[Hiring] Senior Sales Specialist - Materials Characterization @PerkinElmer

Role Description

We are seeking a results driven Sales Representative to help drive volume sales and market 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.
• Representing PerkinElmer products and services in an assigned territory (IL, WI, KY).
• Traveling overnight ~60% of the time.

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.
• Improvement of overall market share and profitability by utilizing resources effectively.
• Develop a plan for each of the product lines to ensure fair representation and meet compensation margins.

• Develop and implement business plans.
• Maintain an effective time and territory management plan.
• 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 tools and technologies.
• Timely updates to opportunity funnel and weekly forecasts.
• Rigorous funnel management 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.
• Maintain necessary technical selling capabilities to function in a consultative role for the customer.

• Work closely with regional extended sales team, service team, product specialists, and business units to promote a high level of customer service.
• Provide product support to the rest of the team.
• Provide local support for planned customer events throughout the year.

Qualifications

• 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, preferably in Chicago metro region.

Preferred Qualifications

• Technical proficiency with scientific instrumentation, particularly Molecular Spectroscopy and/or Thermal Analysis techniques (FTIR, UV-Vis-NIR, DSC/TGA type instruments).
• Experience with consultative sales approach, identifying customer pain points and positioning solutions to their needs.
• Familiarity selling capital equipment into mid- and large-size industrial and 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.

Compensation

The annual compensation range for this full-time position is $110,000 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.

Company Description

PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.