Responsible for developing and managing laboratory end-user accounts within a defined territory. Build and maintain strong customer relationships, generate sales to achieve company and individual targets, and proactively engage existing and prospective customers through regular contact and appointments. Prepare sales forecasts to support annual growth targets and KPIs, identify and track new business opportunities to ensure timely conversion, and provide market intelligence on industry trends and competitor activity to support business strategy
Essential Duties and Responsibilities
- Continuously identify and develop commercial relationships with existing and prospective customers to build a sales pipeline
- Develop and secure new business within existing accounts, and establish business within new accounts
- Meet personal sales and margin targets and develop a good understanding of the wider team and business targets in order to positively contribute
- Plan, prioritize and carry out activities using an agreed call plan structure to effectively cover the territory, maximizing opportunities
- Plan customer meeting content in advance to ensure active engagement on sales calls with existing customers and cold calls with prospective customers
- Organize field activity to ensure efficient and structured appointments with a consideration for time and cost whilst accepting that overnight stays may be necessary
- Work with Head of Sales, Technical Specialists, suppliers and other Regional Account Managers to identify and help complete contract and tender submissions
- Work with Head Office and the Servicing team to offer after sales support to customers
- Effectively use the CRM to accurately record all activity and communication with customers
- Ensure complete traceability of any issued quotations, sample requests, literature requests and complaints in conjunction with the head office
- Actively utilize available tools for strategy refinement, such as marketing materials
- Respond within 24 hours to sales leads by telephone and e‑mail
- Present data and information regarding personal sales and activity in sales meetings
- Attend exhibitions as required; some involving overnight or weekend stays
- Provide constant feedback on market competition and changes in technology trends
- Acquire and maintain product knowledge to maximise customer relations
- Participate in sales training and ongoing development programs to enhance competencies
Education/Experience
Bachelor’s degree or equivalent in a scientific subject, and at least two years’ field sales experience within the scientific industry.
