Product Specialist

Job content

The Product Sales Specialist is responsible for creating and winning sales opportunities for industrial downstream hardware product in an assigned territory, or in a list of named accounts or both. The portfolio mainly include SPR tech, imagers and bio-consumables. The Product Sales Specialist may work individually in an account or territory, or where applicable act as part of Cytiva team. The Product Sales Specialist is responsible to maintain the relationship with departmental and technical decision makers in their assigned accounts and where applicable work in conjunction with Account Executives and Managers to gain access to C-Suite decision makers. The Product Sales Specialist is the technical and sales expert for his/her assigned products, solutions/services, and is expected to be able to differentiate Cytiva’s product/solution/service offerings, convey compelling value propositions, lead the opportunity, qualify the customer needs, develop and present solutions proposals and quotations, and respond to customers’ clinical/technical/process questions in order to successfully close technical/solution sales.

Financial Performance

Is accountable to achieve Product/Solutions/Service orders and sales OP target for assigned accounts and or territory.

Ensure pricing compliance for segment opportunities.

Forecast orders and sales within the applicable sales funnel tools and reports for their products/solutions/services in their assigned territory/accounts.

Territory & Account Management

Create territory/account plans including opportunity development, competitive strategies and targets.

Build strong business relationships and formulate account relationship plans within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers’ needs.

Maintain a network of key opinion leaders within the assigned territory.

Track and communicate market trends to/from the field including competitor data and develop effective counter-strategies.

Product & Market Expertise

Maintain up to date detailed knowledge of their product/solution/services. Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.

Maintain up to date market and competitor knowledge related to their product/solutions/services.

Develop their understanding of the customers changing application and/or operational issues and challenges.

Create viable product configurations which meet customer needs effectively, while achieving optimum margin.

Differentiate assigned product offering during the various stages of the sales process, effectively using resources and approved product marketing and product promotion material to actively support the customer through their decision making process towards a successful outcome.

Represent the company at relevant industry conferences and technical exhibitions to promote product/solution and company.

Opportunity management

Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel.

Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction assigned territory..

Ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.

Estimate date of delivery to customer based on knowledge of the company’s production and delivery schedules ensuring fulfillment of the order is according to customer expectations and enhances customer satisfaction. Teamwork

Contribute to account plans at accounts covered by account managers/executives.

Educates account team members on their product/service/solution strategy and offerings.

Collaborate with and leverage subject matter experts and other resources within Cytiva channels to build relationships and secure business.

Share and follow-up identified leads to other product lines within own accounts Quality Specific Goals:

Aware of and comply with the Cytiva Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations as they apply to this job type/position

Complete all planned Quality & Compliance training within the defined deadlines

Identify and report any quality or compliance concerns and take immediate corrective action as required

Maintain knowledge of and understand all applicable Global and Regional Privacy and Anti-Competition Policies and operate within them to ensure that no company policy or Local/ Int’l Law is broken.

Maintain knowledge of and understand all applicable Environmental Health Policies (including but not limited to Cytiva EHS Policies, etc.) and operate within them to ensure that no company policy or local / Int’l Law is broken.

Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

• Work closely with the Enterprise Solutions Project Manager to support the Enterprise Solutions project specific design development, documentation, and execution in alignment with the project scope and schedule.
• Work closely with Customer’s Subject Matter Experts (SMEs) to ensure continuous exchange of critical and technical information needed to execute design activities in support of the project timeline.
• Work closely with Engineering partner companies during Conceptual and Basic design development to ensure suitability, applicability and accuracy of Engineering partner designs, calculations, drawings; ensure they are in alignment with customer requirements.
• Prepare design documentation and operational estimates such as Process Descriptions, Process Flow Diagrams (PFDs), Equipment Lists, Equipment and Automation URSs, Process Schedules, Production Planning, and utility usage estimates, Risk Assessments, Materials Balances, Cost of Goods Analysis, Cycle Time Analysis and Reduction, Uncertainty and Variability Analysis.
• Work closely with FlexFactory Lead System Designers (LSDs) to ensure transfer of critical equipment requirement specification, that design meets customer and process needs, and that single-use equipment layout is optimized for the customer facility.
• Provide design input, support and recommendations as needed with qualification test review and verification and during field execution, commissioning, and qualification testing.
• Support design and construction discussions/issues between CYTIVA, Customer and EPCMV organization representatives
• Oversee and coordinate facility design development
  

Quality Specific Goals:

Aware of and comply with the CYTIVA Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations as they apply to this job type/position

Aware of and comply with the CYTIVA ES Project Management Manual, applicable laws and regulations as they apply to this job type/position

Complete all planned EHS & Compliance training within the defined deadlines

Identify and report any compliance concerns and take immediate corrective action as required

When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

If you’ve ever wondered what’s within you, there’s no better time to find out.