Position Summary

The Life Science Product Consultant helps to build and maintain lasting relationships with Lafayette Instrument customers by delivering expert, personalized service and support. This includes conducting sales and support activities—prospecting leads, issuing quotes, closing sales, and post-sale support. This position requires dedication to understanding customers' unique needs and tailoring communication and training to meet those needs, which directly contributes to advancing scientific discovery with reliable, state-of-the-art Lafayette Instrument Life Science products.

The job can be based at Lafayette Instrument in Lafayette, IN or Aurora Scientific in Aurora, Ontario (CAN), but we are also considering hybrid/remote applicants. This is a full-time, permanent position. Days and hours of work are generally Monday through Friday, 8:00 a.m. to 5:00 p.m. but is flexible based on need. Travel of up to 25% may be required with evening, night, and weekend work as needed.

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Essential Duties and Responsibilities

The essential functions include, but are not limited to the following:

General Task Management

• Attend and represent the company at scientific conferences and industry or networking events as is required and approved by the Sales Manager.
• Utilize established and emerging marketing channels during the sales process, remaining vigilant to the need to prioritize the company's promotional messaging
• Identify new sources of leads, seeking out the key decision-makers and identifying these to the sales team.
• Maintain regular and effective relationships with key, existing clients, continually working to understand new or existing needs and developing strategies to address those pains. Become the client's preferred supplier to be able to develop future business.
• Log all activity with customers in the CRM to track activity and advancement, and schedule follow-up for active opportunities in the pipeline; maintain accurate and up to date contact information; make follow-up notes.
• Develop new accounts and promote company products and services to clients and prospects; present proposals to prospective clients following the company sales methodology

Strategy

• Remain current on research trends, market activity and competitor products.
• Discuss strategies and effectiveness with the Sales Manager and Marketing Manager in sales team meetings. Contribute the development of marketing and sales initiatives as necessary.
• Provide feedback regarding outcome of marketing techniques, optimal communication methods and any competitor information gained through the course of customer discussions.
• Provide input to the marketing team in the development of standard marketing tools to educate the customer on the company’s products, services and strengths.
• Follow the detailed sales activities and track advancements at each stage of the sales pipeline so the successes and failures in the pipeline can be evaluated. Recommend enhancements to the sales pipeline based on successes and failures in the field.

Communication

• Participate in regularly scheduled meetings, prepared to discuss objectives, accomplishments, barriers, ideas for pipeline improvement or any other ideas that would enhance the functioning of the position, and to present feedback from the field. This meeting may be in tandem with or in sequence to a regularly scheduled sales team meeting.
• Regularly communicate sales activities and advancements relative to target to the Sales Manager so they can be discussed with a view to improvement and so that the data can be compiled for weekly management report outs.
• Work with the Sales Manager to ensure that sales activities are coordinated within all departments.
• Communicate with customers via email, video chat, telephone or through site visits regarding new product design, or revisions, suggestions for improvement and other feedback, as well as order details and status.
• Provide technical support to customers by ways of communication.

Safety

• Maintain a safe working environment by following safety procedures regarding materials handling, use of safety equipment and proper storage of identified items/substances and by promptly addressing any unsafe conditions.
• Report safety violations to the Safety Officer or your manager.
• Position Key Performance Indicators
• Sales targets and achievements will be collective for the LI sales team, responsible for all product sales including Aurora Scientific, Lafayette Instrument, Campden Instruments and Actimetrics brands. Through collaboration, the team is expected to support each other to achieve a collective goal.

Qualifications (Knowledge, Skills, and Attributes)Education/Licenses/Certification

• Advanced post-secondary degree in a life science discipline (neuroscience or physiology preferred).
• Must hold and maintain a valid driver’s license throughout employment

Preferred Experience

• Experience working in a research lab
• Demonstrates success in previous personal and professional endeavors
• Experience with LI instrumentation or similar
• Experience or familiarity with academic or research funding is a plus
• Ability to read and interpret contracts, policies, documents and regulations
• Experience with CRM platform is a plus
• Ability to work independently to understand and creatively address customer needs
• Capacity to work in alignment with a formal sales process
• Excellent written and verbal communication skills
• Demonstrating the capacity and interest in reviewing and communicating scientific concepts