Digital Pathology Sales and Applications Specialist

San Jose, CA

Posted: 06/10/2019 Employment Type: Direct Hire Industry: IT Job Number: JOS000008664

Job Duties  

  • Present, promote and sell company NanoZoomer Solutions including services to existing and prospective customers. Travel overnight as necessary (estimated at 75%) for customer appointments, trade shows and customer meetings. Visit active opportunities to determine their needs and to develop long term relationships in the assigned geography. Track customer's budget approvals and then convince the customer that we are the best choice.  
  • Manage customer's demonstrations – prioritizing, arranging and demonstrating the functionality and features of the solutions for consultative sales. At the demo, highlight the features and benefits important to the customer, overcome any objections resulting from the demo performance and determine decision making process.  
  • Maintain and report accurate account, opportunity, and funnel data in CRM and internal communication software. Forecast sales, report needs for product improvements or new products to management and factory. Analyze won deals, expectations, customer satisfaction (NPS), market, competition and trends, and communicate winning strategy.  
  • Create strategic territory plan to meet annual revenue objective, map out territory and identify market potential. Develop customer base through cold calling, referrals, industry events and own resources. Develop and maintain a strategic relationship with all identified “Key” opportunities by completing a strategic customer plan and by maximizing account penetration by meeting with strategic technology and business decision makers.  
  • Maximize company profit while maintaining high level of customer loyalty by independently negotiating at least 8 contracts/year.  
  • Learn and maintain a knowledge base for our products, pathology, informatics, industry trends and competitors products. 

Required Skills  

  • Bachelor's degree in science, biology or engineering  
  • 2 years sales experience in a pathology related business  
  • 5+ years successful selling experience in the life science space  
  • Strong working knowledge of the overall life science industry and understanding the basic principles of light microscopy  
  • Excellent oral and written communication skills, problem solving, listening and organizational skills are strongly desired  
  • Advanced customer relationship skills  
  • Travel to/from customer sites across the U.S. and Canada around 75% of working days  
  • Knowledge of anatomical pathology, biology or general laboratory services  
  • Intermediate Microsoft Office skills  
  • Attention to detail 

Preferred Skills  

  • Experience with PACS and/or LIS  
  • Medical equipment sales or extensive hands-on experience working with light microscopes and imaging software  
  • MS or PhD in science or engineering  
  • Experience in sales or marketing of pathology equipment  
  • Basic knowledge of IT architecture and terminology  
  • Sales negotiation training  
  • Sales skills training  
  • Experience with international business development  
  • Experience with Customer Resource Management software 

Benefits 
This company offers a competitive salary and excellent benefit package for full-time employees which includes: Medical, Dental, Vision, Prescription, Life Insurance, Vacation/Sick/Personal Time, Long Term Care Insurance and Retirement Plans. EOE. m/f/d/v. 

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