Sales Manager

ATS Scientific Products, is currently seeking a highly motivated and results-driven Sales (Account) Manager to join the team.

 
This is a remote position with the ideal candidate located in the Midwest or Western, USA region.

 
The Sales Manager is responsible for driving revenue growth, executing the strategy, and creating demand for Scientific Products solutions in a defined territory. The position will work closely with key customers, Sales and Marketing leadership and staff, project management and engineering to deliver on Corporate results and customer expectations.

 
RESPONSIBILITIES: Reporting to the Director of Sales the Sales Manager will be responsible for the following duties plus any additional tasks requested by Director of Sales:-Meets/exceeds all sales plans/targets. Prospect for new customers and develop the installed base for new/replacement/expansion opportunities. Understand customer needs and translate needs into project proposals/quotes. Work with the engineering team to develop project specifications, time frames, costs and sale price. Ensure that our proposal conforms to user requirements and adds value to the customer experience.
-This role is the primary field commercial resource for aseptic filling and production lyophilizers. The successful candidate must maintain proficiency in SP Scientific portfolio, applications and workflows and keep current on customer, market and competitive trends.   
-The position is expected to manage price intelligently - to capture the customer value delivered and maximize margins. It is expected that the Regional Sales (Account) Manager understands regional, portfolio market prices.
-Develop territory forecasts and plans. Maintain the pipeline in CRM – keeping it current.
-Develops and maintains territory coverage plan which allows for coverage of key accounts. Call and visit customers regularly and document visits in CRM. It is expected that multiple “Influencers” will be identified and addressed in the selling process.  Develop an understanding for the large capital equipment buying and selling cycles. 
-Follow up on all leads provided in a timely basis and document in CRM
-Update CRM noting important contacts, specific interest per contact, projects and equipment located in each. 
-Share customer, market experience and competitive information with the Business. Provide reporting and recommendations when required.
-Attend and contribute to the success of shows/exhibitions/conferences as required.
-Support customer factory visits and FAT’s on Production systems as required.ORGANIZES:
-Expediently prepare project proposals and quotes based on information provided by the customer, sales reps and engineering. Proposals must reflect the quality expected by SP and its customers 
-Records execution of the above accurately in Customer Record Management tool

 MOTIVATES & COMMUNICATES:-Maintains good working relationship with company members, channel partners, and customers.
-Develops superior quality image and communicates that to channel partners and customers.
-Communicates improvements, opportunities, new product ideas, competitive activities, and obstacles on an as needed basis through supervisor and/or marketing department.

 PROFESSIONALISM & INTEGRITY:-As a member of our SP Team, work to enhance a professional and dignified image in all contact and communication with SP Industries’ personnel, channel partners and customers.
-Maintain your professional integrity in all work related situations.
-Continually take steps to develop and improve personal skills and knowledge, beyond what is provided or required.

 REQUIRED QUALIFICATIONS:(To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)-Demonstrated ability to drive sales to achieve territory revenue targets. Consistent track record of sales performance. 
-Experience selling equipment to Pharmaceutical, Biotech and/or Research Institutions direct or through channel partners. 
-Ability to build rapport and relationships at multiple levels and multiple influencers within an account.
-Displays a high degree of confidence and comfort in representing complex technical solutions.
-Exceptional interpersonal, communication and networking skills
-Proven ability to work in a cross functional manner that drives results.
-Highly motivated, self-directed and able to work independently
-Ability to solve complex problems and overcome obstacles

 EDUCATION and/or EXPERIENCE:
BA, BS degree and a working knowledge of computers and Microsoft Office are required.  Science or Engineering background is preferred. A valid driver’s license accompanying a good driving record is required.  Frequent overnight travel is required to customer sites and SP manufacturing facilities (-50%) 

 
PREFERRED QUALIFICATIONS:-Engineering, Life Science, Chemistry/engineering degree
-Project management experience for large projects(-$1MM) is preferred

 
LANGUAGE SKILLS: The ability to communicate in both oral and written format is an essential part of this position.  Spanish/Italian language skills are valued but not necessary.

 
MATHEMATICAL SKILLS: The ability to do complex mathematical problems quickly with or without the use of calculators is required.

 
REASONING ABILITY: The ability to understand, discuss and explain complex scientific and engineering concepts is required.PHYSICAL DEMANDS:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Extensive travel is expected.

 
WORK ENVIRONMENT: As a field role, this work is performed in a variety of environments
All employees have the responsibility to work in a safe manner and report any health, safety or environmental concern to their manager or supervisor in a timely manner.Employee responsibilities for Health, Safety and Environment include:-Work in compliance with divisional health, safety and environmental procedures
-Refrain from removing or altering safety devices or guarding unless hazardous energies are controlled through lockout-tagout methods
-Report any unsafe conditions or unsafe acts 
-Report defect in any equipment or protective device
-Ensure that the required protective equipment is used for the assigned tasks
-Attend all required health, safety and environmental training
-Report any accidents/incidents to supervisor
-Assist in investigating accidents/incidents
-Refrain from engaging in any prank, contest, feat of strength, unnecessary running or rough and boisterous conduct
Why Scientific Products?  The three parallelograms in our logo reflect our core company values: People, Process, and Performance.  As part of ATS, Scientific Products leverages the ATS Business Model (ABM) to train, develop, engage, empower, and energize our people to make impactful changes in the organization.  Our relentless focus on people is what continues to set us apart as a great place to build a career.-We provide a wide range of innovative and high-quality scientific products that improve people’s lives
-We offer a robust health and welfare benefits package that includes Life, Health, Dental, Vision
-We offer 401(K) including company match, Paid Time Off annually + Paid Holidays
-You will enjoy career Advancement Opportunities and Tuition Assistance to help you achieve your goals and continue your career growth

 EEO and Affirmative Action Statement:
SP is an Equal Opportunity Employer, dedicated to a policy of non-discrimination in employment on any basis and takes affirmative action to ensure equal employment opportunities. It is our policy to provide our employees and applicants with equal employment opportunities in accordance with applicable laws and not to discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identification, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP's Affirmative Action Plan is available through the HR Department and may be accessed during normal business hours.Pay Transparency Nondiscrimination Provision: 
SP will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.