Sales Engineer (Biopharmaceutical)

Watson Marlow - New York, NY

Full-time

Please note, only candidates who meet the following criteria will be considered:

Ideal Candidate Qualities (in order of importance):

  • Industry experience
  • 3+ years selling into (or working in) the biopharm production space.
  • Sales Experience
  • 3+ years sales experience. Preferably single-use products and/or capital equipment.
  • Pharmaceutical sales and/or medical device sales into clinical environments would not be relevant sales experience.
  • Experience in the target territory (Northern New Jersey/Southern New York)
  • Has called on target accounts in the assigned geography and has established relationships.

Company Name
Watson-Marlow, Inc.
Position Available
Sales Engineer
Reason for vacancy
New Biopharmaceutical Direct Strategy

Company Overview
Watson-Marlow Fluid Technology Group (WMFTG) is the world's leading manufacturer of peristaltic and sinusoidal pumps, servicing customers across a wide range of manufacturing industries such as pharmaceutical, water treatment, food and beverage, and mining. A subsidiary of the Spirax- Sarco Engineering Group (LSE: SPX) WMFTG operates seven world class factories located in Europe and two in the USA. We trade with our global customer base through wholly owned subsidiary direct sales companies operating in the major economies around the globe.

The hiring company is our USA operating company, Watson-Marlow, Inc., located in Wilmington, MA. This company workforce comprises of professional sales, marketing, engineering, and accounting personnel, clerical office staff, and skilled/unskilled shop laborers. This team delivers all services for North American trade including: sales and marketing support, customer order processing, accounting, engineering/tech support, stocking/assembly, distribution, and repairs. Watson-Marlow, Inc. also operates a small satellite support office in California. Watson-Marlow, Inc. is the parent company of two US subsidiaries, ASEPCO in Mountain View, California (a manufacturer of aseptic valves), and Watson-Marlow FlowSmart in Seaford, Delaware (a manufacturer high purity fluid path products).

Company Size
Watson-Marlow, Inc.: 121 employees, $90+ million annual sales, and a strong history of sustained growth. Please see Spirax-Sarco annual report for further Group details.

Job Location
Greater New York City area or Northern New Jersey

Annual Salary
Commensurate with experience and qualifications

Benefits Overview
Strong benefits package including medical, dental, employer sponsored life and accidental death and dismemberment insurance, business travel accident insurance, and long term/short term disability coverage. We also offer a variety of optional insurance options. Retirement plan includes a 401(k) plan with a 25% company match of employee contributions up to 3% of base salary and a Profit Sharing Contribution of 1.5% of base pay paid into the employees 401(k) savings plan account.
Ten (10) annual company paid holidays and ten (10) paid vacation days, with vacation allowance increasing with time served.

Interviewing Process
1st Phone screen with Human Resources.
2nd Interview with Watson-Marlow, Inc. Hiring Manager.
3rd interview with Watson-Marlow, Inc. Executive.

Watson-Marlow, Inc. is an equal opportunity employer.

Main Purpose of Role
The Biopharmaceutical Sales Engineer’s responsibility is to serve our customers and prospects by identifying their needs and applying Watson-Marlow Fluid Technology Group products to help them make process improvements. The Biopharmaceutical Sales Engineer (SE) is accountable for the entire sales process from lead generation through close while conducting business in accordance with WMFTG’s core values. The Biopharmaceutical Sales Engineer will leverage their engineering background and experience to influence the customer throughout the sales process.
Responsibilities

  • Identify current and future customer requirements by establishing relationships with prospects, customers, and other influencers. Sustains relationships to ensure strong customer satisfaction and WMFTG brand loyalty.
  • Offer tailored fluid handling solutions through a consultative sales approach.
  • Prospect new business while maintaining current customer base by organizing sales calls using effective time management.
  • Effectively communicate the value proposition of the full range of WMFTG product brands to the Biopharmaceutical and Pharmaceutical markets.
  • Work with the District Sales Manager to establish targets, and develop sales strategies that are in line with the WMFTG group strategy for growth.
  • Monitor and advance the project pipeline, from initial design phase to production, ensuring all inquiries are followed up in a timely manner. Factors that could impact the outcome of a sale are understood and strategically assessed and actioned.
  • Act as project leader to manage all aspects of a customer’s experience with WMFTG.
  • Administer & maintain accurate records on CRM system.
  • Follow up on all leads in a timely manner.
  • Provide market intelligence, competitor and industry trends to management to contribute to accurate reporting and forecasting.
  • Establish relationships with engineering firms in your assigned territory to provide support and encourage WMFTG product specification on all future projects.
  • Work with trade show and exhibition visitors to determine their needs and then present WMFTG value proposition to meet their needs.
  • Conduct lunch & learns and other events at customer sites to better educate the market on the value of the entire WMFTG product portfolio.
  • Contribute to the honing of our marketing message, operational improvement, and new product development through voice of customer feedback and ongoing communication of successes, failures, and opportunities within the territory.
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

Basic Qualifications

  • Bachelor’s degree with three year’s related sales experience.
  • Have a proven track record of selling premium products using a consultative sales process.
  • Three years of experience in Biopharmaceutical/Life Sciences.
  • Exceptional oral and written communication skills required to communicate with internal and external contacts.
  • Excellent interpersonal skills and high professionalism.
  • Proficient in Windows applications and Microsoft Office programs such as MS Word, Excel, Outlook, PowerPoint and Skype for Business.

Physical and language demands
Working conditions are primarily from a home office environment, with regular use of phone and computer for email and communication media.
Candidate must be able to travel 70-80% of time to customers and tradeshows. Most travel is local, but some air travel and overnight stays including occasional weekends will be required.

Role Dimensions:
Reports to the District Sales Manager, Biopharmaceutical Division of Watson-Marlow, Inc.

Job Type: Full-time

Experience:

  • Biopharmaceutical/Life Sciences sales: 3 years (Required)

Education:

  • Bachelor's (Required)

Location:

  • New York, NY (Preferred)

Additional Compensation:

  • Bonuses

Work Location:

  • On the road