Technical Sales Lead = Light Spectroscopy


Ref: 1386Saturday 19 August 2023

base to £65,000 DOE - OTE to c£85,000

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Enigma People Solutions is recruiting a Technical Sales Leader with experience of mid infrared spectroscopy products.

Role summary
As a Technical Sales Leader you will strive to become an application domain expert, identifying, networking, and applying a consultative sales approach to increase business into your domain, either directly or by supporting the sales team. Using your expertise to fully understand customers’ needs you will work with stakeholders to develop a strategy and framework with the aims of:

  1. Growing sales of capital goods (high value Tier 1 suppliers)
  2. Growing sales of complex products/solutions
  3. Identifying high potential customers/suppliers and enable growth

Responsibilities and Duties

  • Key Priorities:
    • Work with the Technical & Marketing Director to define domain of expertise and strategies to build the commercial, technical & application expertise to identify and close a sustained pipeline of opportunities.
    • Engage with key opinion leaders, physical and social networks, exhibitions, and conferences to build product & application awareness and credibility in the market
    • Working with suppliers; Technical & Marketing Director and/or the Sales Director you will help develop the proposition; developing lead qualification tools; identify DMU and develop consultative sales frameworks to be used individually or by the sales team to identify customer stated and unstated needs.
    • Travel to customer’s sites to discuss their needs, provide demonstrations and find new opportunities
    • Working closely with suppliers to ensure you possess the latest knowledge and skills, to provide expertise to customers and to the sales team
    • Identify customer decision making units in areas with potential opportunity; meet and build rapport with decision making unit members to determine their stated and unstated needs and value of our selling propositions
    • Engaging with customers by phone, email, video and in person meetings.  Performing regular follow-up calls or emails, facilitating to ensure their satisfaction and identify new potential needs.
    • Facilitate or directly provide demonstration and evaluations to customers.
    • identify emerging applications and work with suppliers to ensure they can be addressed
    • Tenders.
  • As required:
    • Prepare forecasts and updates on competition, suppliers, customer(s), lead indicators and opportunities.
    • Provide input to the development of sales strategy, its methodology, the annual budget, and targets.
    • Assist in projects for the sales and marketing team
    • All other reasonable management requests.

To be of interest you will be able to demonstrate
Higher degree (Physics, Engineering, Biology, Chemistry) or multiple years industry knowledge                     

Product / Application Management of complex & high value (>£100k) technology products, with clear personal accountability for achieving sales & gross profit targets
Experienced with complex product sales cycles, customer funding cycles, sales; tender processes, lead qualification, opportunity progression & negotiation to closure.      Identifies all key stakeholders and decision makers critical to converting opportunities to orders
Experienced defining target markets, undertaking competitive analysis, producing competitive differentiation, producing selling tools and coaching sales teams to develop skills in their adoption & application
Experience planning and carrying out demonstrations of products to prospective customers
Experienced in generating sales/marketing leads in research markets, using tools such as SciLeads
Experience of using CRM software tools                 

Knowledge & Skills                        
Demonstrates high level understanding of domain           
Able to build strong social and physical networks and establish credibility with key opinion leaders in the target market
Excellent communication & influencing skills especially when presenting at learned conferences and meetings    
Knowledge of customer and account management                            
Strong analytical, critical thinking and problem-solving skills        
Excellent organization and timekeeping skills      
Excellent relationship building and collaboration skills    
Strong written and verbal communication skills  
Listening, negotiating, and influencing to be able to sell to all levels of an organization                    
High level of emotional intelligence        
Proficient in the use of the MS Office package    

Personal attributes                        
Goal driven, tenacious self-starter who personally discovers & develops new customers as well as enhancing business with existing customers, to deliver agreed targets        Gravitas & establishing credibility with leading researchers          
Exhibits positive outlook, displaying a passion for self-improvement        
Honesty, integrity and acts selflessly in the best interests of the Company                               
A highly organized individual with the ability to work under pressure       

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