Technical Sales Representative - Instrumentation (61989)

Tosoh Bioscience LLC is a major supplier of chromatography products to the pharmaceutical, biotechnology, and chemical industries. Our product line includes:TSKgel, TOYOPEARL, and Ca++Pure-HA bulk media, TSKgel U/HPLC columns, process development products, dedicated systems for GPC analysis, and the LenS3 MALS detector. We have optimal solutions for biological research, drug discovery, medicinal chemistry, agriculture, manufacturing, or other industrial applications.

Summary

The Technical Sales Representative – Chromatography Instrumentation represents a dynamic and pivotal function in our organization. This role is focused on qualifying instrumentation opportunities in our sales funnel, and closing said opportunities with support from the instrumentation sales team. 

Position Profile

Full-Time, Exempt

Reporting Relationships

• Reports to the National Sales Manager (Americas).

Major Duties and Responsibilities

Market Presence & Event Participation

• Establish a strong market presence by engaging with customers at industry events and conferences.

• Actively participate in instrumentation conferences and events. This involves not only attending but also representing the company, meeting with potential customers, and staying abreast of industry trends and competitor activities.

• Utilize these platforms for networking, generating leads, and gathering market intelligence.

• Identify, qualify, and close analytical instrumentation opportunities

Customer Engagement & Guidance

• Travel within the United States to meet with potential and existing customers. Expectation is up to 60% travel.

• Work with account managers to support demonstrations of our gel permeation chromatography system and multi-angle laser detector system, tailoring the sales approach to meet the unique needs of each client through consultative selling

• Act as an architect to our customer, devising and tailoring custom solutions in collaboration with regional product management to drive sales.

• Provides on-site support and training of analytical instrumentation to foster adoption and referrals

• Creates and presents customer oriented presentations of gel permeation chromatography and multi-angle light scattering detector product line.

• Serves as a front-line technical sales expert of analytical instrumentation for North and South America regions to develop rapport and quickly close sales opportunities.

Sales Closure

• Work with account managers and inside sales to drive the closure of instrumentation opportunities.

• Effectively manage the sales pipeline and negotiate sales agreements.

• Leverage technical expertise to demonstrate the value proposition of our products.

Reporting 

• Provide regular reports for management on the status and progress of the instrumentation business. This includes analysis of sales activities, market trends, and competitor information to inform strategic decisions.

• Continuously monitor the competitive landscape and provide feedback to leadership and product management team. 

Internal Collaboration

• Qualify technical criteria for all instrumentation leads and opportunities provided by the account managers and inside sales team. 

• Regularly collaborate with other account managers, inside sales, and instrumentation specialists within the company to identify, manage, and close sales.

• Lead sales team to communicate with potential customers regarding analytical instrument business opportunities unless otherwise approved.

• Participate in meetings, share knowledge, and develop strategies to enhance sales performance and product knowledge.

• Other duties as assigned.

• Maintain regular and reliable attendance.

• Uphold and adhere to the Tosoh Bioscience culture and guiding principles.

Education

• Bachelor’s degree in chemistry, biology, biochemistry, chemical engineering, or related field.

Skills and Qualifications

• A strong understanding of analytical instrumentation and its applications.

• Proven experience in sales, preferably in analytical chemistry or related fields.

• Excellent negotiation skills.

• Fluent English verbal and written communication skills.

• Ability to travel extensively within the United States.

• Strong organizational skills with the ability to manage multiple tasks simultaneously.

• Working knowledge of contact management, internet, email, spreadsheet, and word processing software.

• Strong understanding of the basic concepts involved in a sales process.

• Self-motivated and self-disciplined to execute the major duties and responsibilities of the position.

• Excellent presentation skills.

• The ability to interact with colleagues and customers from multiple disciplines at all levels.

Physical Requirements

The physical demands of this job are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Ability to speak clearly over the telephone so that others can understand. Ability to visit and move around at customer sites. Ability to travel, primarily domestic by both auto and air, up to 60% of the work year. 

Tosoh Bioscience LLC is an Equal Opportunity Employer M/F/Disabled/Veterans