Technical Product Specialist

Who We Are

PAC is a leading global provider of advanced analytical instruments for laboratories and process environments in hydrocarbon processing industries.  Customers choose PAC’s instruments to provide the cutting-edge technology required to maintain regulatory compliance and to improve productivity. 

Your Role

The Technical Product Specialist’s (TPS) responsibility is to provide expert know-how in support of the sales effort.  The individual will have detailed knowledge of PAC’s line of product solutions to serve as the subject matter expert (SME) in order to develop new business opportunities, strengthen customer relationships, and drive revenue growth along with the sales personnel.  By working directly with customers and/or accompanying sales personnel to customer meetings, the TPS will assist in opportunity qualification, provide expert assistance in presenting solutions to the customer which may include product demonstrations, and will coordinate activities cross-functionally within PAC to deliver the ideal solution to the customer. 

ESSENTIAL TASKS & DUTIES: 

General

• Collaborate with local Sales personnel to qualify and advance sales opportunities
• Travel to meet or remotely talk with existing and prospective customers by phone to solicit orders
• Participate in customer conference calls as the SME
• Deliver customer-facing presentations on technology, products, applications, and the value of PAC GC solutions
• Coordinate and perform product demonstrations and evaluations at customer sites
• Assist in the drafting of customer proposals
• Regularly communicate with local Sales personnel to discuss opportunity progression
• Investigate and resolve customer problems with applications and service issues
• Upkeep and maintenance of Sales GC instrumentation in Houston Application Lab
• Establish productive, professional relationships with key personnel at customer accounts
• Provide coaching and professional development to Sales personnel to enhance their product knowledge
• Assist in post-sale customer performance issues as the SME
• Identify process improvement opportunities to create an expedient sales cycle and increase revenue generation
• Attend trade shows and technical conferences
• Drive strategy for revenue growth and influence product development

Market Expertise

• Develop market expertise with an understanding of the customer’s scientific, business/workflow, and economic needs/drivers
• Understand competitors’ products and services to better position PAC’s differentiated solutions
• Provide input to define service, training, and support products that increase PAC’s value and revenue opportunities
• Continuously provide market and competitive feedback to Product Management and sales team.

Lead Generation

• Promote brand awareness of PAC and our technologies
• Deliver technical presentations at industry meetings, tradeshows, exhibitions, conferences, seminars, and webinars
• Attend tradeshows and exhibitions for the purpose of promoting products
• Consult and guide local Sales personnel, through training and skill building, on topics related to software, hardware, and positioning for opportunity awareness
• Execute lead demand-generating marketing activities
• Create new lead sources by researching publications, business directories, industry ads, trade shows, internet web sites, and other sources

CRM

• Profile CRM contacts for increased marketing campaign effectiveness
• Update installation base of CRM contacts for future opportunities (life cycle management)
• Aid in CRM cleanliness to promote efficiency of use by marketing and sales personnel
• Update CRM notes as an opportunity progresses

COMPETENCIES:

• Action Oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Collaborates – Building strong partnerships and working collaboratively with others to meet shared objectives.
• Communicates Effectively- Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus- Building strong customer relationships and delivering customer-centric solutions.
• Drives Results- Consistently achieving results, even under tough circumstances.
• Instills Trust- Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Nimble Learning- Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.
• Persuades- Using compelling arguments to gain the support and commitment of others.
• Resourcefulness- Securing and deploying resources effectively and efficiently.
• Self-Development- Actively seeking new ways to grow and be challenged using both formal and informal development channels.

QUALIFICATIONS: 

Education & Experience: 

• Bachelor's degree in chemistry, or other related field from four-year College or university and five plus years of experience working with analytical equipment sales; or equivalent combination of education and experience.  Additional work-related coursework or certifications a plus.
• Five years hands-on GC (gas chromatography) experience is required.

Computer Skills:

To perform this job successfully, an individual should be proficient in IFS or another Oracle based ERP (preferred).  Must be able to analyze customer and product related information contained in an ERP system.  Individual should possess advanced skills in MS Excel and be proficient in MS Word and PowerPoint.  Experience with a CRM system is preferred.

Travel:

• Significant domestic travel (up to 50%) will be required. Customer visits will consist of both customer office and site visits. 
• Occasional international travel may be required for company meetings or training.

PHYSICAL REQUIREMENTS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit, use hands and fingers to handle or feel, and talk or hear. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must regularly lift and/or move up to 25 pounds and occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.

WORKING CONDITIONS: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals, and risk of electrical shock when in the operations or laboratory areas. The noise level in the work environment is usually moderate, but due to open office environment noise level may occasionally be high.

Benefits:

• Our benefits are designed to help you move forward in your career, and in areas of your life outside of work.   From health and wellness benefits, 401(k) Savings Plan, paid time off, and tuition assistance, we've got you covered with our total rewards package.

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Privacy

We are committed to the protection and promotion of your privacy. In connection with your application for employment with us at PAC, please click on this link to view our Applicant Privacy Notice.  https://www.paclp.com/about-pac/careers/view

PAC is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.