Sr. Product Specialist - MidAtlantic/East
- Lancaster
- Permanent
- Full-time
- Sales Enablement and Customer Engagement
- Partner with BD and AM teams to drive and support both virtual and in-person client meetings. Where appropriate, independently organize and lead client engagement and visits, keeping Sales teams informed.
- Present DiscoverX assay portfolio capabilities and benefits at conferences, seminars, vendor shows, lunch-and-learns, and the like.
- Maintains an ongoing relationship with high-value accounts to secure ongoing and future business.
- Strategic Opportunity Development
- Identify and evaluate new business opportunities and market segments, supporting BD and AM teams with entry strategies.
- Develop leads through prospecting, cold-calling, responding to inbound inquiries, attending networking events, and leveraging platforms like LinkedIn and internal databases for opportunity development.
- Drive and support high-value opportunities-such as HTS campaigns and commercialization lot release programs-from early engagement to CRO transfer.
- Developing New Accounts and Re-engagement
- Identify and develop new customer accounts through prospecting and market research.
- Work with BD, AM, and Market Development teams to convert leads into qualified opportunities and drive to the PO.
- Re-engage dormant or low-activity accounts through tailored campaigns in collaboration with BD and AM.
- Cross-Functional Collaboration
- Partner with Sales, Marketing, CAD, and Product teams to align business development efforts with commercial strategy.
- Share customer feedback and market insights to help guide product development and marketing.
- Support planning and participation in conferences, vendor shows, and networking events to enhance visibility.
- Success Metrics
- Achievement of regional and individual territory revenue targets.
- Growth in new accounts and reactivation of dormant ones.
- Conversion of high-value projects (e.g., HTS, lot release) into successful engagements.
- Additional Requirements:
- Maintain accurate records of KPIs and pipeline activities in CRM.
- Strong presentation and communication skills.
- Solid understanding of the drug discovery process; experience with biologics and small molecules preferred.
- Embody and promote the company vision.
- Adhere to attendance, punctuality, safety, and documentation standards.
- Self-motivated, proactive, and committed to efficient and safe work practices.
- Perform additional duties as assigned and adjust work hours to meet client deadlines.
- Minimum 10 years of professional commercial experience supporting a consumable business, preferably focused on drug discovery, with a strong understanding of cell-based assays.
- Experienced in understanding scientific data presented as GraphPad Prism graphs.
- Strong understanding of the drug discovery and development markets, and the customer needs of Biologics Drug Development, and can technically articulate the value of DiscoverX offerings.
- Proficient in MS Office (PowerPoint, Word, Excel, Outlook)
- Must be able to travel
- Self-motivated, highly organized, accurate, and detail-oriented
- Strong organizational skills - track and trace potential and active accounts, and the activities at each
- Active Listening - Ability to actively listen to customers and uncover pain points and potential risks of their programs.
- Excellent written and verbal communication skills
- Excellent organizational and interpersonal skills
- A good listener and a proactive team player
- Ability to analyze, prioritize, and multitask assignments
- Ability to deliver under tight deadlines
50% of the time.
- Excellent full time benefits including comprehensive medical coverage, dental, and vision options
- Life and disability insurance
- 401(k) with company match
- Paid vacation and holidays