist will comprehend and utilize product features, benefits and applications accompanied with selling and business building skills to successfully promote and consummate the sale of Company products and services to achieve or exceed the assigned territory sales plan. The Sales Specialist will also be the primary driver of business development at assigned major customer call points to penetrate and grow current and new business. The Sales Specialist will be a recognized as a technical leader within the sales force. Essential Functions: PLAN PERFORMANCE AND SALES SKILLS Consistently achieve or exceed the territory sales plan by maintaining existing business, developing incremental business in existing accounts, conducting cold calls to develop new accounts, and drive growth at assigned call points in assigned technology portfolio. Drive sales activities to close opportunities identified by regional sales managers, account managers, or other members of the sales and marketing organization to meet or exceed revenue goals. Demonstrate clear product/technology expertise to serve as the field-based expert in the assigned workflow-based product portfolio. Develop in-depth technical knowledge on anchoring technology product in the assigned portfolio. Demonstrate use of selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating the value proposition and closing. Has proven solution selling skills. Participate in, and in some cases, lead sales training programs as presented by the company to develop appropriate selling skills consistent with the Company philosophy, policies and procedures. Mentor / serve as model to other Sales Specialists, Account Managers, Field Application Scientists, and other members of the sales and marketing organization with advanced skills, knowledge, attributes, and proven performance. ACCOUNT MANAGEMENT Call on all organizational levels and functional areas, using solution selling techniques within assigned account which influence purchasing decisions. Develop, write, and execute a business plan for managing assigned territory annually, updated quarterly. The plan will include growth of current business at assigned call points, as well as, development of under-penetrated markets. Develop presentations and customer proposals including structuring appropriate payments and contract milestones. Assist and train other Account Managers, Sales Specialists, and other members of the sales and marketing organization in the skills required to successfully develop leads and sell assigned portfolio of products and services. Host and assist product shows either at assigned accounts or locally on a routine basis. Set up and coordinate technical product presentations by and / or with internal customers such as Research & Development, Marketing, other Sales Specialists and / or Field Application Scientists either on customers site or locally. Maintain and increase current customer database through Company customer relations management software (Siebel CRM). Use system completely to fulfill management expectations for recording and utilizing customer and sales information. Utilize data sources to analyze and capitalize on territory opportunities with the greatest ROI. Communicate key competitive activities, trends, and changing customer development plans and priorities. Attain or exceed assigned sales goals, profit goals, and market share goals consistently within expense guidelines. COMMUNICATION, WRITTEN AND ORAL Provide comprehensive information on all activities to Direct Manager, Account Managers and Regional Managers in supported territories and regions. Participate consistently and play an active positive role on regional calls and other operating mechanisms. Provide regularly oral and written communication of successes, failures, best practices etc to improve the overall operating efficiency of the team, region and sales organization. Contact and return calls to research scientists and management contacts at all accounts for sales presentations, information through telephone, e-mail or personal visits daily. Communicate account objectives and action plans to management via weekly business reviews and other communication vehicles. TECHNICAL COMPREHENSION Provide product and other relevant information to customers and related IVGN products and services. Utilize comprehensive product and application knowledge to successfully conduct effective consultative selling presentations. Support marketing programs and programs in other territories as assigned by the Sales Manager, and assume a leadership role in doing so. Education: Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and industry/functional experience. A Master degree or PhD in the life sciences is strongly preferred. Experience: Typically requires a minimum of 3 years of related experience. Extensive knowledge of Molecular Biology, Drug Discovery, Pharmaceutical and Biotechnology industry required. Knowledge of accounts in territory preferred. Experience with customer contact, teaching or public speaking helpful. Experience in IVGN Manufacturing, R&D, Technical Service, Customer Service helpful. Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs helpful. This position is based in Wisconsin. Relocation benefits will be offered if applicable. Invitrogen is proud to be an equal opportunity employer committed to hiring a diverse and inclusive workforce.