Sales Engineer – Fill Finish

As a Fill Finish and WMA Sales Specialist, you will play a pivotal role in driving sustainable business growth within the Life Sciences sector, with a strong focus on Fill & Finish and Single-Use solutions. You will establish and nurture customer relationships, provide technical expertise, and actively generate new business opportunities across your designated region and subsector. Acting as a trusted advisor, you will combine technical knowledge with commercial acumen to deliver tailored solutions aligned with our Total Customer Solutions approach. The role requires close collaboration with all Sales Engineers in various sectors, system integrators, OEM partners, and internal stakeholders to support early project engagement and design opportunities. You will be responsible for identifying and engaging potential customers, managing a robust pipeline of opportunities, and supporting key account growth through consultative sales practices. The role involves frequent customer interaction, including on-site visits and virtual demonstrations, to showcase the features and benefits of our innovative product portfolio. Your ability to work autonomously, travel extensively, and operate effectively within complex, long-cycle project environments will be key to success in this impactful role.

Key Responsibilities

• Consultative selling: Apply a structured consultative approach—research customers, form and test hypotheses on pain/gain, validate with stakeholders, co-define the problem, and collaboratively develop tailored solutions and implementation plans aligned to customer needs.
• Customer Value Propositions (CVPs): Define opportunities using relevant CVPs, continuously validating alignment to customer pain/gain and stakeholder interests. Use CVPs to qualify opportunities and ensure solutions address verified needs across Fill Finish and Watson-Marlow Architect offerings.
• CVP-based white-space analysis: Conduct CVP-led white-space analysis by customer to identify revenue gaps, benchmark across similar customers to spot systemic or specific gaps, then develop targeted plans to close gaps and generate new growth opportunities.
• Account Management: Build and sustain a strong opportunity pipeline by developing key and high-growth customers. Collaborate with regional sales teams to align on strategy, maximise account potential, and drive consistent growth within the designated sector.
• Business Development: Identify, hunt, and develop new opportunities within the Fill & Finish and Single-Use market, engaging in thorough market research, networking, collaboration with integrators, and participation in industry events. Promote the full Watson-Marlow Architect and Flexicon portfolio as a total customer solution.
• Customer Partnering: Act as a trusted technical and commercial advisor to customers, integrators, and OEMs. Build long-term relationships, understand application needs, support troubleshooting, and provide proactive recommendations to optimise performance and long-term value.
• Managing Sales Leads: Take ownership of sales leads and inquiries, providing tailored solutions and ensuring timely follow-ups.
• Allocating Workload Strategically: Strategically allocate workload across EMEA support functions to free capacity for high-impact commercial initiatives.
• Demonstrating Products: Proactively visit customers and attend exhibitions showcasing Watson Marlow Architect and Flexicon products through on-site or virtual demonstrations, highlighting features, benefits, and real-world applications.
• Researching Trends: Research competitor, market, and industry trends; engage in ongoing professional development to stay at the forefront of industry advancements; share insights and best practices with global colleagues to enhance collective success.
• Utilising CRM Tools: Use CRM tools to track and manage leads, ensuring consistent follow-ups and progression through the sales funnel, and deliver accurate and timely forecasts to support sustainable business growth.
• Driving Total Customer Solutions: Adopt the Total Customer Solutions drive by utilising consultative sales skills and acting as a true partner to the key customer base. Actively promote cross-portfolio solutions by leveraging consultative selling skills and working across Watson Marlow Architect and Flexicon product lines to deliver integrated, value-driven outcomes for customers.
• Championing Core Values: Champion core values, fostering a culture of safety, collaboration, customer focus, excellence, and respect across teams to deliver exceptional results.

Skills / Experience

• BSc or Diploma in an aligned subject or equivalent technical experience within an aligned industry is required.
• Technical sales experience selling process capital equipment or similar services/products into life sciences customers is necessary. Fill Finish experience is an asset.
• Strong commercial acumen, with a proven ability across both key account management and business development in a technical B2B environment.
• Entrepreneurial skills including problem solving, budgeting, networking and collaboration skills are essential.
• Ability to travel 60-70% across EMEA is required.
• Proficiency in English is essential; French would also be an asset.

Benefits

• Competitive salary
• Flexible working arrangements
• Generous holiday allowance
• Three days’ paid volunteering leave
• Additional support and benefits through our Everyone is Included Group Inclusion Plan

Equal Opportunity Statement

We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply. We are also a Disability Confident and Committed Employer. If you would like to apply using this scheme, please select this option in our application form. If you require accommodations during the application process, please let us know.