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 pursue new opportunities and accounts.

• Oversee and enhance business relationships with existing accounts.

• Showcase PerkinElmer's capabilities in the market and engage with customers.

• Represent PerkinElmer's products and services within the designated territory encompassing IL, WI, and KY.

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

• Manage current customer accounts, target potential clients, participate in trade shows, and increase market share and profitability.

• Develop product-line strategies and ensure profit margins align with company objectives.

• Create and execute business plans along with effective time and territory management strategies.

• Deliver business and technical information, assess customer needs and trends, promote support services, provide product details, and follow up on inquiries.

• Maintain customer data using approved tools such as CRM; regularly update opportunity pipelines and weekly forecasts; oversee funnel accuracy and growth targets.

• Foster partnerships with customers and suppliers, recommending solutions based on competitive offerings and market conditions.

• Collaborate with regional sales, service, product specialists, and business unit teams to deliver customer service and product support.

• Offer local support for scheduled customer events.

⛳️ Requirements

• Bachelor's degree with 5-8 years of experience or a Master's 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 trips.

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

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

• Experience using a consultative sales approach to identify customer challenges and tailor solutions to meet their needs, while managing the complexities of the sales cycle and stakeholders typically involved in capital equipment sales.

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

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

• Basic knowledge 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 advantageous.

🏝️ Benefits

• Competitive salary with performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Retirement savings plan with company match.

• Opportunities for professional development and career growth.

• Flexible work arrangements and a supportive work environment.