About this role
Responsibilities:
• Employ strong prospecting skills and leverage networks in assigned territory to identify new project opportunities.
• Manage the entire sales process from prospect initiation, identification and qualification of new opportunities to fill the sales pipeline, proposal development, and securing commercial commitment with customers.
• Create and present a business case for new opportunities to Ascential management team.
• Take ownership of all proposals and commercial strategy for new projects.
• Develop, implement and execute an account territory plan to grow share at existing customers and secure new customers within the Latin America Medical and Life Sciences market.
• Clearly communicate Ascential value proposition and capabilities, and alignment with customer needs.
• Maintain regular and timely communications with customers within territory. Ensure corrective actions are in place and communicated to management or other key Ascential functional areas.
• Develop relationships with critical decision makers through regular face to face customer engagements, understanding needs and continued follow up to identify and secure new opportunities.
• Expand knowledge of customer business trends and markets, and partner with Ascential Strategic Account Management office to develop and execute a Strategic Account Management Plan for identified strategic accounts.
• Establish and negotiate contracts in partnership with Ascential legal and management team.
• Attend and engage with customers at trade shows, conferences, and industry meetings.
• Update opportunities and sales prospecting activities in Salesforce weekly and maintain data accuracy.
Knowledge, Skills and Abilities
• Strong prospecting skills to identify and develop new sales opportunities.
• Must possess an active network of contacts in the Medical and Life Science market to help with prospecting activities.
• Strong sales call planning/execution skills and sales opportunity development and management skills.
• Business acumen to enable opportunity qualification based on customer business case, ROI, budget, and strategic fit.
• Strong strategic selling skills to develop, communicate and lead a strategy to win new project opportunities.
• Demonstrated ability to generate revenue growth using strategic account management techniques.
• Strong sense of work ethic, personal accountability, self-directed, process focused and results driven.
• Curious and constantly looking to improve professional and personal performance.
• Experience dealing with multiple deadlines and working in a fast-paced environment.
• Ability to deal effectively with pressure, recover quickly from setbacks, and remain optimistic and competitive under adversity.
• Demonstrated customer focus and orientation to deliver customer value.
• Collaborative and proven ability to work with and lead teams both internally and externally.
• Excellent verbal and written communication skills, influencing, analytical, and problem-solving skills.
• Experience selling complex high dollar technical solutions to customers. Selling manufacturing automation solutions preferred.
• Strong contract negotiation skills to secure opportunities while maximizing project margin.