Sales Territory Manager - Mass Spectrometry - MA, NH, VT, ME

Danaher - Worcester, MA

Full-time - Mid Level

Remote - Worcester, MA

Computer and Electronic Product Manufacturing

About the position

For over 50 years, SCIEX has been at the forefront of developing groundbreaking technologies and solutions in mass spectrometry and capillary electrophoresis. Our innovative products empower customers to swiftly respond to environmental hazards, gain insights into disease-related biomarkers, enhance patient care in clinical settings, expedite the market introduction of relevant drugs, and ensure food safety and health. At SCIEX, you will find a fulfilling role that amplifies your impact on the world and helps you realize your potential in life. As a part of Danaher, SCIEX is one of 10 Life Sciences companies that collectively accelerate the discovery, development, and delivery of solutions aimed at safeguarding and improving human health. The Mass Spectrometry Territory Sales Manager is tasked with the sale of SCIEX Mass Spectrometry (MS) products within a designated territory, focusing on driving revenue and order growth. This involves following up on existing customers, acquiring new customers, cross-selling to current clients, converting competitors, and collaborating with distribution channels to enhance sales. The Mass Spectrometry Territory Sales Manager will be integrated into the SCIEX Commercial Organization, covering New Hampshire, Vermont, Maine, and parts of Massachusetts. This role reports to the Sales Manager and is part of a dynamic team of Territory Managers, while also collaborating with colleagues and the Advanced Workflow Specialist. In this position, you will have the opportunity to meet and exceed assigned sales targets, accurately forecast monthly and quarterly sales, and serve as a subject matter expert in analytical workflows (LC/MS/MS, chromatography). You will provide sales expertise regarding market trends, applications, and competition, utilizing sales tools and CRM systems to manage your sales funnel and achieve business results. You will be expected to understand our product portfolio thoroughly and communicate technical product and service information effectively. This role requires the ability to articulate our value proposition to customers based on their specific needs and interests. Working in a team selling environment, you will navigate complex sales situations across multiple functions, including Applications Support, Field Service, Product Demonstration, Product Management, and Market Development Managers. You will also use standard account planning tools to guide your work and solve routine sales problems while continuously growing your prospects and sales funnel.

Responsibilities

• Drive revenue and order growth by following up on existing customers and acquiring new customers.
• Cross-sell to existing customers and convert competitive accounts.
• Collaborate with distribution channels to increase sales.
• Meet and exceed assigned sales targets and accurately forecast monthly and quarterly sales.
• Serve as a subject matter expert in analytical workflows (LC/MS/MS, chromatography).
• Utilize sales tools and CRM to manage sales funnel and achieve business results.
• Communicate technical product and service information effectively to customers.
• Articulate the value proposition of products based on customer needs and interests.
• Work in a team selling environment to navigate complex sales situations across multiple functions.
• Use standard account planning tools to guide work and solve routine sales problems.

Requirements

• Bachelor's degree (B.S./B.A.) in Life Sciences or a similar subject area.
• Current experience in direct scientific capital equipment sales is highly desired; individuals with inside sales, field sales, or laboratory experience will be considered if highly qualified in the field of LCMS.
• 3 years of sales experience preferred.
• Must live within the assigned territory and have the ability to travel within the territory and work remotely from a home office.

Nice-to-haves

• Demonstrates strong initiative and willingness to take ownership for results.
• Outstanding verbal, written, and presentation skills.
• Ability to build strong relationships internally and externally.
• Team player who can bring different departments together for optimal results.

Benefits

• Comprehensive health care programs
• Paid time off
• Flexible remote working arrangements for eligible roles
• Enriching career opportunities regardless of work arrangement