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Regional Sales Engineer - Imaris Bitplane
Location:
USA
Position:
Sales
Date Posted:
01 Feb 2019
Vacancy Type:
Permanent

Working closely with the world’s leading companies and universities, our technology is used to help scientists win Nobel prizes, astronomers detect neutron stars, and surgeons develop new treatments for cancer. We enable our customers to accelerate their R&D, increase productivity and make new scientific discoveries that underpin the shift to a greener economy, revolutions in materials and quantum technology, increased digital connectivity, and advances in medicine and healthcare.

Job Description

Job Title: Regional Sales Engineer - Bitplane Imaris 

Location: North East USA Territory – home-office based with the ideal candidate based in Boston, or in the tristate area (New York, New Jersey, or Connecticut).

Main function of the job

The primary role of the Regional Sales Engineer is to develop new business for Bitplane’s Imaris  3D/4D advanced image analysis software by providing information on the product and solutions to customers’ key endpoints.  This is an ideal position for a biological scientist or an engineer (B.Sc./B.Eng. minimum, Ph.D. and or M.Sc. highly desired) who has a deep interest in imaging, advanced microscopy (confocal, spinning disk etc) and image analysis (deconvolution, quantitation, digital pathology etc).  Additionally, it is necessary to have strong computer skills and well-founded biological knowledge.  Exceptional oral and written communication skills are required.  The ability to explain complex concepts in a concise manner is also necessary for this position.  Passion for scientific innovation and problem solving is a must.  Prior sales experience is strongly desired but not required for an exceptional candidate who is technically strong.

Key tasks and duties

Sales    (70%)

  • Achieve and surpass all quarterly and annualized sales target numbers.
  • Support the sales objectives by researching customers’ image analysis needs and providing solutions in a professional and effective manner.
  • Develop and execute a territory plan to maximize potential of the region.
  • Generate, qualify and manage sales leads, prospects and customer accounts in line with the Bitplane sales model.
  • Follow-up on all sales opportunities in a timely manner.
  • Provide support for existing channel partners.
  • Develop new business relationships within the defined territory with key science centers and scientists as well as strengthening existing customer relationships.
  • Establish and maintain industry contacts that lead to sales.
  • Represent and promote Bitplane in a professional manner at tradeshows, workshops and conferences within the territory.
  • Contribute to sales campaigns to increase productivity and sales.
  • Manage and report sales bookings, customer feedback, activity plan and other reports as required.
  • Maintain all sales-related record in the CRM system and effectively manage projects to accurately forecast for the territory.
  • Regularly attend weekly/monthly sales meetings and offer feedback and suggestions to R & D to improve product solutions.
  • Be a great team player.

Technical   (20%)

  • Provide answers to pre-sales technical and commercial queries from direct research customers.
  • Perform customized demonstrations of Bitplane software in a manner tailored for customer’s specific scientific endpoints.*Must enjoy problem solving and providing solutions.This role is not suited for someone who depends on prepared demos and presentations but requires a creative individual who enjoys exploring the most elegant and efficient solution for a given problem.
  • Continually compile market information/intelligence from the territory with a view to providing market feedback to assist in the shaping of future company strategy and product development.
  • Evaluate product and service marketability in terms of customer’s technical needs.
  • Conduct user group meetings and training workshops in 3D/4D visualization and participate in advanced optical microscopy/image analysis courses as commercial faculty.
  • Maintain up-to-date understanding of industry and scientific trends and technical developments that impact target markets.
  • Communicate optimized solutions to customers via live online screensharing sessions or application notes that concisely and clearly describe the steps taken to arrive at the solutions.

Training   (10%)

  • Conduct recurring product training to channel partners and end users as required to support sales objectives.

Any other duties as may be reasonably requested from time to time by the line manager

Personal Specification and Assessment Method

 

Essential Criteria

Desirable Criteria

Training and Education

  • Bachelor’s degree in life science or engineering discipline (e.g. biology, neuroscience, or engineering)

 

  • Advanced degree (M.S/Ph.D.) in life science or engineering discipline (e.g. biology, neuroscience, or engineering)

 

Experience

  • Sales involving highly technical products or extensive research/laboratory experience required.
  • Significant experience in confocal, wide field, live-cell fluorescence microscopy for biological research and/or technical experience working with advanced scientific software.

 

 

 

 

 

 

  • Working with highly flexible software that enables users to come up with creative solutions.
  • Experience working as an application scientist or technical support for an advanced scientific product.
  • Ability to code in any programming language is a plus but not required.

 

 

 

 

Behavioural Skills and Competencies

  • Excellent oral/written communication skills which are adapted to customers with varied levels of expertise.
  • Well-developed presentation skills both one on one and in front of a large group of audience.
  • Excellent customer relationship management and ability to build good business relationships across a wide variety of cultures and personalities.
  • Strong interpersonal skills and pleasant personality.
  • Advanced problem-solving ability to develop solutions for customers’ applications.
  • Personality that embraces intellectual challenges.
  • Fluent in all Microsoft Tools including Word, Excel, PowerPoint, Outlook.
  • Proficiency in MAC and/or PC
  • Great team player.

 

  • Industry knowledge of the Bitplane product range and know where they fit in the market.
  • Ability to forecast, plan and schedule in advance.
  • Keen interest in scientific advances and innovations in image analysis and advanced optics.
  • Consultative solutions selling experience

 

 

Special Circumstances

  • Ability to travel up to 25% of the time including overnight and international travel.
  • Flexibility to work outside traditional work hours when required.
  • This is a full-time position based in a home-office located within the territory.

 

 

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