About Malvern Panalytical
Malvern Panalytical provides advanced
measurement and materials characterisation, accelerating innovation and
efficiency in R&D and manufacturing.
Malvern Panalytical technologies are
used by scientists and engineers in a wide range of industries and
organisations to solve the challenges associated with maximising productivity,
developing better quality products and getting them to market faster.
Almost every aspect of our modern world
has been developed or improved by understanding its fundamental chemical,
physical or structural make-up. Malvern Panalytical instruments combine
cutting edge engineering with the latest developments in data analytics and AI
– allowing industries and researchers to understand the world with absolute
precision, from biomolecular structures to quantum dots.
Products and services
Malvern Panalytical’s technologies
enable the measurement of parameters such as particle size, shape and zeta
potential, biomolecular interactions and stability, rheological properties,
elemental concentrations and crystallographic structure. Highly reliable and
robust characterisation of these properties is fundamental to predicting how a
product will behave during use, to optimising its performance and achieving
manufacturing excellence.
Malvern Panalytical instruments help
users better understand a wide variety of materials, from proteins and polymers
to metals and building materials.
ROLE PURPOSE:
•
Responsible for the achievement of the sector plan, while primarily focussing
on the Semiconductor Segment, for orders and opportunity development for the
all Malvern Panalytical products.
•
Managing Malvern Panalytical’s relationship with semiconductor and
wafer/crystal customers through strategic planning and value-based selling.
•
Proactively developing ‘business’ by engaging and collaborating with customers.
•
Ensuring best possible coverage, representation and customer satisfaction
levels for developing the Malvern Panalytical portfolio.
•
Provide sales leadership and pre-sales activity to maximise the successful
conversion of sales opportunities for the Malvern Panalytical portfolio.
RESPONSIBILITIES:
·
Contribute to achieving the sector plan through
sales of the Malvern Panalytical portfolio relevant for the semiconductor and crystal/wafer
industry and related R&D
·
Achieve pre-established sales quota and profitability
targets,
·
Represent Malvern Panalytical at trade shows,
workshops and seminars
·
Contribute to the (sector) team effort to
grow the country and territory (sector) business
·
Grow the opportunity pipeline through strong
and proactive outbound prospecting
·
Travel throughout the assigned territory to
call on existing and prospective customers
·
Develop and maintain strong relationships
with accounts, aiming at developing the Malvern Panalytical brand, maximizing
customer satisfaction, business retention and growth
·
Demonstrate value-based selling, using the
Miller Heiman approach.
·
Support Large and Strategic Account
Management programs (LAMP & SAMP)
·
Use Salesforce Lightning CRM software and
other technology tools to maximise business productivity and improve
communications within the Malvern Panalytical and with customers
·
Analyse and articulate customer and market
needs and provide market insight, trends and business messaging to Product Management
and Sector Marketing specialists
·
Present a professional manner at all times
and adhere to the Malvern Panalytical / Spectris Code of Business Ethics,
Ethical and H&S policies
IMPACT:
·
Growth and profitability of sector sales
revenue
·
Build technical competency on Malvern
Panalytical solutions and be perceived by customers as a credible technical
resource
·
Major impact on customer satisfaction
·
Maintain and build upon the professional
image of Malvern Panalytical
ACCOUNTABILITY:
·
Wins the right way, works independently to
achieve agreed (sector) objectives within the Code of Business Ethics
·
Monthly and annual achievement of (sector)
targets and objectives
KEY PERFORMANCE INDICATORS:
·
Sales and orders
volume
·
Conversation rate
of Marketing Qualified Leads (MQLs) into Sales Opportunities
·
Sales Opportunity
conversion rate to orders
·
Activity metrics in
the Opportunity pipeline
·
New Business
Development aligned to strategic growth initiatives
COMMUNICATION:
Customer and Supplier Communication
Regular
communication using latest technology tools.
Internal Communication
Regular
but effective and efficient communication with Sector Sales Manager, Sector
sales team, Segment Marketing, Territory Marketing, Product Management, Inside
Sales, Technical Specialists and Application Scientists.
SKILLS AND KNOWLEDGE REQUIRED
OF THE JOB HOLDER:
Entry Qualifications
·
BSc or MSc or PhD Chemistry, Chemical
Engineering, Physics or related
field of science.
Skills & Experience
·
Well informed and connected to the
semiconductor and/or wafer industry and R&D
·
At least 2 years’ experience selling
scientific instruments/equipment/systems (e.g. spectroscopy, microscopy, image
analysis, x-ray analysis, particle characterisation) in semiconductor/wafer
manufacturing or a closely related segment
·
Experience with X-ray-based semiconductor metrology
techniques is a strong plus
·
Action oriented and self-driven
for results
·
Excellent verbal, written, and
presentation communication skills
·
Ability to work independently,
with initiative and good, ethical & business judgment
·
Strong organisational, planning
and time management skills.
·
Strong interpersonal skills and
a good listener
·
Substantiated capability to
negotiate and close business.
·
Adaptive to dynamic and
changing environment
·
Mature disposition, positive
attitude and strong sense of commitment
·
Ability and willingness to
travel frequently
Knowledge
·
Minimum 2 years’ technical sales
of technologies within the Materials Sciences
sector
·
Will need to be proficient and knowledgeable
with the entire Malvern Panalytical product
portfolio
·
Experience with Salesforce CRM database would
be a benefit
·
Experience with Miller Heiman sales
methodology or equivalent
·
Excellent communication, presentation and
customer management skills required
·
Driving licence required
CORE COMPETENCIES:
- Customer Focus
- Decision
Quality
- Drives Results
- Communicates
Effectively
- Self-Development
- Collaborates
