Market: https://www.wmfts.com/en/pharmaceutical-biotech/
Watson-Marlow Fluid Technology Solutions is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies. When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more. Job Summary: As a Sales Engineer, you will play a pivotal role in driving sustainable business growth by establishing and nurturing customer relationships, providing technical expertise, and promoting our innovative fluid management solutions across the Life Sciences market - specifically this role will be driving our product portfolio across Upstream Bioprocessing applications. You will be responsible for identifying and engaging potential customers, managing a robust pipeline of opportunities, and supporting key account growth through consultative sales practices. The role involves frequent interaction with customers, including on-site visits and virtual demonstrations, to showcase the features and benefits of our cutting-edge products. Your ability to work autonomously, travel extensively, and adapt to dynamic challenges will ensure success in this impactful role. Key Responsibilities:- Account Management: Establish a and maintain a sustainable pipeline of potential opportunities by growing key customers and high-growth industries within Upstream Bioprocessing.
- Business Development: Identify and engage potential customers through research, networking, and industry events, promoting the full range of Watson-Marlow products.
- Consultative selling Use a consultative approach to guide customers through their buying journey. Start by researching each customer to form a hypothesis about their potential pain or gain. Validate this directly with the customer, then help scope and define the problem. Co-develop a tailored solution and implementation plan with the customer.
- Customer Partnering: Act as a trusted advisor for existing customers, offering technical expertise and building long-term relationships by understanding customer needs, troubleshooting issues, and providing proactive recommendations to enhance system performance.
- Managing Sales Leads: Take ownership of sales leads and inquiries, providing tailored quotations and ensuring timely follow-ups.
- Allocating Workload Strategically: Strategically allocate workload across EMEA support functions to free capacity for high-impact commercial initiatives.
- Demonstrating Products: Proactively visit customers and attend exhibitions showcasing Watson-Marlow products through on-site or virtual demonstrations, highlighting features, benefits, and real-world applications.
- Researching Trends: Research competitor, market, and industry trends; engage in ongoing professional development to stay at the forefront of industry advancements; share insights and best practices with global colleagues to enhance collective success.
- Utilising CRM Tools: Use CRM tools to track and manage leads, ensuring consistent follow-ups and progression through the sales funnel, and deliver accurate and timely forecasts to support sustainable business growth.
- Driving Total Customer Solutions: Adopt the Total Customer Solutions drive by utilising consultative sales skills and acting as a true ‘partner’ to the key customer base.
- Championing Core Values: Champion core values, fostering a culture of safety, collaboration, customer focus, excellence, and respect across teams to deliver exceptional results.
Skills/Experience:
- Strong understanding of fluid handling applications across upstream Bioprocessing is essential.
- BSc or Diploma in an aligned subject or equivalent technical experience within an aligned industry is required.
- Due to the nature of our business you will need technical sales experience selling process capital equipment or similar services/products into life sciences customers.
- You will have a strong commercial acumen, with a proven ability across both key account management and business development in a technical B2B environment.
- Our sales engineers are often required to act independently, therefore its essential to have entrepreneurial skills including problem solving, budgeting, networking and collaboration skills.
- Face to face interaction is essential for partnering, so the ability to travel 60-70% across the designated patch is essential.
- A competitive salary
- Flexible working arrangements
- A generous holiday allowance
- Three days’ paid volunteering leave
- Additional support and benefits through our Everyone is Included Group Inclusion Plan
Everyone is Included at Spirax Group
We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique. We want everyone to be able to make their difference here, so we will always consider requests for flexible working. We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include- Gender-neutral parental leave
- 15 days of extra paid caregiver leave
- Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
- Menopause-friendly workplace principles and more
- Learn more at spiraxgroup.com/inclusion.
