Senior Sales Specialist – Materials Characterization

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Drive sales volume and expand the market for PerkinElmer's Materials Characterization product range, which includes Molecular Spectroscopy and Thermal Analysis instruments.

• Identify and prospect new opportunities and accounts.

• Manage and enhance business relationships with current accounts.

• Showcase PerkinElmer's capabilities in the marketplace.

• Serve as a liaison to customers and represent PerkinElmer products and services within a designated territory.

• Implement a sales strategy that aligns with regional and company-wide strategic objectives.

• Oversee existing customer accounts, identify target accounts, participate in trade shows, and boost market share and profitability.

• Develop product-line strategies and ensure that compensation margins meet company objectives.

• Create and execute business plans as well as effective time and territory management strategies.

• Present business and technical information, assess customer needs and trends, and position PerkinElmer support services accordingly.

• Provide insights about techniques and products and respond to inquiries.

• Maintain customer data in approved tools, including CRM systems.

• Update the opportunity funnel and weekly forecasts, managing the funnel to enhance forecasting accuracy and achieve growth targets.

• Foster partnerships with customers and suppliers to deliver effective solutions.

• Resolve customer issues by recommending solutions based on competitive offerings and market conditions.

• Collaborate closely with regional sales, service, product specialists, and business unit teams.

• Offer product support to the sales team and local assistance for planned customer events.

⛳️ Requirements

• Bachelor's degree with 5-8 years of experience, or a Graduate degree with 3-5 years of experience in Materials Science, Chemistry, or a related field.

• Willingness to travel up to 60% of the time within the territory, including overnight travel.

• Must reside within the assigned territory, preferably in the Chicago metropolitan area.

• Strong technical proficiency with scientific instruments, particularly in Molecular Spectroscopy and/or Thermal Analysis techniques (FTIR, UV-Vis-NIR, DSC/TGA type instruments) is highly preferred.

• Experience with a consultative sales approach, identifying customer challenges and positioning solutions to meet their needs while managing complex sales cycles and stakeholders typically involved in capital equipment sales.

• Familiarity with selling capital equipment to mid- and large-sized industrial and pharmaceutical companies.

• Excellent communication skills with strong verbal, negotiation, and relationship-building abilities across all organizational levels.

• Basic understanding of CRM systems (Salesforce), sales KPIs, territory planning, and lead and demand generation activities.

• Ability to effectively manage multiple accounts and opportunities; prior experience in a similar role within the territory is an advantage.

🏝️ Benefits

• Equal opportunity employer committed to fostering a diverse and culturally inclusive workforce.