Product Application Sales Specialist - 3D Imaging

St Louis, M)

Step out of your comfort zone, excel and redefine the limits of what is possible. That’s just what our employees are doing every single day – in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people.

The Systems Specialist, 3D Imaging (Sys Spec 3D) position is a highly skilled and highly technical sales position which relies heavily on consultative selling skills and the use of the Zeiss Selling Process (ZSP) to meet customer requirements and individual/territorial sales targets. Success requires strong customer support, both product and application, for defined products within the laser scanning and high end imaging groups in the defined territory for both the BioSciences and Materials markets. This requires technical knowledge of each of the various systems and components and excellent time management skills. At all times, conduct in accordance with company guidelines and standards is expected.

We are looking for people who are keen to try something new:

Primary Duties and Responsibilities:
Primary responsibilities of this position involve the direct support of the field sales organization (Account Managers) and customers, and is facilitated via phone, fax, Go-to-Assist, email, or in team visits in the field. The Sys Spec 3D is involved in supporting the reinforcement of ZSP concepts and assists the Area Development Manager with Account Manager training and development in areas involving customer support, applications, instrumentation and proper use of high-end imaging products. Finally, the Systems Specialist, 3D Imaging works in conjunction with the customer and the sales team to create technically correct configurations of the higher end imaging products. Confirming that instrumentation performs to specification and securing the necessary sign off documentation are key aspects of this position. Sound knowledge of competitive instruments, strengths and weaknesses are important.

Selling and support of Zeiss instrumentation and related components in the all markets; includes Light Microscopy, Imaging/Image Analysis, Laser Scanning Microscopy (LSM), Spinning Disk systems, and third party equipment as required.

Assistance with functionally correct quotations is required; the Account Manager is responsible for creating the Official quote given to the customer.

Negotiates together with the Account Manager all price discounts.

The Sys Spec 3D should be familiar with the Installation Process (FM-5001-02) and insure that all aspects of expectation setting and management are fulfilled. Further, the Sys Spec 3D should be familiar with the systems escalation process (QA-3008) and exercise that process when required.
The Sys Spec 3D is responsible for completing system training obligations for all LSM units and all higher end imaging systems. After-install problem ownership is critical in this position, and the Systems Specialist, 3D Imaging is responsible for coordinating all after-install activities required to correct any unsatisfactory issues.

Together with the account managers, the Sys Spec 3D is jointly responsible for achieving stated sales quota for defined territory. The Sys Spec 3D will utilize ZSP skills for Information Gathering, Information Sharing, Proposal presentation, etc and will work with the Account managers to maintain accurate and current CRM project and customer data.

The Sys Spec 3D works closely with Product Management to help insure accuracy of part numbers and quotation kits. The Sys Spec 3D provides feedback regarding literature and promotional material, technical Support Material - lockout specs, data sheets, quotations and pricing of competitive instruments, and provides feedback for Application Bibliographies.

The Sys Spec 3D is expected to help control direct expenses. In addition, an organized and efficient effort is expected to reduce return visits to customer for demos and installation. Onsite demos should be avoided unless strategically vital or no other alternative is viable. Service involvement and charges are expected to be kept to a minimum for demonstrations, installations, and shows.

A strong effort is expected to maintain customer satisfaction as measured by the Net Promoter Score (NPS).

You are:

Bachelor degree or higher in biological science or bio-engineering preferred from an accredited college or university

Working knowledge of or prior work experience overseeing a shared instrumentation (Core) lab or facility

Working knowledge of high-end microscopy, including laser scanning microscopy, 2-photon microscopy, deconvolution, point spread functions, TIRF, FRET, FRAP, and advanced imaging techniques such as automated time lapse with Z-stack, etc.

Good knowledge of MS Office, and strong presentation skills required

Prior experience in technical sales and managing a field coverage area for technical sales or product support

Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently

Knowledge and experience in biological applications is a great advantage
In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long-term goal of the Carl Zeiss Foundation: to bring science and society into the future together.

Join us today. Inspire people tomorrow.

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Kristie Schmitz
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