Now Hiring - Testo Industrial Services Sàrl - Field Sales West in Phoenix, AZ

Full description of the position

Job Title: Mixed Sales Department: Sales Division: Pharma Reports to: BU Manager, Pharma Position Overview: Ensure the sales growth of the Saveris Pharma Division by effectively targeting and selling to clients within a defined geographic area within North America. Candidate will be responsible for selling all Testo hardware, software, and related services as may be sold into the Pharma division. The targeted markets include clients requiring high-end temperature validation services, mapping services, data collection/management for storage and transportation of pharmaceutical products as strategically defined within the pharmaceutical value chain. Report directly to the BU Manger, Pharma to identify targets, engage in a professional selling process, create new customers and grow the company's revenue for Saveris Pharma. Duties and Responsibilities: * Technical competency related to validation practices, cold chain handling/distribution practices, and cGMP and other compliances as necessary for the target markets. * Develop new business within geographic territory by selling services, hardware, and software products. * Compile lists of prospective customers for use as sales leads from business directories, trade shows, Internet Web sites, and other sources. * Initiate calls on prospects and customers within the defined strategic target markets within the pharmaceutical value chain. * Effectively explain the benefits that Testo products bring to the various participants in each market. * Create and give presentations to decision makers within various customer locations within the defined geographic region. * Develop and maintain relationships with various contacts within customer organizations (such as VP of validation, VP of quality, laboratory manager, facility manager, IT-manager, project manager, logistics manager, etc.). * From time-to-time fulfill the customer's training needs. * Provide customer support over the phone and on site. * Maintain customer relationship post-sale. * Attend various trade shows and industry conferences. * Carry-out all administrative work to guarantee a perfect work flow at Testo. * Develop territory plan and present to management. * Present sales reports to management. * Collaborate with other sales representatives and across departments to ensure successful project implementation and cross-selling opportunities across geographic regions. * Inputs and maintains customer information in CRM. * Develops own quotations/proposals as necessary for the business. Essential Functions: 1) Implement Territory Planning: Develops and executes on the territory plan, including fulfilling enough daily out-bound prospecting efforts to meet or exceed sales goals. Create target lists, turn lists into leads, and leads into paying customers. 2) Learn and build technical product proficiency: Must take the initiative to work with equipment, company training aides, and internal experts to gain mastery of the technical pharmaceutical product line. 3) Provide Account Management: On-boarding clients and ensuring the earliest interactions are handled elegantly will ensure an on-going and growing customer base. Existing clients require attention to maintain and grow the business. Balancing growth efforts with client satisfaction is required. 4) Obtain Market Share: Build and manage the sales pipeline within defined territory by engaging with prospects to document their needs, fulfill their needs with Testo products and services, while addressing competitive forces. Experience, Education and Training: Bachelor's degree in science or related technical field with work experience facing clients and addressing client needs (e.g. field validation, field technician, account manager). Ideal candidate will have both technical skills experience and technical selling experience of 2-5 years. Able to demonstrate a dedication to continuous learning and improvement in recent years. Technically skilled to learn how to technically set up Testo, network connected hardware, with proprietary software and services. Must understand typical computer network environments and demonstrate competency with WiFi, LAN, WAN, routers, net-extenders, typical software logic, and database creation. Willing to go the extra mile to gain client approval in a highly competitive market. Organized and able to maintain conflicting priorities to manage multiple projects simultaneously in a fast-paced environment. Impeccable oral, written and presentation skills. Travel up to 50%. Cognitive Skills: Good with math. Exhibits logic-based thinking capabilities consistent with being able to learn Testo software systems like ComSoft and Saveris products. Experience with excel spreadsheets, mathematical formula use in excel, and analytical skills to evaluate outcomes. Habits Exhibited: Continuous learning mentality. Exhibits a professional appearance and inclination. Demonstrates follow through and engagement until even difficult tasks are completed. A personable communicator capable of connecting with clients and prospects to assure that their expressed needs are met. Exhibits the traits of a continuous learner by seeking out knowledge and trying new methods to solve existing issues. Must be punctual and complete complex responsibilities on-time and in-full with little oversight. Other: Ability to travel up to 50%. Valid drivers license with a clean driving record. On-going, Daily Functions Include: 1) Completes Sales Department Operational requirements: * Making and reporting at least the minimum required number of sales calls or visits weekly/monthly * Use the CRM to track progress with opportunities in the sales pipeline * Timely follow-up on leads * Help to develop and achieve approved sales targets * Provide progress reports * Works collaboratively with the Testo team to reach sales goals 2) Develops product and application knowledge to effectively perform product demonstrations and technical presentations * Develops an expert level of proficiency with Testo specialized equipment and software applications * Understands and has a working knowledge of how Testo products can be used in typical and specialized applications and can demonstrate the beneficial functionality for customers * Develops technical and financial arguments for why Testo products should be selected over competing options * Develops expertise for product/market group to be able to train client staff effectively 3) Follows the sales process to qualify customer needs/pain, budget, and decision processes to secure new business: * Is familiar with industry regulations and how Testo products and services help clients * Is familiar with competitors to ensure an ability to positively differentiate Testo products and services * Continuously expands network within client to reach all decision maker groups up through the VP level 4) Contributes to Sales effectiveness by identifying short-term and long-range issues that must be addressed, providing information and commentary pertinent to deliberations, recommending options and courses of actions; implementing directives. * Identify and creatively address client stalls, pushbacks, and negative feedback * Identify and provide feedback regarding trends that influence the buying habits of the target industries * Identify opportunities to influence industry drivers and regulations in ways that permit Testo to take advantage of these opportunities 5) Assist BU by helping to grow the corporate contact list for messaging campaigns * Ensures quality representation of Testo at trade shows * Ensures proper coordination of trade show setup and support * Initiates pre & post trade show efforts to attract clients * Presents industry related seminars and papers to advance the presence and stature of Testo * Belongs to industry trade associations as required by Testo and presents Testo products to the industry * Networks with industry and opinion leaders to advance the stature and success of Testo products 6) Contributes to team effort by working well in groups, accomplishing activities and results as requested or needed. 7) Follow Company Policies and Procedures as presented in the Employee Handbook. 8) Present a professional image always to internal and external customers. 9) Meet the ongoing needs of the organization; this job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated. 10) Utilizes company resources in an efficient and productive manner. Job Type: Full-time Benefits: * 401(k) * Cell phone reimbursement * Dental insurance * Employee assistance program * Expense account * Flexible spending account * Health insurance * Health savings account * Life insurance * Paid time off * Vision insurance Compensation Package: * Bonus opportunities * Commission pay Schedule: * Monday to Friday Ability to Relocate: * Phoenix, AZ: Relocate before starting work (Required) Work Location: On the road