Sales Specialist (Chromatography) - East UK

  • Job Reference: H519
  • Date Posted: 3 May 2018
  • Recruiter: Harrington Recruitment
  • Location: East
  • Salary: £35,000
  • Sector: Marketing / Sales, Biology / Pharma
  • Job Type: Permanent
  • Work Hours: Full Time
  • Contact: Consultants
  • Email: info@harringtonrecruitment.com
  • Telephone: 0208 349 8112

Job Description

Job Description:

  • To sell and promote the Company’s range within the Chemistry and Chromatography portfolio to customers
  • Maintain and grow business relationships and engaging with customers, including decision makers from technical end users, stores managers, production and Quality Control functions and procurement professionals

Responsibilities & Duties:

  • To achieve and exceed all sales and margin related targets for your given location
  • To partake towards the achievement of the companies set profitability targets
  • To market the Company’s product, service and solution portfolio across all market segments by adopting the Company’s client relationship strategy
  • To give technical support to Account Managers, Tele-business Account Managers, regional distributors, segment leaders and sales leaders
  • To increase and maintain a high level of technical product understanding and to grow and enhance technical understanding throughout tenure as Chemical and Chromatography Specialist
  • Learn to confidently perform product training and demonstrations to the customer base in addition to designing and delivering internal product training programs for Account Managers, which will enable them to sell and promote the basic Chemical and Chromatography offerings within their territories
  • Display and deliver the Company’s solution in addition to their custom manufacturing capabilities
  • Demonstrate efficient planning and organisation for assigned KPIs, including but not limited to:
  • Minimum of 20 customer visits per week on average (depending on account and product portfolio)
  • Minimum of 4 full days per week of direct customer interaction, with each attendance comprising of meaningful sales-driven conversation where the customer needs are appropriately explored, solutions sought and commitments gained
  • Follow up quotations, agree the next steps and update CRM system
  • To liaise, grow and strengthen customer relationships, including decision makers from end users, production and Quality Control functions, stores, and procurement communities
  • Work with Management to create a detailed territory plan to make sure all sales and margin targets are achieved and exceeded. The plan should include account prospecting as well as detailed SWOT analysis
  • Efficiently investigate and interpret historical and current sales data to assess performance of the territory and use the data to efficiently push sales and margin growth
  • Develop and maintain a rounded knowledge of the sales positioning of the Company and the products, services and solution offerings within the various market sectors. Using this understanding, efficiently influence the strengths and breadth of the Company organisation within routine dealings with customers, suppliers and other stake holders to drive sales and margin increase at the same time as gaining a competitive advantage against market competitors
  • Display a team network with fellow sales team members, including but not limited to the Account Management team (who visit the same customers) by maintaining frequent weekly communication to ensure clarity for the customer and minimum duplication of activity. Ensure regular training and mentoring of Account Managers takes place, either on cooperative field visits or by hosting product focused regional meetings
  • To be able to display and action customer training and demonstration of a range of Chemistry & Chromatography related products to both the customer base and internally within the Company
  • Market and aid in the preparation of quotations and tenders for the Chemical and Chromatography portfolio
  • Work with preferred suppliers to grow product and service training, develop business for both the Company and our supplier partners and the same time as forming and maintain relationship bonds with key supplier partners
  • Communicate feedback using verbal and written reporting tools to the business on customers, competitor activity, promotions etc, to agreed timescales and in agreed format as directed by your Sales Manager
  • Partake in the company PMP process
  • Increase and maintain an efficient internal network of connections within the Company to drive sales efficiently. Collaborations, including and not limited to:
    • Daily liaisons and communications with the technical team to make sure all aspects of the customer expectation are met to a high standard and within a timely manner
    • Frequent communication with the Field Marketing Specialist for Chemicals and Chromatography to enable a defined and all-encompassing marketing plan to push and grow products sales within given location
    • Communications with the Company’s team, the Custom Manufacturing team to push sales and promote our Custom Solutions to all customers within all market sector
    • Communications with the pricing team to make sure that profitable and reliable business is maintained and grown
    • Communications with the financial teams, including credit control to make sure that customer accounts are trading within the agreed terms and condition of their supply agreement, this aspect is specifically important when dealing with high value projects

Qualifications:

  • Degree level achievement in a Scientific (Chemistry) or Technical related area
  • Full UK driving licence
  • Working experience of Sales within the scientific / technical industry or similar
  • Experience of working in a high paced and target driven environment
  • Experience in Excel
  • Experience of PowerPoint or similar
  • Experience of maintaining a CRM system or similar

Skills & Experience:

  • Field sales experience with a history of high achievement and high-level negotiation with customers within the industry and appropriate knowledge of the market dynamics and competitor threats
  • To have a strong understanding base in chemistry and/or chromatography
  • Experience and/or a good knowledge of a production environment and how a chemical portfolio and custom manufactured offering would provide a surrounding offering into a production environment.
  • High level of attention to detail and be able to conduct technical site surveys to ensure product selection and choice is suitable and appropriate for the customer’s needs
  • To be able to acknowledge the management of a short selling cycle and a longer term selling cycle
  • To be able to establish potential business and manage current business and relationships
  • To be able to increase mutually beneficial relationships with customers, supplier partners and the Company’s associates
  • Has a proven track record of commercial awareness and knowledge, both in theory and practice.
  • To have a full knowledge of variety of pricing models and disciplines that will lead to enhanced profit generation
  • To be a highly self-motivated individual with a high level of attention to detail, technical awareness and outstanding interpersonal skills
  • To have high level written and verbal communication styles and skills
  • To be able to engage at all levels in a scientific, technical and business environment
  • Great presentation and reporting skills
  • To be able to show proven and solid organisational skills
  • To be able to work both independently and as part of a team
  • Can organise and partake in local customer seminars and exhibitions
  • To partake in and visit both local and European sales training events, meetings and conferences as necessary