Sr. Sales Specialist - Materials Characterization US-NorthEast

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, 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 MA, NY, CT, ME, NH, RI, and VT . 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.

LOCATION: FIELD REMOTE (MA, NY, CT, ME, NH, RI, VT)

Responsibilities

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 on 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 forecasts, and rigorous funnel management in order to achieve/improve monthly forecasting accuracy and growth targets.

Cultivate partnerships with customers and other suppliers to provide customer solutions. 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 capabilities to function in a consultative role for the customer.

Teamwork. Work closely with regional extended sales team, service team, product specialists, and business units to promote a high level of customer service. This dedicated Inorganic Sales Specialist will provide product support to the rest of his or her team. Provide local support for planned customer events throughout the year.

Basic 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.
  
  

Preferred Qualifications:

• 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.
• Familiarity selling capital equipment into mid- and large-size pharma companies.
• 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.
  
  

The annual compensation range for this full-time position is $100,000 to $120,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.