Product Application Sales Specialist - LS Automated
Step out of your comfort zone, excel and redefine the limits of what is possible. That's just what our employees are doing every single day - in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people.
The LS PASS Automated is a highly technical sales consulative position utilizing deep applicaion knowledge and the Zeiss Selling Process (ZSP) to provide customer solutions to convert opportunities into orders and meet individual/territorial sales targets. The position requires supporting both a direct and indirect sales channel within a team environment. This position requires solid, working knowledge of current research techniques and a strong knowledge of laboratory workflow solutions. This includes experience and understanding of automated light microscopy (BF/FL), live cell sample preparation, assays, histology, reagents, tissue processing, image and data analysis. The knowledge of neuroscience, cell/cancer biology, developmental biology, plant sciences, immunology, pathology and toxicology is desirable. A thorough understanding of data handling and downstream management/analysis will be required. The position requires excellent demonstration , time management and persuasive communication skill sets. At all times, conduct in accordance with company guidelines and standards is expected.
We are looking for people who are keen to try something new:
Primary responsibilities of this position involve working in a team matrix to support the field sales organization (Direct and Indirect) to convert system opportunities to orders and provide after sales support to customers to ensure success with ZEISS system solutions.
The PASS will be responsible to engage in all aspects of project management with the direct and indirect channels utilizing ZSP (From IG(Information Gathering)=>IS(Information Sharing)=>order creation=>training=>sign off=>customer success).
The position requires exceptional demonstration and presentation skills on all products within the covered portfolio, project management and customer support in academic research, pharmaceutical, and biotech. The PASS Automated should be prepared to discuss customer workflows, sample preparation, downstream post-acquisition solutions. Sound knowledge of competitive instruments, strengths and weaknesses will be important for success.
PASS will require basic knowledge of Light Microscopy, Imaging/Image Analysis, as well as third party equipment as required.
PASS will assist/support the direct team to create technically correct configurations of the relevant products they are responsible for, and monitor and update SAP/CRM
PASS is fully responsible for the indirect(partner) channels to create technically correct configurations of the relevant products they are responsible for and monitor and update SAP/CRM.
The PASS is responsible for completing system training obligations for all products defined in their basket by the current compensation plan and securing the necessary sign off documentation. After-install problem ownership is critical in this position, and the PASS is responsible for coordinating all after-install activities required to correct any unsatisfactory issues in conjunction with regional service and sales support personnel. Further in this regard, the PASS is required to support all Systems instrumentation that is within their territory and is still considered a supportable product by ZEISS.
PASS should be familiar with the Installation Process (FM-5001-02) and ensure that all aspects of expectation setting, and management are fulfilled. Further they should be familiar with the systems escalation process (QA-3008) and exercise that process when required.
Support of customer is considered a key aspect of this role and is facilitated via phone, Remote-Assist, email, or in team visits in the field.
The PASS will interface closely with NA Business Sector Marketing providing feedback regarding literature, promotional material, technical Support Material, lockout specs, data sheets, quotations, pricing of competitive instruments, applications, target markets and any customer intelligence learned in the field.
Responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks
The PASS is expected to control direct expenses via strategic planning and employing cost effective measures to their regional business.
A strong effort is expected to maintain customer satisfaction (Success) as measured by the Net Promoter Score (NPS).
Bachelor degree or higher in biological science or bio-engineering preferred from an accredited college or university
Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics a huge plus
Good knowledge of software for post aqusition analysis such as quantification, visualization, correlation, coding/scripting and other microscopy based solutions is a plus.
Prior experience in technical sales and managing a field coverage area for technical sales or product support is a plus
Thorough understanding of Automated Digital Microscopy and workflows are desirable; additionally, experience with advanced imaging techiques such as laser scanning microscopy, deconvolution and others are a plus.
Strong presentation skills required, excellent written and verbal communication skills
Exceptional customer service skills with a focus on solutions-oriented sales
Positive "can do" attitude coupled with a willingness to continuously acquire product and application knowledge independently.
Energetic, results-driven with excellent organizational, time management and prioritization skills.
Willingness and ability to travel domestically and overseas, up to 70%
Capable and willing to engage customers in their workspace/environment, including BSL -2 and BSL-3 facilities. If capable and willing, may be asked to engage in a BSL-4 environment.
In addition to sales function, may be asked to work in assigned teams on defined projects as directed by management
Lifting of heavy equipment crate required; crate weight ~ 75 lbs
Must have driving record in good standing, a valid driver license, and be able to drive a company provided car/van
Must have valid employment authorization to work in the United State
In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long-term goal of the Carl Zeiss Foundation: to bring science and society into the future together.
Join us today. Inspire people tomorrow.
Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity.
Apply now! It takes less than 10 minutes.
Carl Zeiss Vision