LCMS Sales Specialist (Liquid Chromatography Mass Spectrometry)

Position Summary

Shimadzu Scientific Instruments is seeking an LCMS Sales Specialist to own and grow a defined Life Science territory in the Southeast region. This is a high-impact, territory-based sales role for an LC-MS specialist who is equally comfortable discussing fragmentation patterns in a mass spectrometry lab and building a strategic account plan with a department director. In this role, you will bring Shimadzu’s LCMS solutions to pharmaceutical, biotech, academic, clinical research, food safety, and environmental customers. You will be the face of Shimadzu’s LCMS business in your territory: a trusted technical advisor, a creative problem solver, and a results-driven sales professional. You will work alongside a collaborative regional team that includes field application specialists, a regional technical support manager, and a regional manager who leads with science and customer success.

Job Functions Include, But Are Not Limited To

• Drive Revenue & Territory Growth: Own and grow a book of LCMS business, consistently meeting and exceeding quarterly and annual sales targets
• Develop and execute a strategic territory business plan with targeted account-level tactics for new customer acquisition, competitive displacements, and installed base expansion
• Maintain a healthy, well-documented pipeline in CRM (Salesforce); submit accurate monthly and quarterly forecasts
• Identify strategic cross-sell opportunities (consumables, software, service contracts) to maximize revenue per account
• Consultative Customer Engagement: Serve as a subject matter expert in LC-MS/MS workflows, supporting customers from method development through quantitation in pharmaceutical, clinical research, environmental, and food safety applications
• Conduct compelling product demonstrations, application presentations, and workflow consultations tailored to each customer’s analytical challenges
• Represent Shimadzu at regional trade shows, scientific conferences (ASMS, PITTCON, etc.), and customer-hosted events to build brand presence and prospect pipeline
• Deliver technical training and post-sale support in coordination with field application specialists to ensure a best-in-class customer experience

Competitive Intelligence & Market Development

• Maintain current knowledge of competitive LC-MS platforms, market trends, and key vertical application dynamics
• Identify and pursue competitive conversion opportunities through targeted prospecting and differentiated positioning of Shimadzu’s LCMS value proposition
• Provide structured market feedback to regional management and marketing to inform product positioning and campaign development

Cross-Functional Collaboration

• Collaborate closely with field application specialists, regional technical support, and inside sales to deliver seamless customer solutions
• Partner with regional management to develop and execute account strategies for key growth accounts and strategic targets
• Coordinate with procurement and contracts teams to manage the complete sales cycle from quote through purchase order

Education And Qualifications

• Bachelor’s degree in Chemistry, Biochemistry, Biology, or a closely related scientific discipline
• Minimum 1 year of hands-on laboratory experience with LC-MS or LC-MS/MS instrumentation (method development, operation, troubleshooting)
• Experience with Shimadzu LCMS instrumentation preferred
• At least 1 year of capital equipment sales experience with demonstrated success achieving or exceeding quota
• Demonstrated experience selling into pharmaceutical, biotech, academic, clinical research, or CRO environments, preferably within the Southeast U.S.
• Deep technical understanding of analytical LC-MS workflows and the ability to translate complex science into compelling customer value
• Proficiency with CRM tools (Salesforce preferred) for pipeline management, forecasting, and reporting
• Strong consultative selling skills—ability to identify customer needs, design solutions, and close complex, multi-stakeholder deals
• Excellent communication and presentation skills; credible and confident in both scientific and executive conversations
• Ability to travel extensively within the assigned territory; valid driver’s license required

Compensation And Benefits

• This role is an exempt, full-time position that is benefits-eligible.
• The starting base salary range for this position is $96,000 to $98,000 annually, with compensation paid on a semi-monthly, exempt salaried basis.
• Additional variable compensation includes a commission plan based on sales territory performance, paid each payroll period.
• A discretionary year-end bonus may also be provided based on overall company performance.
• The offer package includes a company car with a fuel card, subject to a $55 per pay deduction for personal use.
• A company phone is also provided, fully paid by the employer, and can be used for personal purposes while remaining 100% company property.

EEO Statement

Shimadzu Scientific Instruments (SSI) is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.