The Sales role is an exciting opportunity to take LUMICKS’ ground breaking technology and create a strong market in the assigned territory. This role will be part of the DSM (dynamic single molecule) team that are responsible for commercializing the DSM optical tweezer products which include the C-Trap®, m-Trap® and u-Flux™ instruments and reagents. LUMICKS is looking for an individual who lives and breathes sales of complex capital equipment and is able to operate in, and in some cases create a brand new market for us in this emerging field. The candidate will be an independent thinker, able to take a complex technology, understand the customer in depth and pitch insightful ideas to motivate a customer into action. The candidate will assume complete responsibility for the full sales cycle of LUMICKS DSM products throughout the territory. In this role you are expected to research the market, research target customers, understand the customer, pitch insightful ideas to generate new leads, qualify new leads, move sales through the sales cycle to close in all appropriate markets, including Academia, Pharma, Biotech and Industry. You are expected to work very closely with your local Field Application Scientist to technically qualify opportunities in your sales pipeline–teamwork will be key. You will have the support of multiple resources such as marketing and inside sales personnel which assist in coordinating such activities as targeted campaigns to generate awareness of LUMICKS products.
Develop and enact the strategy and tactics for commercial success in the assigned sales territory
Research potential customers to understand how LUMICKS products will impact their work, then develop and effectively deliver custom value propositions to effectively match LUMICKS to their research needs
Prospect for new customers using all possible techniques including following up on internal leads and marketing targets, making outbound phone calls, composing professional and compelling emails, effectively utilizing social media, strategically networking, and conducting on-site direct customer calls with a strong determination and will to overcome obstacles and win sales.
Qualify new sales opportunities and create a customer coach to facilitate sales activity within the account
Coordinate Sales Activity in conjunction with your Field Application Scientist to technically assess sales opportunity viability, strengthen the value of our proposal, and enable accurate forecasting of sales probability
Take complete ownership of advancing sales effectively through the purchase cycle with a sense of business urgency in order to attain the most efficient and short timeframe (Sales Pipeline Velocity).
Effectively maintain a current record of sales opportunities and sales stages via the company CRM system
Maintain continuous positive relationship with current customers to ensure their success and to generate a positive impression of LUMICKS products in the market
Attend regular conferences and trade shows to network, show off LUMICKS technologies, generate leads and showcase the company as novel, innovative and groundbreaking
Provide feedback from the field to sales management about market dynamics and product performance to foster our thirst for continuous improvement, promote the highest possible level of Customer Success, and ensure market alignment
What about my skills & competencies?
3+ years of experience in selling complex capital equipment
Strong ability to understand customer and create insights that mobilize customer activity
MSc or PhD, in an appropriate life science field preferred
Working and in depth knowledge of the life science research market and the key accounts in the assigned territory
Knowledge and training in techniques used to effectively and strategically sell complex capital equipment such as Challenger Selling, Spin Selling, Consultative Selling or Miller Heiman
Excellent communication, interpersonal, and presentation skills, and professional demeanour
Motivated, self-driven, goal-oriented, energetic work ethic and an outstanding team-player
Strong organizational skills, and ability to multitask
Ability and interest to travel extensively (Travel requirement varies by territory)
LUMICKS brings novel tools for single-molecule biophysics and cell avidity to market, enabling scientific researchers across biology and medicine to unlock new types of experiments. Our high-performance instruments are optimal to investigate the fundamental causes of disease and facilitate drug optimization. With our tools, researchers can visualize and quantify the interactions between proteins and DNA in real time and perform high-throughput screening of molecular and cell–cell interactions using sound waves.
We offer you the chance to be part of an important mission: To improve human health by unlocking dynamic single-molecule and cell avidity analysis. With an ever-increasing adoption of our technologies by leading institutes from all over the world, including Stanford, Johns Hopkins University, Tsinghua University, NIH, and Imperial College London, LUMICKS is expanding its team.
Autonomy, ownership & responsibility
Be the leader of your own projects, and own them like no other. Whether you’re developing software or business, you are responsible for your work and the direction it goes.
With new positions opening up weekly and the company still growing exponentially, there are lots of opportunities to broaden your skill set.
Flat organization & open culture
At LUMICKS engagement is key. We try to align everyone on our dreams and strategies to unlock single-molecule and single-cell research.
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