Sales Representative
Sales & Business Development · Full-time
Boston, MA, USA
At Reach Industries, we believe that scientists are solving some of the world's most pressing challenges, from combating climate change to developing vaccines and new treatments for diseases yet their tools are still poor. Our AI powered software platform, Lumi, automates operational data capture, insights and processes in labs, augmenting scientists so they can focus on the more creative aspects of their work. Lumi is versatile and is being applied across a wide range of life science industries, including in biotech and pharma.
We are a startup where the early team have a strong background in various frontier technologies and a deep love for making science better. We've already shipped a first version of the Lumi platform and we've received excellent feedback from early customers. We have very ambitious plans for Lumi ahead, so now we're looking for a Product Manager to become a vital part of our core team.
Role brief:
We are seeking a dynamic and driven Sales Representative to join our Reach Industries team. This role is crucial in expanding our market presence and driving sales of our Lumi product line. The ideal candidate will have a strong background in biotech sales, excellent communication skills, and a deep understanding of lab automation technologies. This role will predominantly grow/support customers across the East Coast/Midwest of the United States.
Your impact
Pipeline Generation:
Create 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. Utilize various strategies and tools to generate leads and move them through the sales cycle. Identify and pursue new business opportunities within the embryology/IVF and toxicology sectors. Monitor market trends, competitor activities, and industry developments to identify opportunities.
Sales Forecasting:
Develop and maintain accurate sales forecasts, leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. Maintain accurate and up-to-date records of sales activities, customer interactions, and pipeline status using CRM software.
Solution Selling:
Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. Develop and implement effective SaaS sales strategies to achieve sales targets and expand market share for Lumi. Define the product's positioning and messaging to meet market needs and business goals.
Negotiation and Closing:
Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements.
Customer Lifecycle Management:
Build and maintain strong relationships with key customers, including laboratories, research institutions, healthcare facilities. Provide exceptional customer service and support, addressing client needs and resolving enquiries promptly. Provide feedback to the marketing and product development teams to enhance product offerings and strategies. Engage directly with scientists, researchers, and partners to understand their needs and act as the Voice of the Customer.
Your Experience
- Bachelor’s degree in Engineering, Biotechnology, Life Sciences, or a related field
- Proven track record of at least 3-5 years in marketing, sales, or applications within the Biotech or Life Sciences industry
- You are drawn to our mission and you want to help Reach Industries win new business across your territory
- Strong understanding of laboratory workflows and processes
- Ability to bring market insight/ideas into the process and contribute to strategic discussions early
- Excellent communication, presentation, negotiation, and closing skills
- Ability to travel as required to meet with clients and attend industry events
Key Competences
- Results-oriented and self-motivated with a strong drive to achieve sales targets
- Ability to build and nurture long-term customer relationships
- Adaptability to a fast-paced and dynamic work environment
- Outstanding problem-solving, strategic-thinking, and interpersonal skills
- Strong organizational and administrative skills
- Excellent attention to detail, time management, and process management
- A full driving license and access to a car required
- Ability and willingness to travel as necessary
- Remote working location within Greater Boston Area
- Territory: Northeast and Midwest including MA, NJ, ME, VT, NY, NJ, PA, CT, DE, RI, IL, IN, OH, WI, MI, WV, VA, NC, SC, KY, TN
Perks
- Competitive salary depending on applicant experience and skill level.
- Stock Options We want our team to be a part of our success and offer all permanent team members stock options
- PTO 25 days + Public Holidays + Birthday off + Company closure between Christmas and New Year
- 401k matched at 4%
- 100% coverage on PPO Aetna Health Insurance
- Growth & Development Allocated annual budget for conferences, training courses and other materials
Celebrating Diversity
We encourage, support and celebrate diversity in the workplace and in all aspects of life. We are proud to be an equal opportunity employer who strives to ensure a balanced and measured approach to all aspects of employment.
We want this to be the best place you've ever worked; a fun environment where you will positively influence the culture and have the freedom and confidence to do your best work with the respect and trust of your colleagues.
Polite Recruiter Note
We currently do not wish to work with any external recruiters or agencies, please do not contact us at this stage as it will jeopardise any opportunity of working together in the future.