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AI Summary
This is a remote Sales Engineer role focused on upstream bioprocessing within Watson-Marlow Fluid Technology Solutions, a FTSE100 company. The position involves consultative selling, account management, and business development across the EMEA region. You will leverage technical expertise in fluid handling to drive growth in the life sciences market. The role requires autonomy, extensive travel, and frequent customer interactions to promote innovative solutions. Ideal for a sales professional with a strong background in bioprocessing and a collaborative mindset.
Role DNA
Job Complexity
Easy Hard
Pace & Pressure
Relaxed Fast-paced
Autonomy Level
Guided Full Ownership
Communication Load
Independent Highly Collaborative
AI Insight The role requires deep technical knowledge of upstream bioprocessing and fluid handling, combined with consultative sales skills and independent management of a pipeline across EMEA - a complex mix that justifies a difficulty level 4.
Salary Analysis
AI Insight The salary was not listed, but based on US market data for Sales Engineers in bioprocessing/pharma, a competitive base salary typically ranges from $80,000 to $150,000, with a median around $110,000. Total compensation often includes commission or bonus, enhancing overall earning potential.
Core Skills Required
Dear Hiring Manager,
I am writing to express my strong interest in the Sales Engineer - Upstream Bioprocessing position. With a background in bioprocess engineering and a proven track record in consultative technical sales, I am confident in my ability to drive growth for Watson-Marlow's fluid solutions across EMEA. My experience includes building strategic customer relationships, managing complex pipelines, and delivering tailored solutions that optimize upstream processes.
I am particularly drawn to the opportunity to work autonomously while collaborating with a global team to champion innovative fluid handling technologies. I thrive in fast-paced environments and am committed to exceeding targets through a customer-centric approach.
Thank you for considering my application. I look forward to the possibility of contributing to the success of Watson-Marlow Fluid Technology Solutions.
Sincerely,
[Your Name]
Can you describe your experience with upstream bioprocessing and how it applies to selling fluid handling solutions?
I have hands-on experience in upstream bioprocessing, including cell culture, fermentation, and media preparation. In my previous role, I worked with clients to optimize their fluid transfer systems, reducing contamination risks and improving yield. This technical background allows me to understand customer challenges and position our peristaltic pumps as reliable solutions.
Walk me through your consultative sales process from lead generation to closing.
I start by researching the prospect's operations and hypothesizing potential pain points. During initial meetings, I validate these hypotheses through open-ended questions. Then I co-develop a solution, often involving technical demos. I ensure alignment with stakeholders and provide a clear ROI case. Finally, I manage the implementation plan and follow up to ensure satisfaction.
How do you prioritize and manage a sales pipeline across multiple accounts and territories?
I use CRM tools to categorize leads based on deal size, stage, and probability. I allocate time based on potential impact and urgency. For EMEA, I consider time zones and cultural nuances. I regularly review pipeline metrics and adjust focus to ensure consistent progress toward targets.
Give an example of a challenging customer objection you overcame in a technical sale.
A client was hesitant to switch from a traditional pump to a peristaltic system due to concerns about tubing wear. I arranged a side-by-side test at their facility, demonstrating lower maintenance costs and equivalent performance. By providing data and a trial period, I addressed their concerns and secured a long-term contract.
How do you stay current with industry trends and competitor activities?
I subscribe to bioprocessing journals, attend conferences like BIO, and participate in webinars. I also network with industry peers and follow key competitors. This helps me anticipate market shifts and adjust my sales strategy to highlight our unique advantages.
Job Title: Sales Engineer – Bioprocess
Location:EMEA
Location Type: Remote
Website: https://www.wmfts.com/en/
Group: https://www.spiraxgroup.com/
Market: https://www.wmfts.com/en/pharmaceutical-biotech/
Watson-Marlow Fluid Technology Solutions is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies.
When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more.
Job Summary:
As a Sales Engineer, you will play a pivotal role in driving sustainable business growth by establishing and nurturing customer relationships, providing technical expertise, and promoting our innovative fluid management solutions across the Life Sciences market – specifically this role will be driving our product portfolio across Upstream Bioprocessing applications.
You will be responsible for identifying and engaging potential customers, managing a robust pipeline of opportunities, and supporting key account growth through consultative sales practices. The role involves frequent interaction with customers, including on-site visits and virtual demonstrations, to showcase the features and benefits of our cutting-edge products.
Your ability to work autonomously, travel extensively, and adapt to dynamic challenges will ensure success in this impactful role.
Key Responsibilities:
- Account Management: Establish a and maintain a sustainable pipeline of potential opportunities by growing key customers and high-growth industries within Upstream Bioprocessing.
- Business Development: Identify and engage potential customers through research, networking, and industry events, promoting the full range of Watson-Marlow products.
- Consultative selling Use a consultative approach to guide customers through their buying journey. Start by researching each customer to form a hypothesis about their potential pain or gain. Validate this directly with the customer, then help scope and define the problem. Co-develop a tailored solution and implementation plan with the customer.
- Customer Partnering: Act as a trusted advisor for existing customers, offering technical expertise and building long-term relationships by understanding customer needs, troubleshooting issues, and providing proactive recommendations to enhance system performance.
- Managing Sales Leads: Take ownership of sales leads and inquiries, providing tailored quotations and ensuring timely follow-ups.
- Allocating Workload Strategically: Strategically allocate workload across EMEA support functions to free capacity for high-impact commercial initiatives.
- Demonstrating Products: Proactively visit customers and attend exhibitions showcasing Watson-Marlow products through on-site or virtual demonstrations, highlighting features, benefits, and real-world applications.
- Researching Trends: Research competitor, market, and industry trends; engage in ongoing professional development to stay at the forefront of industry advancements; share insights and best practices with global colleagues to enhance collective success.
- Utilising CRM Tools: Use CRM tools to track and manage leads, ensuring consistent follow-ups and progression through the sales funnel, and deliver accurate and timely forecasts to support sustainable business growth.
- Driving Total Customer Solutions: Adopt the Total Customer Solutions drive by utilising consultative sales skills and acting as a true ‘partner’ to the key customer base.
- Championing Core Values: Champion core values, fostering a culture of safety, collaboration, customer focus, excellence, and respect across teams to deliver exceptional results.
Skills/Experience:
- Strong understanding of fluid handling applications across upstream Bioprocessing is essential.
- BSc or Diploma in an aligned subject or equivalent technical experience within an aligned industry is required.
- Due to the nature of our business you will need technical sales experience selling process capital equipment or similar services/products into life sciences customers.
- You will have a strong commercial acumen, with a proven ability across both key account management and business development in a technical B2B environment.
- Our sales engineers are often required to act independently, therefore its essential to have entrepreneurial skills including problem solving, budgeting, networking and collaboration skills.
- Face to face interaction is essential for partnering, so the ability to travel 60-70% across the designated patch is essential.
At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:
- A competitive salary
- Flexible working arrangements
- A generous holiday allowance
- Three days’ paid volunteering leave
- Additional support and benefits through our Everyone is Included Group Inclusion Plan
Everyone is Included at Spirax Group
We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued – across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique. We want everyone to be able to make their difference here, so we will always consider requests for flexible working.
We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include
- Gender-neutral parental leave
- 15 days of extra paid caregiver leave
- Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
- Menopause-friendly workplace principles and more
- Learn more at spiraxgroup.com/inclusion.
We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.
We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.
If you require accommodations during the application process, please let us know.
Company Overview
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.
Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones!
Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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