Technical Sales Representative - Rheology
Department: Sales
Reports to: Business Unit Sales Manager
Scope
The Sales Representative utilizes scientific knowledge and engineering principles to sell highly complex laboratory instruments within assigned territory. The Sales Representative travels to customer sites to makes sales presentations and conduct instrument demonstrations which play a key role in increasing revenue by managing and negotiating with prospective and existing customers. Manages assigned area by properly allocating her/his time and company assets.
Responsibilities
• Customarily travels to customer sites to perform sales activities and obtain orders
• Acquires and maintains a comprehensive knowledge of all assigned product lines by attending in-house technical training courses. Also, attends manufacturer trainings at parent company in the US and Europe.
• Attends sales meetings, trade shows, and reads industry publications to gain knowledge of competitors’ products, industry trends and business opportunities within assigned sales territory
• Transfers sales opportunities that are out his/her product line responsibilities to other Technical Sales Representatives
• Promptly follows up via phone and e-mail on sales leads provided by the company
• Independently generates sales opportunities by contacting new and existing customers to discuss their needs, and explain how their needs can be met by the company’s products
• Participates in technical/professional organizations or networking groups and attends trade shows and/or conferences to obtain leads
• Applies scientific knowledge and engineering principles to prepare sales presentations to explain instrumentation capabilities. Demonstrates highly complex instruments to potential customers
• Closes business deals consistently at or above target levels
• Support the business manager with the information for the annual budget for the area of responsibility
• Manages all aspects of the assigned territory (e.g., increasing sales, developing and managing customer relationships, conducting product demos, installations, and customer training)
• Maintains the CRM Opportunity pipeline and works according to the CRM Sales guidelines
• Maintains proper and correct records of travel expenses
• 50% - 60% overnight travel
• Performs other duties as assigned
• Negotiates discounts
• Makes time management decisions in order to maximize efficiency
• Identifies “best fit” for product application
• Identifies considerations for safety and environmental requirements
• Calculates ROI for customer investment
Minimum Required Education, Experience, Knowledge and Skills
• Bachelor’s degree in chemistry, physics, material science or similar.
• Self-motivated and determined to achieve challenging goals and objectives
• 3 years of previous sales experience in materials characterizationor rheology instrumentation strongly preferred.
• Networking in the chemical, food or asphalt sectors is strongly preferred
• Strong written and oral communication skills and be capable of communicating equally well across company lines (i.e., C-level, Ph.D.-level scientists, technicians & purchasing responsibles)
• Strong customer service skills
• Strong negotiation skills
• Oriented to get results
• Must hold valid driver’s license, passport and US Visa
• Business proficient in English
What we offer
• Competitive salary plus attractive commissions plan
• Outstanding benefits package
• Possibilities for growth within the Anton Paar organization
• Company car
