Overview:
The Informatics Business Development Specialist (IBDS) plays a key role in driving technical pre-sales efforts for Waters' suite of informatics solutions, including Empower Chromatography Data System, NuGenesis Lab Management System, the waters_connect platform, and our latest SaaS-based cloud applications. This commissioned role is focused on achieving revenue targets by supporting Informatics Sales Specialists in demonstrating and positioning enterprise-class software solutions across the scientific and life sciences markets we serve. Working with the Waters field matrix, the other business development specialists, and the product and field marketing teams is a key aspect of this role.
Critical to this position is a deep curiosity about solving customer problems with technology, an understanding of general laboratory workflows and the ability to communicate effectively. Candidates who have strong backgrounds in software, data handling, and laboratory workflow management are preferred.
This position will be based in the East District. States include: Pennsylvania, Maryland, West Virginia, Ohio, Virginia, North Carolina, South Carolina, Georgia, Florida and Eastern Canada.
Responsibilities:
Essential Elements of Informatics Business Development Specialist Role (IBDS)
* Serve as the technical subject matter authority during the pre-sales process, articulating the value and capabilities of Waters' informatics solutions.
* Focused on customer problems
* Will provide customer focused software solution demos and workflow analysis type discussions
* Required to work as a unified team with their respective Informatics Specialists
* Provide support for customer based "Proof of Concept" evaluations (POCs) and pilots.
* Primarily district focused but might need travel outside region when needed.
General Requirements
* Demonstrated ability to present enterprise class software to prospective customers
* High energy and excellent interpersonal skills - written and oral.
* Excellent presentation, time management, decision making and interpersonal skills are a must
* Ability to handle many projects/accounts at once and drive and achieve results
* Optimally and appropriately use visual aids when giving presentations
* Strategic planning and big picture ability
* Self starting and proactive personality a must
* Proficiency in Spanish and/or Portuguese language strongly preferred
Presentation Ability
* Ability to demonstrate the standard features and functions of Waters Informatics products
* Ability to discuss product concepts
* Produce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehended
* Recognizes when it is appropriate to push forward or to step back from an issue
* Uses visual aids effectively and appropriately when giving presentations
Technical Skills
* Knowledge of analytical instruments and software such as Waters Empower CDS, Lab Management Systems, and cloud-based scientific software
* Understanding of data science and Amazon QuickSight experience is a plus
* Baseline understanding of how Oracle databases (SQL) work
* Basic computer programming skills a plus
* Knowledge of cloud computing (SaaS) a plus
* Curiosity about lab instrumentation and the associated data challenges of our customers
* Proficient with Microsoft Office applications, such as Word, Excel and PowerPoint
Qualifications:
Education
* Bachelor's degree from an accredited university
* Course work in Chemistry, Biology, Information Technology, or Engineering a plus
Work Experience
* Three to Five years technical sales or engineering sales experience in a complex selling environment
* Experience in either the scientific or life sciences industry- Quality Control (QC) and late stage development lab experience a plus
* Shown success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentation
* Ability to map customer workflows to aid in the creation of a Return on Investment/Business Impact study
* Consistent track record in acquiring revenue or other target goals
* Experience selling into organizations that are regulated by GxP rules
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