Sales Engineer - Washington DC, United States - Danaher

Description

Leica Biosystems' mission of "Advancing Cancer Diagnostics, Improving Lives" is at the heart of our corporate culture. We're a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.

Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you're helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day.

Leica Biosystems is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we're working at the pace of change to improve patient lives with diagnostic tools that address the world's biggest health challenges.

We are looking for a Sales Engineer - Digital Pathology to help us develop and execute a successful sales strategy for rapid revenue growth and market share expansion in territory. By understanding the client and the client goals for digital pathology, this position has presales conversations with multiple call points that could include scientific leaders such as Department Head, Scientist, Chief of Pathology/Medical Director, Laboratory Administrative Director, and/or IT/Networking/LIS leaders such as the Chief Information Officer.

You will use your know-how to call on senior management and orchestrate multi-departmental site evaluations and work collaboratively with sales counterparts to achieve Leica Biosystems sales targets. Targeted customers for this role in the life science space will include academic medical centers, pharmaceutical, biopharma/biotech companies, government and veterinary labs.

Once the sale is secured, the Sales Engineer - Digital Pathology works with the customer (scientific and IT leaders) and internal stakeholders to execute a swift action plan from PO to implementation. This includes coordinating both client and internal resources, training the customer, and creating appropriate follow up plans to help the customer achieve their goals.

ALL THE RESPONSIBILITIES WE WILL TRUST YOU WITH:

• Achieve monthly, quarterly, and annual product sales goals set for the territory.
• Execute product demonstrations for clients at the correct sales stage in SFDC, maintaining a closed/won success rate of >60%.
• Clearly communicate complex and technical product information as well as technical IT and networking information to a variety of customer stakeholders.
• Serve as technical expert for digital pathology hardware (brightfield scanners) and software product line (ESM).
• Maintain current knowledge of competition and market through study of competitive marketing information, competitive literature, and field surveillance of competition.
• Maintain accurate and timely prospect and customer data in SFDC.
• Achieve high levels of customer satisfaction through delivery of sales and support assistance.
• Travel overnight as necessary (estimated at 50%) for all customer appointments, trade shows and customer meetings. Customer call activity will be a balance of existing customers accounts to expand our current base, meeting with active opportunities and prospecting for new opportunities in the assigned geography.
• Coordinate sales activities within national, multi-site, laboratory accounts by interacting with other departments in the organization to ensure the proper handling of customer requirements, completing Solution Design Guide (SDG) with the key stake holders to facilitate fast implementation of client orders.
• Using the SDG outline, increase client readiness by ensuring we have all required information, and client IT contacts to drive implementation of scanners to <45 days from receipt of purchase order.
• Performs initial client scanner and software training within 2 weeks of receipt of scanner and provides retraining as needed.
• Performs customer workflow evaluation and creates plans to help customer achieve their digital pathology goals.
• Complete client IT security documents and RFP's, using appropriate internal resources to gather information when needed.
• Updates SFDC and/or daily management files.
• Coordinates internal resources such as customer service and I&I to deliver GT450 according to standard work.

YOUR AREAS OF KNOWLEDGE AND EXPERTISE THAT MATTER MOST:

• Degree in Life Sciences or Master's Degree in Business/MBA or equivalent work experience
• Diagnostics, Life Science and/or Pathology experience preferred
• Prior capital sales experience
• Experience with or other CRM
• Excellent selling/presentation skills, relationship building, negotiating, closing and account management skills
• Ability to analyze situations, solve practical problems and deal with a variety of variables in situations where only limited standardization exists
• Capacity for strategic thinking/planning as well as tactical implementation
• Business/financial management comprehension preferred
• Proven ability to close bundled systems sales
• Leads without authority
• Excellent time management and organization skills
• Excellent customer relations/service skills
• Self-motivated and independent thinker
• Goal oriented and results driven
• Understanding of complex IT networks within health care settings

At Leica Biosystems we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Leica Biosystems can provide.

This job description in no way states or implies that these are the only duties to be performed by this employee. The incumbent is expected to perform other duties necessary for the effective operation of the department or unit. This job description may be changed at any time.

#LI-KW4

#LI-REMOTE

When you join us, you'll also be joining Danaher's global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and applicable law.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at to request accommodation.

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