Gilson, Inc.
Liquid Handling Specialist
Gilson, Inc., San Diego, California, United States, 92189
MISSION
The Liquid Handling Specialist promotes and sells the full range of Gilson products, including instruments, pipettes, consumables, and services within the assigned territory in order to meet or achieve budgeted sales goals. This individual follows sales best practices to achieve these goals, fostering a healthy, sustainable territory by focusing on customer retention, development, penetration, and continuing satisfaction. Leverages a multichannel environment to maximize sales using distributor and dealer relationships. Directly impacts Gilson's mission to enable verifiable science by helping scientists select the products they need to work most effectively.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Meets or exceeds established targets for sales volume, product mix, and new product and services awareness within in the assigned territory.
Drives sales of pipettes, benchtop equipment, consumables and services; finds, qualifies, and uses CRM to document complex instrumentation leads and opportunities.
Travels throughout territory to call on established and prospective customer contacts to create demand for Gilson products and services.
Activities include product introduction and overviews, conducting demonstrations, technical seminars, troubleshooting, attending local and national tradeshows, and providing the necessary follow-up and development to achieve product and service sales. Organizes travel to provide maximum customer coverage while minimizing travel expenses. Follows up and processes sales leads, based on information received from other Gilson sales representatives, company trade shows, marketing campaigns, telephone and website inquiries, and other sources. Follows Gilson sales techniques and best practices throughout sales cycle to achieve goals. Submits and maintains accurate monthly forecasts through Opportunity Management within Salesforce.com. Maintains and updates territory data for accounts and key personnel within Salesforce.com (SFDC). Works with field service engineers and instrumentation sales specialists to promote proactive sales, service and support approach within the assigned territory. Creates quotations and pricing agreements, following pricing guidelines. Participates in required and recommended training sessions to attain and maintain an in-depth technical and applications knowledge of the Gilson Product Portfolio. Collaborates with service and support personnel to provide post sale installation, training, and ongoing service contract support as needed. Collaborates with Key Accounts team on any Key Accounts and activities within territory as needed. Trains, motivates, and works cooperatively with distributor and dealer reps when appropriate, leverages relationships to further penetrate key accounts. Maintains current knowledge of and provides updates in a timely manner on territory trends and activities, competitive products and pricing, and customer concerns regarding Gilson products observed in the field. Develops and executes time management and account/territory business plans to drive business in alignment with organizational goals. Other duties as defined. JOB REQUIREMENTS EDUCATION B.A. or B.S. Degree (life sciences preferred) WORK EXPERIENCE Minimum of 3 years sales experience in related industry or combination of highly technical background and sales experience. SKILLS OR KNOWLEDGE Training in laboratory science and/or life sciences is preferred. Computer proficiency with CRM systems, Microsoft applications and email. Excellent communication skills -verbal and written. Strong organizational skills. Ability to effectively present information and respond to questions from customers, dealers, and company personnel. Ability to calculate figures and amounts such as discounts, percentages, and volume. Ability to solve technical problems and deal with a variety of variables. Comprehensive selling skills and techniques including negotiation. * PHYSICAL ABILITY Ability to transport by wheelie up to 70 lbs. Manual dexterity to handle small parts and tools. OTHER Valid driver's license and a good driving record that allows for the operation of a company vehicle for business related activities. Daily travel required with some overnight and/or weekend travel. Regular attendance and punctuality. Ability to work well with others. ADDITIONAL SKILLS/EXPERIENCE DESIRE Note: It is preferred that those hired for this job possess the skills and/or experience listed in this section; however, these items are not essential for qualification for the job, nor will lack of these stated skills or experience exclude any applicant from consideration for the job. Lab bench experience using pipettes. B.S. in the life sciences Knowledge of SPIN selling process
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Activities include product introduction and overviews, conducting demonstrations, technical seminars, troubleshooting, attending local and national tradeshows, and providing the necessary follow-up and development to achieve product and service sales. Organizes travel to provide maximum customer coverage while minimizing travel expenses. Follows up and processes sales leads, based on information received from other Gilson sales representatives, company trade shows, marketing campaigns, telephone and website inquiries, and other sources. Follows Gilson sales techniques and best practices throughout sales cycle to achieve goals. Submits and maintains accurate monthly forecasts through Opportunity Management within Salesforce.com. Maintains and updates territory data for accounts and key personnel within Salesforce.com (SFDC). Works with field service engineers and instrumentation sales specialists to promote proactive sales, service and support approach within the assigned territory. Creates quotations and pricing agreements, following pricing guidelines. Participates in required and recommended training sessions to attain and maintain an in-depth technical and applications knowledge of the Gilson Product Portfolio. Collaborates with service and support personnel to provide post sale installation, training, and ongoing service contract support as needed. Collaborates with Key Accounts team on any Key Accounts and activities within territory as needed. Trains, motivates, and works cooperatively with distributor and dealer reps when appropriate, leverages relationships to further penetrate key accounts. Maintains current knowledge of and provides updates in a timely manner on territory trends and activities, competitive products and pricing, and customer concerns regarding Gilson products observed in the field. Develops and executes time management and account/territory business plans to drive business in alignment with organizational goals. Other duties as defined. JOB REQUIREMENTS EDUCATION B.A. or B.S. Degree (life sciences preferred) WORK EXPERIENCE Minimum of 3 years sales experience in related industry or combination of highly technical background and sales experience. SKILLS OR KNOWLEDGE Training in laboratory science and/or life sciences is preferred. Computer proficiency with CRM systems, Microsoft applications and email. Excellent communication skills -verbal and written. Strong organizational skills. Ability to effectively present information and respond to questions from customers, dealers, and company personnel. Ability to calculate figures and amounts such as discounts, percentages, and volume. Ability to solve technical problems and deal with a variety of variables. Comprehensive selling skills and techniques including negotiation. * PHYSICAL ABILITY Ability to transport by wheelie up to 70 lbs. Manual dexterity to handle small parts and tools. OTHER Valid driver's license and a good driving record that allows for the operation of a company vehicle for business related activities. Daily travel required with some overnight and/or weekend travel. Regular attendance and punctuality. Ability to work well with others. ADDITIONAL SKILLS/EXPERIENCE DESIRE Note: It is preferred that those hired for this job possess the skills and/or experience listed in this section; however, these items are not essential for qualification for the job, nor will lack of these stated skills or experience exclude any applicant from consideration for the job. Lab bench experience using pipettes. B.S. in the life sciences Knowledge of SPIN selling process
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