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Field Application Specialist
3 mesi fa
The Field Application Specialist (FAS) for the Reproductive Health portfolio (Vanadis NIPT, EONIS SMA, Neonatal Biochemical Assay) will support the Diagnostics sales organization in the achievement of defined revenue targets for product lines assigned.
The Field Application Specialist will work with the EU territory sales and marketing team to define and deliver pre and post sales strategies such as presentation materials, demonstrations, and training. The sales organization consists of direct sales account managers and sales agents. Run internal and customer training and drive innovation in new business field opportunities.
The candidate will be ideally based in Rome or Milan, or close to any city served by a big connection Hub. He/she will cover all customers assigned in the European territory (mainly in South Europe).
We would welcome applications from laboratory scientists who have experience in the NGS workflow or Bioinformatics and are looking to move into a commercial role in addition to candidates coming from Sales and similar experience.
Key Responsibilities
Pre & Post Sales support
Work with the sales team to improve sales execution and maximize prospect conversion rates; ensuring, during customer interaction, customer needs are well qualified, presenting & demonstrating Revvity's solutions, effective competitive positioning of our benefits and price, and ultimately improving our win rate within the available market to grow our share position.
Assist the sales team in assessing customer needs, differentiating from competition Revvity's value proposition, and handling customer objections.
Provide a high degree of technical support to the local teams and our users; including instrument demonstrations, sample running, technical guidance on quoting and troubleshooting.
Act as a technical consultant to our customer quoting process to ensure the suggested configurations meet customer needs and all commitments made fall within the performance specifications of the instrument.
Support the internal and external sales force for tenders and offers by defining configurations and application solutions that "fit" with customers' requests.
Assist the Sales team in the development of targeted account strategies to deliver annual business & share growth targets for our key accounts.
Generate a strong customer referral base and utilize effectively as needed.
Work with R&D, the BU, field sales and service teams, and customers to develop new application support data (priorities being given by Product Leaders).
Demonstrations
Plan and manage the demos in agreement with Sales Agents and Account Managers, reporting the outcome (won/lost and revenue).
Provide effective and timely high-level demos.
Own the demo inventory on defined product lines – responsible for conditions and locations.
Marketing
Provide technical competitive intelligence to European Field Product Leader for differentiation over competition and reaction to competition's tactics.
Provide content for marketing collateral.
Training
Assist in training of internal/external sales channels (Account Managers, Instrument Specialists, Agents) to drive sales activities.
Develop sales professionals' skills for simple demos and independent selling.
Provide training assistance to Service partners (Service and Application Engineers) on "how to use" instruments.
Develop customer training material and guarantee adequate standards of excellence in customer training.
Deliver product training to Customers and Post-sales support.
Education and Experience
Degree in Molecular Biology or similar and/or experience in working with NGS workflow and/or Bioinformatics.
Previous sales experience is an advantage, though we would welcome applications from laboratory scientists who have experience in the NGS workflow/Bioinformatics and are looking to move into a commercial role.
Ability to define and promote added value solutions for customers.
Good and fluent English to communicate internally, though customer interactions will be mostly in Italian. Spanish speaking is a plus.
Good experience in an informatics environment.
Competencies
Meetings, conference calls, and process documentation will require good verbal and written communication skills. Capability to prepare and conduct lectures, presentations, and training to a diversified audience is essential.
Must be professional and ethical with high integrity.
Proactive mindset with a strong sense of responsibility and ownership. Ability to analyze and solve complex problems. Capable of influencing and motivating others.
Strong interpersonal skills.
Ability to operate independently and as part of a team.
Other
Available to travel across all EU - average of 3 days per week away from home.
Prepared to travel occasionally to support other areas outside the assigned territory.
Please submit your application and CV in English.
For the purpose of covering this role, consideration will also be given to individuals belonging to "categorie protette" according to art.1 law 68/1999 (Italy).
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