Technical Sales Specialist (TSS) - Pharma Analytics

Work Schedule

Environmental Conditions

Job Description

Position Summary

The Technical Sales Specialist (TSS) for Pharma Analytics is a role within the sales organization of the BioProduction Division responsible for sales across abroad portfolio of products in an assigned territory. This role will actively manage funnel opportunities for near-term revenue gains and develop new opportunities to build a strong pipeline for future growth while maintaining current business relationships and organic growth. Utilizes sales experience, bioproduction process knowledge, product expertise, market intelligence, and territory management skills to grow sales and profitability. Remotely based in Pune/Ahmedabad/Mumbai, India, this role will interact with customers through face-to-face meetings, teleconferences, and email communications. The role will combine strong Pharma Analytics knowledge and business acumen to support the delivery of customer expectations & commercial goals for the business unit in the assigned territory. The role is primarily responsible for accelerating the growth in a complex sales environment where expertise and specialization are required. The person will also be responsible for defining the most effective product and solution strategy relevant to the specific market demand and ensuring that India Commercial Organization, Technical Services Organization (TSO) and the Divisional Business Unit are fully aligned and capable of executing this strategy. This individual will be responsible for the accelerated growth of the Pharma Analytics portfolio.

Essential Responsibilities

• Ensure robust new business pipeline is well-maintained
• Drives existing funnel of opportunities to accelerate closure rates
• Work with Pharma Analytics customers like biopharma/vaccine accounts for pre-sales activity like demonstrating Residual DNA/ Mycoplasma/ Virus testing kit performance & post-sales activities like troubleshooting
• Collaborates with and influences Bioproduction Account Managers (BAMs) within their district to develop and manage account growth strategies
  • Develops a territory plan and works independently on daily activities to meet the (AOP) for Pharma Analytics
  • Owns the Salesforce.com entry process, including management of technical meetings and new evaluation records
  • Keep abreast of market intelligence including trends, competitors, and key accounts developments
  • Coordinate with the Regional Marketing Management and regional/local FAS on the execution of training programs and workshops on the application and capabilities of the Pharma Analytics portfolio.
  • Identifying and executing best sales practices within assigned territories for the Pharma Analytics portfolio.
• Establishes and builds relationships with key decision-makers, identifying the technical buyers
• Initiates product evaluations as part of the sales process, coordinating activities between the BAM and FAS. Responsible for service-related to product sampling.
• Acts as trusted advisor for key contacts within an account and brings in technical experts as needed to advance the solution process
• Provides post-sales product support, follows up on all product performance complaints or inquiries to ensure resolution
• Maintains and enhances technical knowledge on assigned product lines, company literature, and competitive products
• Feeds voice of customer to the Business Unit

Qualifications

• Master's degree or higher in Biotechnology or related field specialization in molecular biology techniques like qPCR & RT-PCR
• Strong and intimate understanding of downstream Pharma Analytics workflows in BioProduction processes.
• Exceptional oral and written communication skills being well versed in value selling techniques and the ability to sell up into organizations.
• Able to work independently with limited day-to-day management supervision

Experience

• Requires a minimum of 6+ years of sales experience working in a role related to the bioproduction process specifically targeting molecular biology like qPCR-based techniques
• Must possess a strong understanding of customer challenges and solution development
• Must demonstrate previous success in a customer-facing role