Sales Specialist – Lab Equipment & Consumables - London & South East UK

  • Job Reference: H445
  • Date Posted: 26 October 2017
  • Location: London & South East UK
  • 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

Summary:

A successful Candidate will be expected to reach financial targets across several core product lines, to support the portfolio in the Laboratory Consumable Division (LCD), and for providing a high level of field support expertise to our commercial teams and customers in the South East of the UK.

Sales Targets and Objectives:

  • Obtain sales volume, profit and product mix and meet the decided business plan
  • Obtain timely delivery of reporting and forecasting through utilisation of the company sales tools
  • Monitor sales performance and devise corrective action plans with Line Manager where required
  • Establish demand pull in the territory through selected customer visits and maximizing the use of marketing collateral

Territory Coverage:

  • Continue a structured calling plan to obtain daily visits (this includes joint visits with Channels) to new and current customers to advertise the Company’s products and services
  • Make reasonable explorative calls each week to ensure that the pipeline is of sufficient value to meet the monthly sales target
  • Support the Channel sales force leading to less usage of promotional material, identification of training gaps and simple product understanding
  • Interaction with LPD Channel Management to ensure alignment of activities to the Channel Management’s plan of action
  • Make sure the right focus is given to Key Accounts, Focus Accounts and Corporate Accounts across your given area
  • Liaise with the other Sales Specialists in the area to make and drive inter divisional cooperation by establishing LPD geographical teams
  • Grow & maintain leads and opportunities for the Application Sales team
  • Create leads and opportunities for cross-divisional team members, and participate in geographical working teams with daily meetings to review and share customer and market information
  • Group accounts according to market type and growth possibility
  • Provide cover in the absence of other Sales Specialists, or to assist with a specific promotion in a given area or to carry out training sessions, as and when necessary
  • To attend Sales Meetings and when required, restructure and visit local exhibitions
  • Engage interdepartmentally as needed

Records & Reporting:

  • Keep all customer records detailed and up to date using the Company CRM daily, including short reports of all visits
  • Use the Company CRM to log all opportunities and campaigns
  • Obtain Key Account plans to develop the business at important accounts
  • Provide reports as necessary
  • Adhere to all Company internal and ISO9000 procedures

Product and Company Knowledge:

  • Ensure adequate understanding of full product range and services
  • Maintain up to date understanding of the Company and its structure

Market Knowledge:

  • Identify all decision makers and influencers at the customer account, major future developments, projects and tenders in the area
  • Handle extensive knowledge of the competitive landscape to enable successful execution of the business structure

Cost Management:

  • Keep selling costs to a minimal, always within company guidelines

Travel Requirements:

  • Approximately 80% of time will be spent travelling through the given area

Minimum Requirements/Qualifications:

  • Must live on territory or be willing to relocate
  • Current driving licence
  • Science Qualification, Degree or equivalent is desirable
  • In depth understanding of laboratory products
  • Excellent communication and presentation skills
  • Significant Sales experience in a similar market environment
  • Smart, professional appearance
  • Strong business acumen and a demonstrated ability to establish and maintain professional and personal relationships with key Channel partners and customers positively impacting business growth
  • Excellent negotiation and Account Management skills
  • Strong organisational and time management skills
  • Fully skilled with MS Office suite

Non-Negotiable Hiring Criteria:

  • Proven experience managing complicated, high-value accounts in a complex environment
  • A strong team player with proven ability to organise plans and influence actions across a Channel team of resources not directly reporting