Overview
ERA, a Waters Company, is seeking a dynamic individual for the role of Senior Inside Sales Representative to join our Applied Markets Business Portfolio Team. The Senior Inside Sales Representative is responsible for developing growth across the Environmental Proficiency Testing and Certified Reference Material market selling into government, industrial, analytical testing laboratories, and engineering and consulting firms in the assigned region.
The ideal candidate will have experience developing and communicating solutions for Proficiency Testing and Certified Reference Materials to improve the value of the customer’s quality assurance programs. The candidate will be able to partner with key stakeholders in the market to develop collaborative solutions and new product proposals to protect and grow ERA’s position as the market leader.
The Senior Inside Sales Representative will prepare a strategic business plan to achieve the growth targets in the region. Provides demonstrations of the value added to customer’s QAQC programs using ERA’s comprehensive portfolio of environmental standards, reference materials and informatics system. Developing opportunities for existing and potential new products, while maintaining customer happiness and dedication are paramount to this position. This position is also responsible for collecting market and competitor information and communicating that data to the sales and marketing team to support the company’s growth strategies. The desired candidate is a self-starter in developing and implementing a strategic business plan to identify, develop and secure new business within the assigned accounts and markets.
Responsibilities
- Develop and meet sales and profit goals in line with company objectives.
- Develop and implement strategic business plan for territory and report monthly /quarterly.
- Secure new business from request for proposal from state government, engineering firm, CTO, corporate as the lead project manager as assigned by sales leadership.
- Develop business growth in assigned key accounts across regions by collaborating with inside sales representative and sales and marketing leadership.
- Purposefully develop new prospects and penetrate competitive accounts.
- Provide accurate and timely forecast, sales KPIs and competitive data
- Ensure the voice of customer is represented in feedback shared with sales and marketing leadership
- Fully use and apply our sales contact management tools and applications.
- Raise issues to appropriate departments to ensure that corrective action is taken
- Develop business through a monthly plan of action.
- Travel as needed to support business objectives and conference attendance within the assigned region.
- Perform other tasks as required.
Indicated Performance Measures:
- Performance against orders, revenue, and discounts
- Forecast and market trend input accuracy
- Regular and timely submission of required reports
- Measurement of Qualified Sales Leads for new business
- Implement sales action plans
- Retention, New business growth, NPS,
- Number of Sales demo and presentations
- CRM productivity metrics
Qualifications
Qualifications
- 4-7 years of relevant Technical and Commercial sales experience
- A shown detailed track record in sales
- Bachelor of Science or equivalent experience in Chemistry, Life Science or related technical subject area
- LC/MS/MS and PFAS experience preferred
- Environmental Laboratory preferred
- Direct experience with environmental US EPA Method and working with Commercial market labs and or environmental consulting and engineering firms is preferred
- Strong understanding of environmental and food analytical lab, ISO 17025 and life science market is a plus
Professional Skills
- Experience in sales techniques including qualifying and prospecting, identifying key decisions influencers, leading major proposals, countering objections, negotiations and closing
- Compelling and effective presentations skills
- Strong business sense and business analytics
- Strong Organization skills with problem solving demeanor
- Good Collaboration across all functions
- Strategic insight as well as operational ability
- Action orientated
- Organization/planning/time management skills
Remote based positions
Travel 10-20%
Travel as required for customer engagements and conferences, training and business needs.
#LI-Remote
Company Description
Waters Corporation (NYSE: WAT), the world’s leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.
Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow.
Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or protected Veteran status.
Key Words
Business Manager, Account Manager, Sales, Strategic Sales, Proficiency Testing, Environmental Sales, laboratories, Field sales, customer, consumable sales, chemistry sales Qualifications
