LS Product Application Sales Specialist (PASS) Light Microscopy

About Us:

How many companies can say they’ve been in business for over 177 years?!

Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the everchanging environments in a fast-paced world, meeting it with cutting edge of technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like, Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team!

Location/Region: This position is ideally located in Massachusetts.

What’s the role?

As Product Application Sales Specialist for Light Microscopy, you get to work with an astonishing team that plays a vital role at ZEISS. Show case your skills and experience with process enhancement at ZEISS. To strengthen our Team in the in the Research Microscopy team, we are seeking a LS PASS LM for our Massachusetts territory (must live within the territory; MA ideally). The LS PASS LM is a highly technical sales consultative position utilizing deep application knowledge and the Zeiss Selling Process (ZSP) to provide customer solutions to convert opportunities into orders and meet individual/territorial sales targets. The position requires supporting both a direct and indirect sales channel within a team environment. This position requires solid, working knowledge of current research techniques and a strong knowledge of laboratory workflow solutions. 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 the Life Science market. The knowledge of neuroscience, cell/cancer biology, developmental biology, plant sciences, immunology, pathology and toxicology is desirable. A thorough understanding of data handling and downstream management/analysis will be required. The position requires excellent demonstration, time management and persuasive communication skill sets. At all times, conduct in accordance with company guidelines and standards is expected.

Sound Interesting?

Here’s what you’ll do:

• Primary responsibilities of this position involve working in a team matrix to support the field sales organization (Direct and Indirect) to convert system opportunities to orders and provide after sales support to customers to ensure success with ZEISS system solutions.  
• The PASS will be responsible to engage in all aspects of project management with the direct and indirect channels utilizing ZSP (From IG(Information Gathering)=>IS(Information Sharing)=>order creation=>training=>sign off=>customer success).
• The position requires exceptional demonstration and presentation skills on all products within the covered portfolio.  Sound knowledge of competitive instruments, strengths and weaknesses will be important for success.   
• Pass will require basic knowledge of Light Microscopy, Imaging/Image Analysis, as well as third party equipment as required. 
• PASS will assist/support the direct team to create technically correct configurations of the relevant products they are responsible for, and monitor and update SAP/CRM
• PASS is fully responsible for the indirect channels to create technically correct configurations of the relevant products they are responsible for and monitor and update SAP/CRM.
• PASS should be familiar with the Installation Process (FM-5001-02) and ensure that all aspects of expectation setting, and management are fulfilled. Further they should be familiar with the systems escalation process (QA-3008) and exercise that process when required.
• The PASS is responsible for completing system training obligations for all products defined in their basket by the current compensation plan and securing the necessary sign off documentation.  After-install problem ownership is critical in this position, and the PASS is responsible for coordinating all after-install activities required to correct any unsatisfactory issues in conjunction with regional service and sales support personnel.  In addition, the PASS is required to support all Systems instrumentation that is within their territory and is still considered a supportable product by ZEISS.   
• Support of customer is considered a key aspect of this role and is facilitated via phone, Go-to-Assist, email, or in team visits in the field.  
• The PASS will interface closely with NA Business Sector Marketing providing feedback regarding literature, promotional material, technical Support Material, lockout specs, data sheets, quotations, pricing of competitive instruments, applications, target markets and any customer intelligence learned in the field.
• Responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks
• The PASS is expected to control direct expenses via strategic planning and employing cost effective measures to their regional business. 
• A strong effort is expected to maintain customer satisfaction (Success) as measured by the Net Promoter Score (NPS).

Do you qualify?

• Bachelor’s degree or higher in biological science or bio-engineering preferred from an accredited college or university
• Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics a huge plus
• Good knowledge of software for post acquisition analysis such as quantification, visualization, correlation, coding/scripting and other microscopy based solutions is a plus.
• Prior experience in technical sales and managing a field coverage area for technical sales or product support is a plus
• Working knowledge of or prior work experience overseeing a shared instrumentation (Core) lab or facility is an asset
• Working knowledge is preferred on high-end microscopy, including laser scanning microscopy, 2-photon microscopy, super resolution, deconvolution, point spread functions, TIRF, FRET, FRAP, and advanced imaging techniques such as automated time lapse with Z-stack, etc.
• Strong presentation skills required, excellent written and verbal communication skills
• Exceptional customer service skills with a focus on solutions-oriented sales
• Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently
• Energetic, results-driven with excellent organizational, time management and prioritization skills.

We have amazing benefits to support you as an employee at ZEISS!

• Medical
• Vision
• Dental
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay
• The list goes on!

ZEISS is an EEO/AA/M/F/Disabled Veteran Employer

Your ZEISS Recruiting Team:

Zeiss provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).