JOB OBJECTIVE: Sales role with primary responsibilities covering the management of strategic (proactive) accounts and select number of reactive accounts, with an emphasis on the former. Activities will also include mentorship, participating in Branch-specific activities (Customer Touchpoints and, to a lesser extent, strategy development) as mutually defined with the Regional/ Associate Manager. Reactive account coverage will entail providing the customer with the appropriate technical and sales ... more details
JOB OBJECTIVE: Sales role with primary responsibilities covering the management of strategic (proactive) accounts and select number of reactive accounts, with an emphasis on the former. Activities will also include mentorship, participating in Branch-specific activities (Customer Touchpoints and, to a lesser extent, strategy development) as mutually defined with the Regional/Associate Manager. Reactive account coverage will entail providing the customer with the appropriate technical and sales help within a timely manner, whereas strategic account coverage will entail a proactive approach that will require the development of a strategic plan and building strong relationships within assigned accounts. There will also be the expectation to develop independent strategies (pricing rationale) at the account level (PDP/Contracts) and contact level (Opportunities). CORE DUTIES: 1. Sales Behaviors: • Reactive Accounts: Respond to customer requests in a timely manner and leverage the appropriate overlays (Tech Serv, North America Marketing (NAM), Cust Serv, Field Support Scientist (FSS), Global Clinical Collaborations Manager (GCCM), Clinical Account Consultant (CAC), Strategic Collaborations Management Team (SCMT), Strategic Product Manager (SPM), Strategic Business Unit (SBU), Elite Access, R&D etc.) as necessary to ensure customer satisfaction. Leverage Helix where appropriate. • Proactive Accounts: Develop a long-term strategic plan/vision at the account level, while developing in-depth relationships at the customer level, with the main goal of identifying and partnering with KOLs. Leverage the appropriate overlays (Tech Serv, NAM, Cust Serv, FSS, GCCM, CAC, SCMT, SPM, SBU, Elite Access, R&D etc.) as necessary to ensure customer satisfaction, while striving for continued revenue growth in the long-term. Leverage and champion Helix and other sales channels where appropriate. -Demonstrated ability to link unique Promega solutions to meet and exceed requirements of the customer’s business. Apply custom solutions and knowledge about unique (Custom/OEM/Elite Access products) solutions Promega can offer customers. Maintain high quality relationship with internal R&D, marketing, and operations personnel. -Independently develop opportunity-based pricing strategies at accounts (quotes, purchasing contracts with discount schedules, freezer programs and stockroom/consignment). In conjunction with the Promega business units, organize and conduct field-marketing activities such as workshops, focus groups and beta test programs to gain customer feedback. -Work with the Regional/Associate Manager to remain familiar with competitive products for the purpose of educating customers on the benefit of Promega technology. Share findings with your regional manager with information on the competition and report important activities back to Promega. -Through training and coaching, translate sales opportunities into workable and detailed action plans; demonstrate an understanding of the steps that go into a sales cycle (Funnel Management). Lay out a clear sales plan which includes specific action steps and milestones for managing the sales cycle from beginning to end. Provide completed Blue and Green sheets along with a sales call plan before meetings. -Work independently to develop strategic and tactical account plans for your strategic accounts. This would include close involvement and strong relationships with high-level procurement personnel, developing and maintaining account plans and contracts. • Provide technical support by thorough knowledge of Promega’s product line and effective communication of applications related to the products. • Act as a company advocate to voice opinions and viewpoints appropriately within and outside Promega. Takes a stand for relevant issues and delivers difficult decisions/messages when necessary. 2. Sales Tools (Outlook/CRM/PowerBI/LinkedIn/Showpad): • Effectively communicates with customers by ensuring emails are thoughtful, proofread, and professional. • Using Dashboards and CRM to prospect, generate reports, and effectively analyze results. Maintain appropriate notes in CRM and reassign customers to their appropriate accounts when they move. • Adhere to branch initiatives by maintaining focus on sales process and associated performance metrics. • Actively champion and provide feedback on sales processes. 3. Branch Initiatives: • Customer Touchpoints: Work with appropriate overlays (SPM, SBU, SCMT, NAM, etc.) for alpha/beta testing opportunities as well as marketing campaigns (including webinars) • Strategy Development: Works with the Management team on strategies that will impact the North American Branch (ex: COVID allocation teams HT/Maxwell). This could also include being a SME based on skillset. 4. Mentorship: • Proactively work with newer colleagues to help them with skill development and other areas of growth. 5. Continuous Improvement • Maintain a working IDP. • Complete Annual Assessment with Regional Manager. • Seek out training where appropriate for your job. 6. Demonstrates inclusion through their own words and actions and is accountable for a safe workspace. Acts with kindness, curiosity and respect for others. 7. Embracing and being open to incorporating Promega’s 6 Emotional & Social Intelligence (ESI) core principles in daily work. 8. Understands and complies with ethical, legal and regulatory requirements applicable to our business. KEY QUALIFICATIONS: 1. Minimum B.S. or B.A. degree (M.S. /Ph.D. preferred) in Life Sciences with a focus on hands-on laboratory experience in Molecular Biology, Cell Biology and/or Protein Biochemistry. 2. Minimum 5+ years’ experience in a sales environment, or equivalent. 3. Strives to incorporate the Core Emotional Social Intelligence (ESI) Principles in their position (Check in with yourself, listen with empathy, Enhance self-esteem, Look for the good, with discernment, encourage diverse perspectives and Use courage and compassion to say what needs to be said). 4. Flexible in handling change, meeting a standard of excellence, persistent in pursuing goals despite obstacles and setbacks. Self-awareness of how behaviors can affect our colleagues. Keeping disruptive emotions and impulses in check, sensing other’s feelings and perspectives to advocate and voice opinions and viewpoints appropriately within and outside Promega. 5. Independently motivated and works well with others. 6. Excellent communication skills (oral/written). 7. Excellent organizational skills. 8. Strong commitment to customer service. Excellent communication, strong analytical and conflict resolution ability. 9. Knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook), e-mail and the use of the Internet. 10. Must possess a valid driver’s license. PHYSICAL DEMANDS: 1. Ability to use a computer/Microsoft Office applications. 2. Ability to travel to meetings as needed. At Promega, we value diversity and strive to create an inclusive workplace. We are proud to be an Equal Opportunity Employer, making employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or any other protected class.
