- Contribute to achieving the sector plan through sales of the Malvern Panalytical portfolio relevant for the semiconductor and crystal/wafer industry and related R&D
- Achieve pre-established sales quota and profitability targets,
- Represent Malvern Panalytical at trade shows, workshops and seminars
- Contribute to the (sector) team effort to grow the country and territory (sector) business
- Grow the opportunity pipeline through strong and proactive outbound prospecting
- Travel throughout the assigned territory to call on existing and prospective customers
- Develop and maintain strong relationships with accounts, aiming at developing the Malvern Panalytical brand, maximizing customer satisfaction, business retention and growth
- Demonstrate value-based selling, using the Miller Heiman approach.
- Support Large and Strategic Account Management programs (LAMP & SAMP)
- Use Salesforce Lightning CRM software and other technology tools to maximise business productivity and improve communications within the Malvern Panalytical and with customers
- Analyse and articulate customer and market needs and provide market insight, trends and business messaging to Product Management and Sector Marketing specialists
- Present a professional manner at all times and adhere to the Malvern Panalytical / Spectris Code of Business Ethics, Ethical and H&S policies
- BSc or MSc or PhD Chemistry, Chemical Engineering, Physics or related field of science.
- Well informed and connected to the semiconductor and/or wafer industry and R&D
- At least 2 years' experience selling scientific instruments/equipment/systems (e.g. spectroscopy, microscopy, image analysis, x-ray analysis, particle characterisation) in semiconductor/wafer manufacturing or a closely related segment
- Experience with X-ray-based semiconductor metrology techniques is a strong plus
- Action oriented and self-driven for results
- Excellent verbal, written, and presentation communication skills
- Ability to work independently, with initiative and good, ethical & business judgment
- Strong organisational, planning and time management skills.
- Strong interpersonal skills and a good listener
- Substantiated capability to negotiate and close business.
- Adaptive to dynamic and changing environment
- Mature disposition, positive attitude and strong sense of commitment
- Ability and willingness to travel frequently
- Minimum 2 years' technical sales of technologies within the Materials Sciences sector
- Will need to be proficient and knowledgeable with the entire Malvern Panalytical product portfolio
- Experience with Salesforce CRM database would be a benefit
- Experience with Miller Heiman sales methodology or equivalent
- Excellent communication, presentation and customer management skills required
- Driving licence required
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Description
Roles & ResponsibilitiesROLE PURPOSE:
• Responsible for the achievement of the sector plan, while primarily focussing on the Semiconductor Segment, for orders and opportunity development for the all Malvern Panalytical products.
• Managing Malvern Panalytical's relationship with semiconductor and wafer/crystal customers through strategic planning and value-based selling.
• Proactively developing 'business' by engaging and collaborating with customers.
• Ensuring best possible coverage, representation and customer satisfaction levels for developing the Malvern Panalytical portfolio.
• Provide sales leadership and pre-sales activity to maximise the successful conversion of sales opportunities for the Malvern Panalytical portfolio.
RESPONSIBILITIES:
SKILLS AND KNOWLEDGE REQUIRED OF THE JOB HOLDER:
Entry Qualifications
Skills & Experience
Knowledge
Account Management
Spectroscopy
Semiconductor Industry
Selling
Product Management
New Business Development
Customer Management
Customer Satisfaction
Articulate
Action Oriented
Technical Sales
Image Analysis
