Territory Manager, Environmental (Benelux & Scandinavia)

Primary Location

Home office: Netherlands

Overview

Provide sales and technical product skills/knowledge to achieve Environmental sales targets.  Demonstrated success and competency of LI-COR’s technical sales process, excellent knowledge of our customer base and nurturing relationships, and will assist with developing tactical and strategic sales plans that achieve desired business outcomes.

Job QualificationsEducation  

MS or BS in environmental science, plant physiology, biology, environmental physics or related field. MBA is preferred, but not required.

Experience

• Minimum three (3) years’ experience and success in high end, capital equipment to science researchers in academia or commercial business. May consider related biological/environmental sales support experience in lieu of sales experience.
• Minimum three (3) years’ experience preferred in selling and supporting products for applications related to LI-COR Environmental products through assisting in successful workshops and customer visits.
• Minimum three (3) years’ experience preferred in selling and supporting products for applications related to LI-COR Environmental products.
• Solid technical knowledge and familiarity with the techniques and laboratory procedures fundamental to plant physiology, biology, environmental sciences or related field as they relate to LI-COR Environmental instrumentation.
• Proficiency in assisting with technical seminars and conducting instrument demonstrations.
• Familiarity with mathematical and physical principles as they relate to instrumentation and environmental issues.
• Proficiency in time management to efficiently maximize sales results.
• Able to interact effectively with customers to assist with technical issues and troubleshooting.
• Established customer base with assigned territory.

General

• Highly developed sense of integrity, ethics, and loyalty.
• Excellent communication skills (written and oral), interpersonal skills, and sales skills. Proven record of building business and customer relationships. Bilingual is a plus.
• Team player. Enjoys and works well with other people in a team environment. Displays a positive attitude.
• Highly organized and displays working knowledge and appropriate use of Salesforce or equivalent CRM.
• Creative, highly motivated self-starter with good insight and problem-solving skills. Able to effectively coordinate multiple tasks and projects. High energy, insight, and creativity.
• Dependable with good attendance.
• Able to travel (throughout Europe, International and US). Will require 50% or more travel.
• Must have a valid driver’s license.

Position Responsibilities Job FunctionsSpecific

• Manage the sales process in assigned territory to achieve sales target.
• Direct all aspects of the sales process from initial inquiry to sales closure. Follow-up with customers to ensure a high level of customer satisfaction.
• Provide advanced technical consultation by using acquired application and instrument knowledge to recommend proper instrument configurations and accessories to customers.
• Effectively establish and maintain key customer relationships to ensure repeat sales opportunities and lasting relationships. Actively search for new leads and customer referrals. Generate new opportunities.
• Effectively manage the customer qualification and follow-up process of leads generated from scientific meetings, customer trainings or workshops, current customer database, referrals, and marketing promotions.
• Provide input on strategy development and logistics of trade shows as assigned and represent LI-COR at exhibitions and conferences.
• Recommend product demonstrations, coordinate logistics, and conduct or assist in technical seminars and product demonstrations as required.
• Assist in mentoring other team member(s) development to improve individual and team performance.
• Provide expertise working with Sales Correspondents/Admin to create quotations and bids and enforce export compliance program to ensure export compliance.
• Review current sales and future sales potential in conjunction with management to assist in business plan(s) to maximize market potential. Assist in evaluating and recommending goals for sales volume and market share.
• Provide territory plan and updated forecast based on territory weekly.
• Provide input to Environmental marketing team to help define marketing campaigns. This includes customer needs, product improvements, competition updates, new product ideas, user problems, etc.
• Record customer communications, correspondence, activities, opportunity information, and demo reports in Salesforce in a timely fashion. Must update SDR weekly.
• Proactively invest to maintain excellent sales and technical skills necessary to perform job function. Attend required trainings and meetings.
• Assist in the sales training of other LI-COR employees and representatives.
• Assist in the planning process; consider future products and competition to develop marketing strategies; discuss feedback on issues and opportunities.
• Develop and maintain scientific knowledge and sales experience. Acquire and maintain technical and other skills necessary to perform job function. Assist customers in technical support questions as able to do.
• Job requires a moderate to high percentage of overnight travel.