Regional Sales Engineer - Northeast

About us:

Andor are global leaders in the development and manufacture of high performance scientific digital cameras, microscopy systems and spectrographs for academic, industrial and government applications. Through continuous dialogue with our customers and strong teamwork we continue to innovate ground-breaking products, improving the world in which we live.

 

Imaris, the world’s leading Interactive Microscopy Image Analysis software company, actively shaping the way microscopic images are processed through constant innovation and a clear focus on 3D and 4D imaging. Serving customers in all parts of the world, our team is dedicated to building fast, stable and intuitive products.

 

How we work

We’re committed to being the leading provider of high-tech products and services for the world’s most important industrial and scientific research communities. Our people are vital to our success. We strive to offer the opportunities that will attract, motivate and retain the very best talent in our sector. This involves creating an inclusive environment and culture, where difference is valued and people are recognized for what they deliver and bring to the team.

 

Empowering People to Make a Difference

We don’t wait for change to happen. We enable it. That’s why we aim to create the best working environment and culture for our people to thrive. We share the same goals and value diversity of thought, perspective and experience. With a focus on the ongoing development, engagement and wellbeing of our people, we know we will continue to exceed customer expectations and drive change for the future.

 

About the opportunity: 

We are seeking a talented Imaris Regional Sales Engineer for the Northeast territory (RSM).  As a sales engineer, you will combine technical knowledge with sales skills to achieve sales targets and build strong territory presence and pipeline, developing the research market for Imaris products. 

 

Essential Duties:
The RSM will sell Imaris 3D/4D advanced image analysis software by providing information on the product and solutions to customers’ key endpoints, as well as  support sales objectives by researching customers’ image analysis needs and providing solutions in a professional and effective manner, It will be important fo the RSM to generate, qualify, and manage all sales leads, prospects, and new customer accounts to meet/exceed agreed team and individual sales objectives and develop new business relationships within the defined territory with key science centers and scientists as well as strengthening existing customer relationships.

 

Some additional sales responsibilities include: 

• Complete customer contact maps highlighting critical contacts in multiple functions
• Determine an action sales strategies and goals for each product and service. Manage designated sales leads, prospects, and customer accounts in a manner incumbent with agreed business objectives. Develop an annual Territory Plan to structure the year’s key business activities and objectives.  Follow-up all sales opportunities (direct and indirect) on a timely basis. Capture and document all pertinent information in the CRM system
• Provide support for existing channel partners
• Manage Key Account relationships and annual frame/blanket orders for annual consumption of repeat business orders.  This will include attention to Terms and Conditions of these orders, pricing negotiation, and obtaining regular forecasts from repeat renewal customers to monitor their renewal purchase rate.  
• Provide forecast data in support of company Sales & Operations Planning
• Coordinate efforts to determine specifications for customized products as required by customer needs.  Work closely with Imaris engineering and product management resources to ensure best solution for customers at best profitability.  Evaluate product and service offering in terms of customers technical needs and manufacturing. Provide answers to technical and commercial queries from customers
• Maintain and report sales forecasts, potential sales, customer feedback and activity plan and other reports, as required.
• Provide training to end users as a part of the pre-sales process. Demonstrate equipment to customers as required to facilitate the sale of products.
• Work with regional staff, HQ, and other internal operations to establish a communication path with customer..
• Represent and promote Imaris/Andor in a professional manner at tradeshows, workshops, and conferences within the territory
• Travel as required to meet and develop sales targets which is expected to be a minimum of 25% of time. 
• Other duties as required 

 

The technical responsibilities include: 

• Provide answers to pre-sales technical and commercial queries