[Hiring] Freeze Drying Technical Application Specialist @ATS Automation

Role Description

The Freeze Drying Technical Application Specialist, supporting our SP VirTis and Hull brand freeze dryers, serves as the organization’s subject-matter expert in freeze drying and lyophilization. This role partners with the sales team and customers to assess applications, recommend appropriate equipment and process solutions, conduct demonstrations, troubleshoot technical challenges, and provide pre- and post-sale support.

The specialist also develops and delivers sales training and customer education, supports the creation of technically accurate marketing and sales tools, and works with Product Management, Marketing, Engineering, Service, and Quality to translate customer needs and market insights into product improvements and new solutions.

Location: Remote USA (Major metros in following states: CA, IL, IN, PA, NJ, D.C., MD, VA, NC, MA)

Responsibilities

• Serve as the primary technical applications resource for laboratory and pilot-scale freeze-drying products, accessories, controls, and related vacuum and refrigeration systems.
• Partner with the sales team to understand customer samples, processes, throughput, quality requirements, and facility constraints, and translate those needs into appropriate system configurations and application recommendations.
• Participate in customer discovery calls, technical presentations, product demonstrations, site visits, and pre-sale evaluations; clearly communicate freeze-drying fundamentals, equipment capabilities, limitations, and value propositions.
• Provide application guidance on sample preparation, pre-freezing, primary and secondary drying, endpoint determination, condenser and vacuum requirements, shelf temperature control, vial and bulk configurations, and selection of appropriate accessories.
• Troubleshoot customer application and process issues in collaboration with sales, technical support, service, engineering, and quality teams, distinguishing application challenges from equipment or service needs and driving issues to resolution.
• Partner with Marketing, Product Management, and Sales to develop and maintain technically accurate sales and marketing tools, including application notes, selection guides, presentations, product demonstrations, competitive comparisons, proposal content, frequently asked questions, training modules, webinars, videos, and customer-facing case studies.
• Develop and deliver structured training for the direct sales team, channel partners, and service personnel on freeze-drying fundamentals, SP product capabilities, application discovery, system selection, competitive positioning, product demonstrations, and effective communication of technical value to customers.
• Support product management by gathering and synthesizing voice-of-customer feedback, monitoring application and market trends, evaluating competitive offerings, and identifying unmet needs and opportunities for product enhancements or new products.
• Contribute application requirements and technical expertise to new product development, product validation, launch readiness, and post-launch support activities.
• Represent SP at trade shows, conferences, webinars, customer workshops, and other industry events as a subject-matter expert in freeze drying and lyophilization.
• Maintain accurate and timely records of customer interactions, application work, opportunities, outcomes, and follow-up actions in the Customer Relationship Management system.
• Maintain current knowledge of lyophilization science, relevant laboratory and pharmaceutical practices, emerging process analytical technologies, competitive products, and applicable quality and safety expectations.
• Travel to customer sites, SP facilities, channel partners, and industry events as required (~50% travel).

Qualifications

• Bachelor’s degree in pharmaceutical sciences, chemistry, biochemistry, chemical engineering, biotechnology, food science, or a related scientific or engineering discipline; an advanced degree is preferred.
• Three or more years of hands-on experience with freeze drying/lyophilization, preferably involving laboratory or pilot-scale equipment, process development, formulation support, applications science, technical sales support, or customer-facing technical service.
• Strong working knowledge of sublimation, phase behavior, freezing and annealing, primary and secondary drying, heat and mass transfer, vacuum systems, refrigeration, endpoint determination, and common causes of cycle or product failure.
• Demonstrated ability to assess a customer’s application and recommend suitable equipment, accessories, operating parameters, and testing approaches while clearly communicating technical trade-offs and limitations.
• Experience planning and executing laboratory studies, interpreting process and product data, troubleshooting technical problems, and documenting conclusions and recommendations.
• Excellent written, verbal, presentation, and training skills, with the ability to translate complex scientific concepts for technical and non-technical audiences.
• Strong customer orientation and interpersonal skills, with demonstrated success collaborating across sales, product management, engineering, service, quality, marketing, and external customer teams.
• Proficiency with Microsoft Office and data analysis and reporting tools; experience with Customer Relationship Management systems and freeze-dryer control or data-logging software is preferred.
• Knowledge of pharmaceutical, biotechnology, diagnostic, food, or academic research applications and familiarity with good laboratory practices, GMP concepts, validation, and process analytical technology are preferred.
• Ability to work independently, manage multiple customer and internal priorities, maintain detailed records, and deliver high-quality work in a timely manner.
• Ability and willingness to travel domestically and internationally as business needs require.

Benefits

• Robust health and welfare benefits package that includes Life, Health, Dental, Vision.
• 401(K) including company match.
• Paid Time Off annually + Paid Holidays.
• Career Advancement Opportunities and Tuition Assistance to help you achieve your goals and continue your career growth.

Salary

$110,000–$125,000 base salary, based on experience, plus eligibility for sales incentive bonus.