Senior Informatics Sales Development Specialist

Overview

The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required.

 

This position will be based in the Central District.  States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.

Responsibilities

Essential Elements of Informatics Business Development Specialist Role (IBDS)

• Will provide customer focused software solution demos and workflow analysis type discussions
• Focused on customer problems
• Working knowledge of laboratory workflows
• Required to work as a unified team with their respective Informatics Specialists
• Provide support for customer based "Proof of Concept" evaluations (POC's)
• Primarily district focused but might need travel outside region when needed.

General Requirements

• Demonstrated ability to present enterprise class software to prospective customers
• Ability to participate in customer discovery discussions and deliver tailored demonstrations aligned to customer workflows
• High energy and excellent communication skills – written and oral.
• Excellent presentation, time management, decision making and organizational skills are a must
• Ability to handle many projects/accounts at once, develop strategic plans, and drive and achieve results
• Understanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environments
• Curiosity about lab instrumentation and the associated data challenges of our customers
• Strategic planning and big picture ability
• Self starting and proactive personality a must

Presentation Ability

• Ability to demonstrate the standard features and functions of Waters Informatics products
• Ability to discuss product concepts
• Produce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehended
• Exercise tact and diplomacy when presenting sensitive or controversial data
• Recognizes when it is appropriate to push forward or to step back from an issue
• Uses visual aids effectively and appropriately when giving presentations

Technical Skills

• Deep understanding of Empower CDS including Empower experience
• LIMS/Lab Informatics experience (or strong understanding)
• Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systems
• Proficient with Microsoft Office applications, such as Word, Excel and PowerPoint
• Baseline understanding of how Oracle databases (SQL) work
• Basic computer programming skills a plus

Project Management Skills

• Ability to work multiple complex sales opportunities at multiple levels within prospective customer organizations
• Identify people who can contribute to the solution of a problem or task
• Identify resources useful in the solution of a problem
• Organize people and tasks to achieve specific goals
• Accommodate multiple demands for commitment of time and energy
• Implement sound decisions
• Take responsibility for decisions

Qualifications

Education

• Bachelor’s degree from an accredited university
• Course work in Chemistry, Biology or Engineering a plus

Work Experience

• Three to Five year’s technical sales experience in a complex selling environment
• Experience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plus
• Experience delivering software demonstrations in regulated laboratory environments a plus
• Proven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentation
• Ability to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact study
• Understands the process of selling an informatics solution at the corporate level
• Trained in sales courses or demonstrating software a plus
• Experience selling into organizations that are regulated by GxP rules