Sales Engineer

2 weeks ago

Washington, Washington, D.C., United States Danaher Full time

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

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