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Solution Sales Specialist – Microbiology

The Solution Specialist reports directly to the Area Sales Director (each responsible for a specific geography) and is responsible for progressing the increase of sales of Neogen’s microbiology products in the defined Territory. Candidate should live in proximity to an airport and expect to travel ~50%. Candidate should live in the South/Southeast including TX, AR, LA, TN, KY, MS, AL, GA, and FL. Indicator testing platforms (i.e. Petrifilm and Soleris Next Generation) as well as pathogen testing (i.e. ANSR and MDS), and the sample handling portfolio are the focus products for this role. Individual is expected to have broad knowledge of the entire Neogen food safety microbiology portfolio.  This role will serve as a Peer to the Area Sales Director and be one of three key Sales Specialists per Area which will increase Neogen market share and share of wallet across the customer segments.   This includes selling, and positioning Neogen’s microbiology testing products with key influencers, large multinational accounts, distributors, and sub-distributors.  This role is primarily a pre-sale business development, technical subject matter expert position, with some time assisting fellow team members on large strategic account projects on a regional basis. 

Why You Matter 

As a key member of the sales team, the Solutions Specialist will be responsible for driving the sales of key microbiology products within all industries. This role is delivering needed solutions to improve food product safety and quality. This role will interface with industry leading food quality professionals to support the growth and opportunity for microbiology products and services for Neogen.  The individual will be the area subject matter expert on competitive intelligence, regulatory changes and impacts, liaison with key industry events and meetings, and a center of collaboration for aggressive market expansion.

What You’ll Do

• Develops strong relationships within client organizations at the executive decision-maker and end-user levels; present a consistent image to those clients; build high levels of client satisfaction; execute proper client agreements.
• Positions microbiology products in corporate laboratories, commercial/contract labs, food/beverage production environments, and USP/EP-focus manufacturers in the defined territory and with key accounts as assigned.
• Has a deep understanding of the operational impacts of quality systems, quality metrics, other KPIs for both a food production company and various other supply chains.
• Travels up to 50% of the time to present, support, close sales opportunities and/or coordinate with corporate account contacts regarding product evaluations and sales activities - to drive product adoption and grow revenues.
• Demonstrates Neogen products, through sales and technical resources, PowerPoint presentations and emphasizes product value, differentiation, and advantages to corporate accounts with the intention of achieving profitable sales growth.
• Works with Marketing, Portfolio management, field technical services, and other Business Development team members on the market direction, competition, and trends for microbiology analysis in food.
• Is a key member of the area sales team. This team effort will include support of smaller “inside sales” accounts, large customers, and key strategic accounts.
• Provides new customer data and pertinent data for current corporate accounts to manage.
• Participates in industry associations and trade shows to build business and obtain sales leads.  Participation in committees may be essential.
• Be an ambassador of Neogen microbiology solutions, such as technical presentations at trade shows, corporate training events, and trade association meetings.
• Continues to build skill level with product knowledge, market segment knowledge, sales skill training and studies.
• Identifies and communicates needs for microbiology to Marketing, Project Management and R&D
• Manages business activity and process through Salesforce.com including call reports of business development activities, forecasting, and contracting management.  Required to log all activities in Salesforce for proper team-based selling.
• Submits expense reports weekly that are within assigned budgets and/or parameters.
• Work with Product Management and Sales trainers for new/improved product launches.
• Other duties as assigned by management.

Perform other duties as agreed upon with supervisor

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must have and maintain a valid license to drive at all times.

Language Skills: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Spanish is a plus.

Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills: To perform this job successfully, an individual should have knowledge of Project Management software, Adobe Acrobat, Microsoft Excel Spreadsheet software, Microsoft Word and PowerPoint Word Processing software; CRM applications, as well as network and browser applications.

Competencies: To perform the job successfully, an individual should demonstrate the following competencies:

Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.

Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.

Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.

Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests.

Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Strategic Thinking - Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

Judgement - Includes appropriate people in decision-making process; Asks for and offers help when needed.

Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Sets goals and objectives; Develops realistic action plans.

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Accepts responsibility for own actions; Follows through on commitments.

Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.

Safety and Security - Observes safety and security procedures; Reports potentially unsafe conditions.

Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.

Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; sit and use hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms and climb or balance. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision and color vision.

Education and/or Experience:  College degree in Biochemistry, Food Science, Chemistry, Human/Animal Nutrition, and/or other related fields are preferred (related equivalent work experience may be acceptable) while knowledge in the areas of carbohydrates or enzymology would be an advantage. PCQI, HACCP, or similar type certification will be beneficial for this role.

Compensation: 

• Salary
• Bonus Program
• Fringe Benefits:  401(k), Health Insurance, Disability Insurance, Flex Plan

From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.