Remote Sales Specialist, EMEA

 

Responsibilities of the role

 

• Selling Corning Life Sciences products portfolio and solutions/applications in the specified territory and segments, through selected distributors and customers

• Execute Sales Strategy in collaboration with Business Segment Manager to achieve revenue targets in defined Segment and territory being accountable for the entire Corning Life Sciences portfolio Responsibilities

• Maintain and develop customer base across segments via all channel routes (including direct)

• Be an internal champion for small and emerging distributors for selected brands across multiple countries and be the owner of the relationship

• Develops and executes account and distributor plans that provide distributors and end users with a fully integrated set of products, process, service, and technical solutions which draw on Corning’s total value proposition and workflows to meet specific business needs

• Be a champion of SFDC management. Develop, own and manage a funnel of opportunities and ensure proper Leads management. • Liaise with Field Applications Team, Scientific support team to support the plan execution

• Maintains frequent contact with the distributors and end users to identify, build and strengthen the relationship, continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize account penetration and customer retention

• Develop and execute sales and marketing plans with distributor(s), manages and enhances relationship and conducts regular reviews to drive sales and become a trusted point of contact for CLS

• Develop a network of contacts within territory, map accounts and identify next high potential customers

• Use appropriate business reports and analyses to effectively develop and manage the business in their specified territory and segment. This includes but not limited to SFDC and Data Analytics and its reporting functionality to help review pipeline and accurately forecast.

• Provide timely business reports and analyses

• Persuade and communicate key points and influence customers and distributors as appropriate

• Engage in collaboration and Coordinates cross-functional account services (e.g. Customer Experience, Supply Chain etc.) to serve the distributor and end-user with one, unified voice and to provide seamless support to achieve revenue targets.

• Maintain Corning Life Sciences product and solution/applications knowledge and leverage this knowledge to recognize opportunities.

• Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes

• Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties Requirements

• Adapt to changing needs of the segments, distributors and end users to maximize outcome for Corning Life Sciences.

• Comply with Company procedures, policies and Corporate values

 

Qualifications 

• BSc/BA or equivalent degree or experience

• Knowledge and/or experience in sales, and/or commercial roles. Proven product and commercial knowledge, sales success and experience preferred.

• Ability to establish rapport, identify opportunities and influence a decision

• Strong problem solving ability

• Ability to influence and lead others

• Excellent communication skills (written and oral)

• Fluency in English

• Strong meeting planning skills

• Lead by example inspiring team members

• Negotiation skills and Business acumen

• Ability to target and prioritize key tasks

• Understand internal and external customer relationship-building dynamics

• Personal Management: ability to work effectively in a matrixed environment with minimum supervision from a home-based office

• Microsoft Office Suite, advanced Excel, and Salesforce.com

• Geographically flexible

• Travel requirements: up to 20% National and International

• Valid driver license and safe driving record Desired Skills

• Ability to teach, train and motivate

• Proven ability to communicate across various levels within an organization

• Excellent organizational skills

• Familiarity with Life sciences, products & applications selling through distribution