Product Application and Sales Specialist (PASS) Protege

Join ZEISS as a Product Application Sales Specialist (PASS) Protégé and be immersed in the latest cutting edge scientific technologies and interact with leading scientists and their exciting research projects. This position is a remote home-office position from St. Louis, MO, or Chicago, IL. You can live up to 1 hour from either location.

The ZEISS Product Application Sales Specialist (PASS) Protégé is a 6 - 12 month training program designed to prepare you to step into a highly technical, specialized role within the company that requires extensive product and application knowledge coupled with persuasive communication and sales skills. The protégé position requires active support for product applications, front line sales (Account Managers), and customers with a focus on guiding customers to ZEISS solutions, contributing to and creating customer value and facilitating customer success working both independently and in a team dynamic. During the program, you will receive in - depth training on a variety of scientific and application areas including: Microscopy, 3D Imaging, Research Applications, Image (data) Analysis and Visualization, End-to-End Solutions, Customer Retention, Training, and Support with the Zeiss Selling Process (ZSP). 

Upon successfully demonstrating mastery of key metrics (ZEISS Sales Process, Deep Understanding of Application Space, Operating Microscope Portfolio, understanding of the ZEISS network), the protégé may be offered an opportunity to transition into a PASS role or another specialized function. You will have proficiency milestones established to measure success and advance them through the development process. These Key Performance Indicators (KPI) will be assigned, and they will be relevant, achievable, and measurable.

Key Metrics and KPIs of this Position:

• Completion of Microscopy Courses I & II

• Completion of Life Science 3D and 4D Optical Sectioning Methods

• Successful Completion of LS Product Portfolio, Value Propositions and Competitive Offerings

• Completion of Zeiss Selling Process (ZSP)

• CRM/SAP proficiency – Quote Generation

• DLA Inventory Compliance

• Participation in ZSP regional activities/opportunities

• Achieving instrumentation proficiency of operating equipment at ZMCC/Woods Hole

• Attendance at Workshop/ZOYC/Demo Activities

• Active Participation in a Team System Field Installation/Training

• Independent Installation and Training of Systems

Primary Duties and Responsibilities:

• Attend basic and advanced training courses to prepare for a sales role at ZEISS.

• Shadow and support experienced Account Manager, PASS, & ZMCC APPS, as well as participate in customer visits.

• Expect to attend weekly 1:1 review(s) with the reporting manager for scheduling, debriefing, planning, strategic discussion and knowledge sharing.

• Provide a monthly brief feedback form on the progress toward the immersive KPIs.

• Actively support the field sales organization with product demonstrations, training and installation, presentation generation, quote generation, data analysis and visualization, remote trainings, content creation of system/widefield workflows, sample analysis and runs, and other field sales activities.

• Attend on-site customer visits and support of ZEISS equipment.

• Attend trade shows, conferences, and customer workshops exposing them to cutting edge research and technologies.

• Be exposed to new product technologies and launches.

• Protégé will familiarize themselves with the Installation Process (FM-5001-02) and ensure that they understand the aspects of expectation setting.

• Manage MS Teams/MS Office, TeamViewer, Go-to-Assist, and SAP/CRM amongst other sales enablement tools and be trained in-depth during the first three months of onboarding.

• Become proficient within the first two months of onboarding in ZEN.

• Be responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks (BSL 1 - 4).

• Control direct expenses via strategic planning and employing cost effective measures to their regional business.

Experience and Education Requirements:

• Undergraduate degree or higher in biological science or bio-engineering from an accredited college or university.

• Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics a huge plus.

• Good knowledge of software for post- acquisition analysis such as quantification, visualization, correlation, coding/scripting, and other micros