Full Job Description
We are looking for Solutions Architect, Pathology Imaging 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 Heads, Scientist, Chief of Pathology/Medical Director, Laboratory Administrative Director, and/or IT/Networking/LIS leaders such as 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 the life science position will include Academic Medical Centers, Pharmaceutical, Bio Pharma, Biotech companies, Government and Veterinary Labs. T
Once the sale is secured, the Solutions Architect works with the customer (scientific and IT leaders) and Leica 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 SDG outline, increases client readiness by ensuring we have all required information, and client IT contacts to drive implementation of scanners to
Performs initial client scanner and software training within 2 weeks of receipt of scanner and provides retraining as needed
Performs customer workflow evaluation and creates plans to help customer achieve their digital pathology goals
Complete client IT security documents and RFP’s, using appropriate internal resources to gather information when needed.
Updates SFDC and/or daily management files
Coordinates internal resources such as customer service and I&I to deliver GT450 according to standard work
YOUR AREAS OF KNOWLEDGE AND EXPERTISE THAT MATTER MOST:
Degree in Life Sciences or Master’s Degree in Business/MBA
Diagnostics, Life Science and/or Pathology experience preferred
Prior capital sales experience
Experience with Salesforce.com or other CRM
Excellent selling/presentation skills, relationship building, negotiating, closing and account management skills
Ability to analyze situations, solve practical problems and deal with a variety of variables in situations where only limited standardization exists
Capacity for strategic thinking/planning as well as tactical implementation
Business/financial management comprehension preferred
Proven ability to close bundled systems sales
Leads without authority
Excellent time management and organization skills
Excellent customer relations/service skills
Self-motivated and independent thinker
Goal oriented and results driven
Understanding of complex IT networks within health care settings
This job description in no way states or implies that these are the only duties to be performed by this employee. The incumbent is expected to perform other duties necessary for the effective operation of the department or unit. This job description may be changed at any time
Check out our benefits here: https://danaherbenefits.com
When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.