Confocal Technical Sales Representative - Improvision a Perkin Elmer company

[Ed Gray-3]

Search the CONFOCAL archive at
http://listserv.acsu.buffalo.edu/cgi-bin/wa?S1=confocal

Improvision as part of PerkinElmer is a leading provider of imaging
systems and software to the worldwide Cell Biology market. We have a
proven track record of delivering cutting edge research solutions to cell
biologists across the globe – including Nobel Prize winners.

We are currently recruiting a Confocal Imaging Sales Specialist to join
our European team. Based in Mainland Europe this position will support
and drive confocal sales in the European territory as required.

Our customers work at the cutting edge of biological research.
Applicants must be excited by the latest computer, camera and
microscope technologies. Candidates must be ready to embrace and
relish the challenges of working in this dynamic market where research
technologies and demands are continually evolving.

Improvision prides itself on building long term relationships with its
customers. Candidates must have excellent interpersonal skills and a
strong customer services ethic.

Context

The Improvision Confocal Technical Sales Representative will work
cooperatively with other members of the sales/marketing team to grow
existing customers, create new customers and meet or exceed monthly
sales quotas at the appropriate gross margin while increasing customer
satisfaction.

Job Objectives

Achieve the Annual Operating Plan revenue and profitability targets.
Required Skills Essential:

• Minimum BSc (or regional equivalent) in a life sciences subject
• Biological fluorescence microscopy experience
• Excellent written and verbal communication skills
• Attention to detail
• Customer focused
• Target orientation
• Self motivated

Desirable:
• Sales experience in Life Sciences
• High value microscopy capital equipment selling experience
• Confocal microscopy experience

Job Duties & Responsibilities: Manage assigned geographic territory
with regard to sales activities, including:

• perform imaging workshops and related events to generate
product interest and lead formation
• perform pre-demonstration and sales lead qualification visits
• demonstration organisation and preparation
• organisation and maintenance of demonstration kit
• shipment of demonstration kit
• set-up of demonstration kit at customer site prior to
demonstration
• demonstration/presentation performance
• packing of demonstration kit post demonstration
• quotation generation
• post demonstration follow up
• closing orders
• conducting and/or coordinating new installations
• training customer(s)
• Work with the local Improvision and PerkinElmer sales teams
and account managers to ensure spinning disk confocal sales targets
are achieved.
• Forward non-spinning disk confocal lead information to other    
imaging sales specialists within our organization.
• Setup, maintain, monitor, and cultivate accurate customer
files and sales opportunities in Salesforce.com.
• Report customer problems to SERVAS in a timely manner.
• Organize and submit expenses on a monthly basis.
• To be responsible for ensuring you sell ethically, and for the
satisfaction of customers you sell products to. If you identify customers
who have some dissatisfaction you should bring it to the attention of
the appropriate person, this could be the help desk, the sales manager
or the territory sales representative.
• Generate new and repeat sales by providing product and
technical information in a timely manner.
• Proactively seek out new sales business. The approach for
achieving this will be decided through discussions with your sales
manager.
• Determine customer requirements and expectations in order to
recommend specific products and solutions.
• Recommend alternate products based on cost, availability or
specifications.
• Present price, credit and terms in accordance with standard
procedures.
• Accurately process (or help facilitate) customer transactions
such as orders, quotes or returns.
• Proactively recommend items needed by the customer to
increase customer satisfaction and improve transaction profitability.
• Increase sales and average order size by means of cross-
selling, up-selling, add-on sales and offering promotional sale items.
• Educate customers about terminology, features and
benefits/USP's of products in order to improve product related sales and
customer satisfaction.
• Monitor scheduled shipment dates to ensure timely delivery
and expedite as needed.
• Contact customers following sales to ensure ongoing customer
satisfaction and resolve any complaints.
• Manage time effectively, meet personal goals and work
effectively with other members of the sales team.
• Follow company policies and procedures.
• Present a professional image at all times to customers and
vendors.
• Perform other duties as assigned.

This role reports to the European Confocal Team Leader
This position offers an attractive package of earnings which includes
base salary, bonus, commission and other benefits.

Successful applicants will enroll at the UK based Improvision Academy
to receive full sales and product training. To find out more about our
training program visit www.improvision.com.

If you believe you have what it takes to represent Improvision in this
highly competitive market visit www.improvision.com and send your
resume AND covering letter to [hidden email] explaining
how your skills meet our needs