Senior Technical Sales Representative

Haier Biomedical; Massachusetts; On-site; USD 90,000 - 150,000; Full time

Job summary

Haier Biomedical in Massachusetts seeks a seasoned Direct Sales & Business Development professional to accelerate revenue growth across pharmaceutical, biotech, CRO and research sectors. You will develop territory strategies, manage a robust pipeline, and expand the company’s presence by winning competitive accounts and building key relationships.

You will collaborate with application scientists and channel partners, translating lab needs into compelling solutions while mentoring distributors

Qualifications

• 2–5+ years of successful technical sales, capital equipment or laboratory equipment sales.
• Proven track record of revenue growth, new-account development and market-share gains.
• Experience selling into pharmaceutical, biotechnology, healthcare, academic or research laboratories.
• Experience working with distributors, dealers, manufacturers' representatives or other channel partners.
• Strong negotiation, presentation and relationship-management skills.
• Ability to sell at multiple levels—from technical users and scientists to procurement and senior management.
• Bachelor's degree in Life Sciences, Biology, Chemistry, Engineering, Business or related field preferred.

Responsibilities

• Develop and execute territory strategies designed to accelerate revenue growth and increase market share.
• Identify market opportunities, competitive gaps and high-potential customer segments.
• Build and manage a strong pipeline of new business opportunities.
• Develop strategies to displace competitive products and win new accounts.
• Expand the manufacturer's presence within pharmaceutical, biotech, CRO, academic, healthcare and research organizations.
• Establish and maintain strong relationships with key decision-makers and influencers.
• Monitor market trends, competitor activity, pricing and customer requirements and communicate market intelligence to management.
• Recruit, develop and manage channel partners, distributors and manufacturer's representatives.
• Drive partner accountability through pipeline reviews, sales forecasting and performance management.
• Work collaboratively with channel partners to win competitive accounts and increase market share.
• Understand customer applications, laboratory workflows and temperature-control requirements.
• Recommend the appropriate solution based on application, capacity, temperature range, energy efficiency and total cost of ownership.
• Translate technical product advantages into compelling customer value propositions.
• Develop relationships with technical and scientific users while also engaging commercial decision-makers.
• Work closely with application specialists, product management and service teams to deliver complete customer solutions.

Skills

Technical sales

Capital equipment sales

Laboratory equipment sales

Revenue growth

New-account development

Market-share gains

Channel partners management

Negotiation

Presentation skills

CRM systems

Pipeline management

Relationship management

Education

Bachelor's degree in Life Sciences, Biology, Chemistry, Engineering or related field

Tools

CRM software

Job description

• Develop and execute territory strategies designed to accelerate revenue growth and increase market share.
• Identify market opportunities, competitive gaps and high-potential customer segments.
• Build and manage a strong pipeline of new business opportunities.
• Develop strategies to displace competitive products and win new accounts.
• Expand the manufacturer's presence within pharmaceutical, biotech, CRO, academic, healthcare and research organizations.
• Establish and maintain strong relationships with key decision-makers and influencers.
• Monitor market trends, competitor activity, pricing and customer requirements and communicate market intelligence to management.

Direct Sales & Business Development

• Prospect, qualify and develop new customer opportunities.
• Manage the complete sales process from lead generation through quotation, negotiation and closing.
• Develop strategic relationships with scientists, laboratory managers, facility managers, procurement professionals and senior executives.
• Conduct product presentations, demonstrations and technical discussions.
• Develop account plans for strategic customers and high-value opportunities.
• Identify replacement, expansion and new laboratory construction opportunities.
• Consistently achieve or exceed sales, revenue and market-share objectives.
• Recruit, develop and manage channel partners, distributors and manufacturer's representatives.
• Build productive relationships with existing channel partners to increase sales coverage and market penetration.
• Develop joint business plans and territory strategies with channel partners.
• Train channel partners on products, applications, competitive positioning and value propositions.
• Support partners with customer presentations, demonstrations, quotations and strategic opportunities.
• Identify gaps in channel coverage and develop plans to expand distribution.
• Drive partner accountability through pipeline reviews, sales forecasting and performance management.
• Work collaboratively with channel partners to win competitive accounts and increase market share.

Technical & Consultative Selling

• Understand customer applications, laboratory workflows and temperature-control requirements.
• Recommend the appropriate solution based on application, capacity, temperature range, energy efficiency and total cost of ownership.
• Translate technical product advantages into compelling customer value propositions.
• Develop relationships with technical and scientific users while also engaging commercial decision-makers.
• Work closely with application specialists, product management and service teams to deliver complete customer solutions.

Target Markets

• Pharmaceutical
• Biotechnology
• Cell & Gene Therapy
• Contract Research Organizations (CROs)
• Hospitals and clinical laboratories
• Universities and research institutions
• Biobanks and biorepositories
• Life Sciences manufacturing and research facilities
• Ultra-Low Temperature (ULT) Freezers – -80°C
• Biomedical freezers
• Laboratory refrigerators
• Laboratory freezers
• Laboratory incubators
• Temperature-controlled storage systems
• Cold-chain solutions
• Temperature monitoring and related laboratory products

Qualifications

• 2–5+ years of successful technical sales, capital equipment or laboratory equipment sales experience.
• Proven track record of revenue growth, new-account development and market-share gains.
• Experience selling into pharmaceutical, biotechnology, healthcare, academic or research laboratories.
• Experience working with distributors, dealers, manufacturer's representatives or other channel partners.
• Strong understanding of laboratory equipment, scientific applications or cold-chain solutions.
• Demonstrated ability to develop and close new business.
• Strong negotiation, presentation and relationship-management skills.
• Ability to sell at multiple levels—from technical users and scientists to procurement and senior management.
• Experience with CRM systems and disciplined pipeline management.
• Bachelor's degree in Life Sciences, Biology, Chemistry, Engineering, Business or a related field preferred.