Kimble Chase Life Science and Research Products, L Territory Manager, Packaging (Central Region) in Kansas City, United States
DWK Life Sciences (DURAN WHEATON KIMBLE) was created as a result of the merger of three industry leaders and provides the world’s laboratories and production environments with the most comprehensive range of labware for scientific research and technical applications as well as solutions for storage and packaging. We manufacture a full range of precision glassware and specialty products for life sciences. We also offer products and services (vials, ampules, stoppers, septa, seals, caps, bottles, tubes, flasks, and value added services) to customers seeking packaging solutions.
Company revenue is generated through four primary channels; (i) Global distributors, (ii) National Distributors, (iii) Direct Field selling efforts and (iv) Inside Sales selling efforts.
DWK Life Sciences supports four primary market segments; (i) Life Science Research, (ii) Life Science Production & Packaging, (iii) Industrial & Applied Science, and (iv) Clinical – Healthcare.
401(k) with a 75% match of your first 8% deferred
An additional 3% employer contribution each pay period
Medical (including prescriptions), Dental & Vision Insurance
Short and Long Term disability
Company Paid Life and AD&D Insurance
12 Paid Holidays
The field based Sales Representative is responsible for the sales growth and maintenance of Target and Key accounts in the assigned territory. The Sales Representative achieves sales budget and forecasts by maintaining customer relationships while consistently developing opportunities for growth within the existing customer base and new business opportunities.
This position requires strategic thinking, flexibility, commitment, and the ability to work independently. Successfully managing accounts, working under pressure, and adapting to changes in the work environment are essential. This position covers AR, KS, LA, MN, MO, ND, NE, OK, SD, TX, NM. In addition to weekly travel to support customers, this position may require overnight travel as needed for shows, meetings and training.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
Research customers’ needs and develop application of products and services in an effective manner by:
Focusing on Key and Target accounts
Determining account and territory strategies and goals focusing on the appropriate product and service for each
Coordinating data and information from staff and member groups
Researching and developing lists of potential customers
Evaluating product & service marketability in terms of customers' technical needs
Staying current with an understanding of the industry trends, government regulations, and technical developments that affect the customers and markets
Establishing and maintaining industry contacts
Working with sales support and staff to establish a communication path with the customer to ensure sales opportunities for products & services
Developing and maintaining a high level of knowledge and experience regarding the product & services we sell as well as the manufacturing capabilities.
Use Salesforce to manage and grow the territory
Develop and deliver sales presentations and close sales in a professional and effective manner by:
Developing sales proposals for customers on technical products & services
Making regular sales calls to develop relationships, service existing customers, and follow up on leads
Acting to close deals & finalize contacts
Meeting established sales revenue and profit goals
Participate in sales forecasting and planning in an effective manner by:
Researching, developing & maintaining long & short range sales plans, overall territory and individual Key and target accounts
Producing regular reports & final plans for Manager's approval
Maintaining an up to date awareness of strategic plans and procedures to coordinate sales/customer plans
Monitoring, analyzing, and communicating sales data, via ERP and contact management software, to support product/service planning
Maintain and expand database of accounts, contacts, and opportunities within supplied CRM system
Expected to travel in the given territory calling on accounts at least 50% of the time
Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers
Treating all employees and customers with dignity, respect and courtesy
Understand company quality policy and relevant quality objectives.
Education and Experience
BA/BS Preferred. Requires minimum of an associate’s degree or equivalent experience in the field
5+ years sales experience. Experience in the life sciences primary packaging arena is preferred.
Technical Sales Skills
Business Results Orientation
Must also possess a Change Orientation and Strong Analytical Ability.
Experience with CRM tools, Salesforce.com preferred
Work Experience/Physical Demands
Travel up to 50%
Heavy lifting up to 20 lbs
These are considered essential duties and are illustrative of those job tasks, which are fundamental. Employees may be required to perform additional related duties as may be assigned by management. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.