Product & Application Sales Specialist, LM

Description & Principal Purpose
The Product and Applications Sales Specialist (PASS) is a highly skilled and highly technical sales position which relies heavily on consultative selling skills and the use of the Zeiss Selling Process (ZSP) to meet customer requirements and individual/territorial sales targets. Success requires strong customer support, both product and application, for defined products within the laser scanning and high end imaging groups in the defined territory for both the Academia and Industry markets. This requires technical knowledge of each of the various systems and components and excellent time management skills. At all times, conduct in accordance with company guidelines and standards is expected.

Primary Duties and Responsibilities:
1. Increase WIN probability on LM opportunities
2. Funnel development/enlargement for LM
3. Post-sales activities for LM

Main tasks
Including but not limited to:
1. Increase WIN probability for LM opportunities
- High project visibility LM projects
+ Work in CRM
+ Close communication with SALES
+ Close communication with APAC / HQ
- Good Market understanding for LM in SEA
+ Competitor information (for main LM competitors)
• Battlesheet
• Organization
• Business
+ Build up KOL (current and future)
- Configuration for LM systems
+ Quotation
+ Tender fulfilment
+ Lock-Out Specs
- LM Demo success
+ Pre-demo evaluation
+ Contact APAC / HQ demo team
+ Inventory planning for local Demo stock
- Personnel development of SEA MIC Team / Dealers
+ Identification of Training needs-
• ZSP (Zeiss Sales Process)
• Technical specialization
• Soft skill
+ Conducting Internal training for Zeiss MIC Team and Dealers
- Proficient operation of ZEISS LM Systems, including relevant Zeiss SW and workflow between systems.
- Sales support for LM opportunities through all SEA academic and industrial sales channels.
+ Demonstrations, webinars, phone calls, training, applications support and opportunity qualification.

2. Funnel development/enlargement for LM opportunities in SEA
- Strategic marketing activity
+ Plan efficiently on workshop/seminar/digital marketing
+ Promoting upgrade
- KOL development activities
- Working closely on CRM

3. Post-sales activities for LM systems
- Customer Trainings
- Application support
- Promoting AfterSale products

4. Any other duties and responsibilities as assigned by the management

Reports to: Regional Director,
Southeast Asia, Microscopy Business Group

• Masters Degree or higher, in Life Science, Bio Science, Physics or STEM discipline
• Prior experience in Microscopy, specifically Light and Laser Scanning Microscopes
• Understanding of and experience with industrial and academic sales and service processes
• Experience selling and supporting imaging and processing software, specific to LM, EM and or XRM is preferred
• Experience in Sales or Sales Support along with an understanding of capital equipment, manufacturing and engineering processes.
• Intermediate expertise in Microsoft Office (Word, Excel, PowerPoint).
• Good Presentation Skills
• Good Communication & Interpersonal Skills

- Salary and bonus in accordance with the company
- Insurance policy in accordance with the company
- Paid leave policy in accordance with the company

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