Field Instrument Sales Specialist

MISSION

The Instrument Sales Specialist supports, promotes, and sells the full range of Gilson Instrumentation products, consumables, and services within the assigned territory in order to meet budgeted sales goals, covering the territory in its entirety. This individual follows sales best practices to achieve these goals, fostering a healthy, sustainable territory by focusing on customer retention, development, expansion, and continuing satisfaction. This individual serves as a subject matter expert on the Gilson Instrumentation product o features and benefits, applications, and competitive landscape in the market. Works collaboratively with Account Manager in territory to achieve sales goals. Directly impacts Gilson’s mission to enable verifiable science by helping scientists select the products they need to work most effectively.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Meets or exceeds established targets for sales volume, product mix, and new product and services awareness within the assigned territory.
• Travels throughout territory to call on established and prospective customer contacts to create demand for Gilson products and services. Activities include product introduction and overviews, conducting demonstrations, quoting, technical seminars, troubleshooting, attending local and national tradeshows, and providing the necessary follow-up and development to achieve product and service sales. Organizes travel to provide maximum customer coverage while minimizing travel expenses.
• Follows up and processes sales leads, based on information received from other Gilson sales representatives, company trade shows, marketing campaigns, telephone and website inquiries, and other sources.
• Follows Gilson sales technique and best practices throughout sales cycle to achieve goals.
• Submits and maintains accurate monthly forecasts through Opportunity Management within .
• Maintains and updates territory data for accounts and key personnel, and pipeline reports on a bi-weekly basis within (SFDC).
• Works with Field Service & Support Specialist to promote proactive sales, service, and support approach within the assigned territory.
• Participates in required and recommended training sessions to attain and maintain an in-depth technical and applications knowledge of the Gilson Product Portfolio.
• Collaborates with service and support personnel to provide post sale installation, training, and ongoing service contract support as needed.
• Collaborates with Corporate Accounts team on any Corporate Accounts and initiatives within territory, as needed.
• Trains, motivates, and works cooperatively with account managers and Inside sales representatives in their territories to ensure success of Gilson sales goals, and leverage relationships to further penetrate customer accounts.
• Maintains current knowledge of and provides updates in a timely manner on territory trends and activities, competitive products and pricing, and customer concerns regarding Gilson products observed in the field.
• Develops and executes time management and account/territory business plans.
• Communicates to management local success stories that can be replicated within other territories.
• Other duties as assigned.

JOB REQUIREMENTS

EDUCATION

• Bachelor’s degree (B.S.) from a 4-year college or university in Life Sciences, Biomedical Engineering, Chemistry, or related science field.

WORK EXPERIENCE

• Minimum of 5 years of industry related sales experience or combination of highly technical background and sales experience.

SKILLS OR KNOWLEDGE

• Training in laboratory sciences and/or life sciences.
• Computer proficiency required.
• CRM “fluency” for daily usage, opportunity/lead management, and customer maintenance.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write business correspondence and reports. Ability to effectively present information and respond to questions from customers, dealers, and company personnel.
• Ability to calculate figures and amounts such as discounts, percentages, and volume.
• Ability to solve technical problems and deal with a variety of variables
• Strong organizational skills.
• Comprehensive selling skills and techniques including negotiation.
• Experience in selling capital equipment.

OTHER

• A valid driver’s license, good driving record and reliable transportation (capable of transporting demonstration equipment when necessary) are required.
• Up to 60% travel including overnight stays.
• Regular attendance and punctuality.
• Ability to work well with others.
• Ability to acquire new skills and to accommodate change in the workplace.

ADDITIONAL SKILLS/EXPERIENCE DESIRED

• Training or experience in laboratory or research instrumentation use.
• Experience using Gilson equipment.
• Training in analytical or organic chemistry.