Provide VWR solutions to customers across the Education & Medical Research (E&MR) market segments.
Manage a territory consisting of Laboratory and Research customers
Prospect and establish new lab customers by managing a sales pipeline and developing and delivering proposals to customers by illustrating VWR’s value proposition
Sell consultatively, detailing products, determine customer needs and requirements, and make recommendations to both prospects and customers of the various solutions VWR can offer their business
Work with sales management to develop strategic territory business plans for achievement of sales growth and quota attainment
Work in conjunction with sales management team providing proposals and implementing sales strategies to achieve sales growth
Build and sustain relationships with customers and ensure customer satisfaction and loyalty
Manage VWR’s vast product portfolio and execute and implement company defined sales and marketing strategies
Expand VWR’s role with existing customers by developing retention strategies illustrating VWR’s value proposition in conjunction with evolving customer requirements
Leverage available resources to effectively implement company marketing plan, strategies and sales processes
Represent and develop strong relationships with manufacturers
Work directly with local manufacturer representatives to develop and continually improve product knowledge, arrive at most favored pricing, and improve account profitability.
Experience & Skills
Science or Medical Technology background preferred
Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff
Ability to carry on a business conversation with business owners and decision makers
Ability to handle difficult situations and interactions
Ability to work independently and successfully manage time and territory
Excellent analytical skills and ability to sell strategically within an account
Ability to understand individual customer operations
Willingness to travel to customer locations
Computer Knowledge (Microsoft Office)
College degree or equivalent/applicable experience
3-5 years of experience working in a complex sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach
A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach
Business-to-business sales experience, with preference given to those with distribution experience and a scientific background and/or having work in a laboratory or research environment
Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Challenger, Miller Heiman) and technology platforms including Salesforce.com and Clikview
Environmental Working Conditions & Physical Effort
Typically works in a home office environment with territory travel to customer locations.
Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.
A frequent volume of work and deadlines impose strain on routine basis.
Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.
Tagged as: Sales Representative - Laboratory Sales
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