Posted on OINDPnews on June 5, 2020
Company: TSI
More information and job application link
| Job Grade: 6 | FLSA Status: Exempt | Direct Reports: 0 |
| Reports To: Daniel Bissell | Effective Date: January 2020 |
| JOB SUMMARY |
The Pharmaceutical Inhalation Testing Sales Representative drives the sales of MSP™ and Copley Scientific™ laboratory equipment used in the development of Metered-Dose Inhalers (MDI), Dry Power Inhalers (DPI), Nebulizers, and Nasal Sprays. This role directly engages prospective and existing customers and applies technical knowledge of MSP products designed for evaluation of Delivery Dose Uniformity (DDU), Aerodynamic Particle Size Distribution (APSD) with the Next Generation Impactor (NGI), and In Vitro-In Vivo Correlations (IV-IVC). In this role, the sales representative will apply an understanding of pharmaceutical standards such as the US Pharmacopeia, FDA guidance documents, ISO test procedures, and involvement with International Pharmaceutical Consortium on Regulation and Science (IPAC-RS) to best support customers.
This position is ultimately responsible for implementing and executing sales strategies for the assigned region to achieve sales volume consistent with business goals. This will include developing system solutions, quoting, and appropriate documentation within a Customer Relationship Management database.
Visit these links to learn more about the pharmaceutical inhalation testing product line.
- TSI Inhaler Testing Automation: https://tsi.com/products/inhaler-testing-automation-and-lab-organization/
- TSI Generic Drug Development Equipment: https://tsi.com/products/generic-drug-development-equipment/
- TSI In Vitro-In Vivo Correlation: https://tsi.com/products/in-vitro-%e2%80%93-in-vivo-correlation-ivivc-equipment/
- Copley Scientific IV-IVC: https://youtu.be/LcWC_hMWpGM
- Copley Scientific Inhaler Testing: https://www.copleyscientific.com/browse/inhaler-testing/
| JOB RESPONSIBILITIES |
- Develop new customer relationships through consultative selling to end users, applying an effective needs analysis approach and utilizing marketing collateral/demonstrations to provide uncommon value.
- Leverage existing customer relationships through post-order support, technical support, and training efforts resulting in the cultivation of customer referrals and exposure to new products/solutions.
- Source new sales opportunities through inbound lead follow up and strategic outbound cold calls, emails and referrals in a timely fashion to achieve annual revenue target.
- Travel (~40%) to customer locations (mostly in CA, NC, MA, OH, and WI) for in-person consultation, field service support, installations, and IQ/OQs.
- Collaborate and actively participate in team discussions, meetings and events. Provide clear and timely input to product marketing and development.
- Maintain understanding of standards, codes, regulations, and best practices through attendance and active participation (as a speaker) in appropriate conferences/tradeshows as the TSI brand ambassador.
- Document customer calls in Customer Relationship Management (CRM) system and use such tools for analysis, administrative responsibilities, expense management, territory planning, and forecast management.
- Complete other assignments and special projects as requested.
This position is should achieve an annual sales revenue target associated with the geographical territory of North and South America.
| SUPERVISORY RESPONSIBILITIES |
None assigned
JOB REQUIREMENTS |
- Education
- Required: B.A, B.S. in Engineering/Science or related field
- Desired: Master’s Degree.
- Experience
- Minimum of +3 years of experience providing product applications support in pharmaceutical testing and/or related industry.
- Desired:
- Minimum of 2 years of experience and proven success with direct sales of highly technical related products, preferably pharmaceutical inhalation toxicology instrumentation, or in markets requiring an understanding of customer applications and technical requirements
- Experience selling to multiple levels of buying influences within organizations highly valued
- Knowledge, Skills and Abilities:
- Highly motivated self-starter who takes initiative with minimal supervision
- Technical aptitude to understand assigned products
- Ability to prioritize and drive for results
- Inquisitive in nature and high level of integrity
- Ability to effectively communicate and present information to a wide range of audiences
- Excellent interpersonal, organizational and verbal/written communication skills
- Partner effectively with other teams within organization
- Proficient in current Sales methodologies and best practices
- Maintain a consistent professional presence (physical, verbal and written) when representing TSI
*Travels ~30% to meet with customers and attend conferences, trade shows etc.
*Valid driver’s license and proof of auto insurance required
*Must be able to work for any US Company without sponsorship (No F1 or H1B Visas)
- Specific Job Competencies:
- Building and Supporting Teams
- Championing Customer Needs
- Communicating Effectively
- Displaying Technical Expertise
- Driving for Results
| Achievement Orientation | Uses proactive and creative tactics to expand customer relationships and acquire new business. Aggressively pursues challenging goals and objectives; pushes him/her and others to accomplish as much as they possibly can; does not settle for average performance. Calls attention to opportunities to move the business forward; creates compelling arguments explaining the advantages associated with different opportunities. |
| Collaboration | Works with others inside and outside the organization to uncover productive, and when needed, unusual/nonconventional ways of solving problems effectively and efficiently. Makes efficient use of other people’s time; comes prepared to contribute during meetings. Shows appreciation and understanding toward others’ views and goals; acknowledges and respects other people’s arguments even if he/she does not agree with them. |
| Communication Versatility | Spoken and written communication is accurate, clear, concise, and compelling. Tailors message to fit the interests and needs of the audience; focuses on relevant topics; uses vocabulary and terminology appropriate given the background of the audience. Is self-aware and able to adjust communication style; chooses words carefully when engaging others in discussion; effectively uses conversational tools (e.g. storytelling) to make a positive impression and build rapport. |
| Curiosity | Seeks know-how by proactively researching, asking, listening, and clarifying. Seeks first-hand customer information to address needs, improve solutions, services, and provide uncommon value. Establishes personal goals and actively seeks opportunities to achieve them; constantly looking for ways to learn and develop oneself. Questions existing assumptions and beliefs; encourages people to think of alternative ways of doing things. |
| Judgment / Integrity | Accountable for performance and actions. Does not blame others or position excuses for problems. Able to logically defend and explain judgments and decisions; provides clear rationale and fact-based assessment for decisions. Expresses views openly and honestly; responds candidly to people’s questions; acts with a high degree of professionalism and ethics. |
| EQUIPMENT TO BE USED |
Must be able to
- Use standard office equipment such as copier, fax, telephone, postage, etc.
- Operate computer and other electronic equipment
| WORK ENVIRONMENT |
Work is typically performed in a standard office setting working at a desk or table on a level surface. Air quality and noise levels are within normal limits. Eye protection is usually not required. Under normal conditions, exposure to excessive noise, dust, humidity, and fumes is rare. Individual may be required to work more hours than normally expected during a regular workweek depending on workload and deadline requirements.
