LC/LCMS Chromatography Product Specialist

San Jose CA US
Aug 01, 2016
Dec 01, 2016
Organization Type
Full Time
  PerkinElmer is a global technology leader driving growth and initiative in the Environmental and Human Health Science markets. The company is a leading force in the development, production, marketing, servicing, and supporting of laboratory instrumentation and ancillary services throughout the world.
The Opportunity:  Chromatography and Mass Spectrometry including a Product Portfolio in  (LC,LC-MS).
To demonstrate leadership in driving PerkinElmer business results in assigned geography through active partnership in sales, service and marketing efforts.  This includes thorough pre- and post-sale customer support, sales and service training, product demonstrations, and application feasibility and testing. Deliver to Product Line a basis of differentiation over competition and collect and provide technical competitive intelligence.  Travel is approximately 50%. Geographic responsibilities to include US West (CA, OR, WA, AZ, NM, CO WY, ID).
Key Responsibilities
Provide Pre-Sales Support for LC and LCMS. From an understanding of what the customer is trying to accomplish, work in partnership with sales team to demonstrate product capabilities and applicability to the customer and their application needs.  Provide complex (high level) demos and application driven answers and tools for customer and/or sales as requested or required.  Run tests on customer samples and provide data to the customer showing what the product can do with their sample.  Further the sales process and help close orders through frequent interaction with the sales professionals. Develop Account Manager’s/Sales Representative’s skills for simple demos and independent selling. Develop new applications based on market analysis for LC and LCMS.
Provide Post-Sales Support for LC and LCMS. Ensure successful implementation by remaining engaged with the customer and sales & service team throughout the implementation of equipment. Provide problem diagnosis and assist in the elimination of start-up issues.  Conduct customer training on a formal basis in conjunction with TAC or requested by customers.
Provide Technical Expertise for LC and LCMS.  Act as the technical focal point to communicate customer business insight, trends, etc.   Answer complex questions regarding PerkinElmer instruments and their utilization in customer specific applications in the following industries. (Environmental, Energy,Food and Nutraceutical, and Chemical). This individual will need to understand current regulations such as those imposed by ASTM, FDA, and other regulatory agencies. This individual will work closely with product line leaders, field management and business units to coordinate activities aimed at promoting and growing the product line.  
Deliver Field Training for LC and LCMS.  Provide leadership in educating sales and service team members on technologies and customer applications and the interaction of PerkinElmer instruments.  Proactively train sales and service people and help develop sales tools aimed at promoting PerkinElmer products and facilitating sales. Assist Service in external and internal technical training.
Deliver Presentations to Customers.  From an understanding of the account, prepare and deliver an account driven, sales oriented presentations and seminars that speak to the customers business needs and applications and positions our products as solutions to meeting those needs. 
Documentation.  Produce documentation materials including technical and application briefs.  Publish in scientific and trade journals. Provide Content for marketing collateral.
Cultivate partnerships with customers and other suppliers to solve customer problems.  Facilitate solving customer problems through training, information and recommendation of solutions.  Knowledge of competitive offerings, as well as, pre-sales, post-sales, demos, trade shows, and executing against marketing initiatives. Maintain technical selling capability to function in a consultative role for the customer.
Teamwork. Work closely with regional extended sales team, service team, product specialists, and business units in order to promote a high level of customer service. Provide local support for planned customer event throughout the year. Provide feedback to management on industry trends, customers growth opportunities.


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