CE Controlled Environment Sales Rep.

The successful CE (Controlled Environments) Sales Representative will open new customers and grow existing clients in the assigned geography and customers. You will be responsible for all sales growth and account management activities, from lead generation through implementation, account management, supplier relationship development and management using a solution selling discovery approach, and actively managing an opportunity pipeline, contacts, and marketing using Salesforce.com.

This role consists of an agreed-upon territory sales operating plan to meet or exceed sales and profit business objectives. This is accomplished through expanding customer sales and supplier relationships with new and existing customers.

The successful sales candidate should have at least 2 years of cleanroom-related sales or technical experience within distribution, manufacturing, or cleanroom-related services. The job requires technical aptitude, excellent written and verbal communication skills, and proficiency with Microsoft Office 365 (Excel, PowerPoint, Word) and Salesforce CRM for managing your territory, opportunities, leads, and contacts.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The candidate must understand a customer's order-to-delivery requirements and their sterile and non-sterile cleanroom environment requirements to provide solutions that meet or exceed expectations. Effective communication skills are required for customer and product management, product presentations, and customer support. The successful candidate will manage all sales activities within a defined territory and work with other regional team members.

1. Expand existing customer relationships through consultative selling techniques.
2. Consult with companies working in a controlled environment – sterile and non-sterile cleanrooms.
3. Discuss workflow solutions and product applications used in controlled environments/cleanrooms.
4. Develop new relationships and implement strategies to increase sales.
5. Reply in both a prompt and professional manner to customer inquiries and requests.
6. Meet individual objectives and revenue goals for the assigned territory.
7. Prospect for new business within target market segments and assigned geography.
8. Provide competitive intelligence, market insight, changes in customer needs/preferences, purchasing trends, and marketing effectiveness information to internal stakeholders in Management, Marketing, Product Management, etc. consistently.
9. Stay informed with changing technical requirements and challenges customers working within controlled sterile and non-sterile cleanroom environments.
10. Attend industry conferences, networking events, tradeshows, etc., periodically.
11. Sell consultatively, determine customer needs and requirements, and make recommendations to both prospects and customers of the various solutions Thomas can offer their business to help them achieve their objectives.
12. Provide solutions to customers in multiple market segments – Pharmaceutical, Medical-Device, Compound Pharmacies, CRO, CMO, Advanced Technology, and Semiconductor working in both sterile and non-sterile controlled environments.
13. Prospect and establish new customers by managing a sales new business opportunity pipeline, diagnosing, developing, and delivering proposals to customers by illustrating Thomas’s value proposition and solutions.
14. Expand existing customer relationships, adding new products and value-added service solutions to drive growth, customer retention, and overall customer experience.
15. Actively (daily), maintain, update, and work all customer profiles, and projects in Salesforce.com - CRM.
16. Work with sales management to develop strategic territory business plans for the achievement of sales growth and quota attainment.
17. Engage, develop, and activate strong relationships with local manufacturers (suppliers) to mutually grow your sales, provide customer solutions, and technically understand product applications.
18. Develop strong relationships with your sales and customer support resources to drive sales growth, effective time and territory management, and onboard customer requirements.
19. Engage and develop expertise in all customer-supported e-commerce solutions.
20. Perform other duties as assigned.

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below represent knowledge, skill, and/or ability. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

1. Bachelor of Science Degree in Engineering, Sciences, or related field.
2. Minimum of 2 years of cleanroom-related sales or technical experience within distribution, manufacturing, or cleanroom-related services.
3. Great attitude, team player, likable and coachable.
4. Insatiably curious and committed to development.
5. A good listener who comes prepared and anticipates needs.
6. Identifies customer challenges and objectives and provides capabilities to help them achieve their objectives and eliminate their challenges.
7. Organized, good time and territory management, and good project management.
8. Engages, activates, coordinates, and builds strategic CE Supplier relationships local supplier support and meets supplier growth objectives.
9. Acquires and maintains expert status in assessing cleanrooms - gowning, cleaning, and validation {Sterile and Non-Sterile} requirements.
10. Expert in cleanroom products, product applications and uses.
11. Expert in gown-room design, furniture, fixtures, gown-room protocol and performing cleanroom gown-room audits.
12. Expert in clean-build construction protocol.
13. Excellent verbal, written, and non-verbal communication skills.
14. Entrepreneurial Spirit.
15. Solutions-Oriented Focus - diagnose problems before you prescribe solutions.
16. Inquisitive - interested in the customer processes, workflow, industry requirements, and solution capabilities.
17. Strong Analytical Skills.
18. Can visualize things through the client’s eyes.
19. Team player who works well in a team sales group.
20. Listens well and addresses customer’s challenges and opportunities.
21. Ability to work collaboratively utilizing a team-based selling approach.
22. Strong negotiation skills, the ability to close opportunities, and implement.
23. Working knowledge of Microsoft Excel, Outlook, and PowerPoint.
24. Knowledge of a CRM such as Salesforce.
25. Ability to lift to 50 lbs.

SUPERVISOR RESPONSIBILITIES:

This job has no supervisory responsibilities.

PHYSICAL DEMANDS:

The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is regularly required to stand, walk, sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee must frequently lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. The employee must also drive a car to meet with clients.

MENTAL DEMANDS:

Must be able to manage multiple projects and tasks. Must pay close attention to detail. This position has frequent deadlines and a high level of decision-making ability. This position works closely with others and involves a lot of record-keeping and routine paperwork.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position has no exposure to environmental conditions such as chemicals or extreme weather conditions.