The successful CE (Controlled Environments) Sales Representative will open new customers and grow existing clients in the assigned geography and customers. You will be responsible for all sales growth and account management activities, from lead generation through implementation, account management, supplier relationship development and management using a solution selling discovery approach, and actively managing an opportunity pipeline, contacts, and marketing using Salesforce.com.
This role consists of an agreed-upon territory sales operating plan to meet or exceed sales and profit business objectives. This is accomplished through expanding customer sales and supplier relationships with new and existing customers.
The successful sales candidate should have at least 2 years of cleanroom-related sales or technical experience within distribution, manufacturing, or cleanroom-related services. The job requires technical aptitude, excellent written and verbal communication skills, and proficiency with Microsoft Office 365 (Excel, PowerPoint, Word) and Salesforce CRM for managing your territory, opportunities, leads, and contacts.
ESSENTIAL DUTIES AND RESPONSIBILITIES, including the following. Other duties may be assigned.
The candidate must understand a customer's order-to-delivery requirements and their sterile and non-sterile cleanroom environment requirements to provide solutions that meet or exceed expectations. Effective communication skills are required for customer and product management, product presentations, and customer support. The successful candidate will manage all sales activities within a defined territory and work with other regional team members.
Expand existing customer relationships through consultative selling techniques.
Consult with companies working in a controlled environment – sterile and non-sterile cleanrooms.
Discuss workflow solutions and product applications used in controlled environments/cleanrooms
Develop new relationships and implement strategies to increase sales
Reply in both a prompt and professional manner to customer inquiries and requests
Meet individual objectives and revenue goals for the assigned territory
Prospect for new business within target market segments and assign geography
Provide competitive intelligence, market insight, changes in customer needs/preferences, purchasing trends, and marketing effectiveness information to internal stakeholders in Management, Marketing, Product Management, etc. consistently
Stay informed with changing technical requirements and challenges customers working within controlled sterile and non-sterile cleanroom environments
Attend industry conferences, networking events, tradeshows, etc., periodically
Sell consultatively, determine customer needs and requirements, and make recommendations to both prospects and customers of the various solutions Thomas can offer their business to help them achieve their objectives
Provide solutions to customers in multiple market segments – Pharmaceutical, Medical-Device, Compound Pharmacies, CRO, CMO, Advanced Technology, and Semiconductor working in both sterile and non-sterile controlled environments
Prospect and establish new customers by managing a sales new business opportunity pipeline, diagnosing, developing, and delivering proposals to customers by illustrating Thomas’s value proposition and solutions
Expand existing customer relationships, adding new products and value-added service solutions to drive growth, customer retention, and overall customer experience
Actively (daily), maintain, update, and work all customer profiles, and projects in Salesforce.com - CRM
Work with sales management to develop strategic territory business plans for the achievement of sales growth and quota attainment
Engage, develop, and activate strong relationships with local manufacturers (suppliers) to mutually grow your sales, provide customer solutions, and technically understand product applications
Develop strong relationships with your sales and customer support resources to drive sales growth, effective time and territory management, and onboard customer requirements.
Engage and develop expertise in all customer-supported e-commerce solutions.
Performs other duties as assigned.
KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below represent knowledge, skill, and/or ability. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Bachelor of Science Degree in Engineering, Sciences, or related field
Minimum of 2 years of cleanroom-related sales or technical experience within distribution, manufacturing, or cleanroom-related services
Great attitude, team player, likable and coachable
Insatiably curious and committed to the development
A good listener comes prepared and anticipates needs
Identifies customer challenges and objectives and provides capabilities to help them achieve their objectives and or eliminate their challenges
Organized, good time and territory management, and good project management
Engages, activates, coordinates, and builds strategic CE Supplier relationships local supplier support and meets supplier growth objectives
Acquires and maintains expert status in [1] Assessing cleanrooms - gowning, cleaning, and validation {Sterile and Non-Sterile} requirements [2] Expert in cleanroom products, product applications and uses [3] Expert in Gownroom design, furniture, fixtures, gownroom protocol and performing cleanroom gownroom audits [4] Expert in cleanbuild construction protocol
Excellent verbal, written, and non-verbal communication skills
Entrepreneurial Spirit
Solutions-Oriented Focus - diagnose problems before you prescribe solutions
Inquisitive - interested in the customer processes, workflow, industry requirements, and solution capabilities
Strong Analytical Skills
Can visualize things through the client’s eyes
Team player who works well in a team sales group
Listens well and addresses customer’s challenges and opportunities
Ability to work collaboratively utilizing a team-based selling approach
Strong negotiation skills, the ability to close opportunities, and implement
Working knowledge of Microsoft Excel, Outlook, and PowerPoint
Knowledge of a CRM such as Salesforce
Ability to lift to 50 lbs.
SUPERVISOR RESPONSIBILITIES:
This job has no supervisory responsibilities.
PHYSICAL DEMANDS:
The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
While performing the duties of this job, the employee is regularly required to stand, walk, sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee must frequently lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. The employee must also drive a car to meet with clients.
MENTAL DEMANDS:
Must be able to manage multiple projects and tasks
Must pay close attention to the detail
This position has frequent deadlines
This position has a high level of decision-making ability
This position works closely with others
There is a lot of record-keeping and routine paperwork
WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This position has no exposure to environmental conditions such as chemicals or extreme weather conditions.
