Sales Engineer, Microscopy

About the role

The Sales Engineer for the Microscopy business at Lumencor is responsible for advancing the goals and objectives of the sales team by driving growth across the life science research and microscopy markets throughout the Americas. The role will initially focus on well-defined target territories, with strategic expansion into additional territories as demand grows.

Responsibilities

• Develop and execute an annual territory business plan aligned with revenue, bookings, and strategic growth objectives for the key areas of influence in the Americas, primarily in the United States.
• Identify, prioritize, and prospect new accounts, market segments, and channel opportunities to expand Lumencor's presence within the microscopy market with specific focus on KOLs and key territories of interest with whom Lumencor has already fostered relations and sales.
• Build and maintain relationships with imaging directors, core facility managers, principal investigators, researchers, microscope manufacturers, distributors, and other key influencers.
• Conduct customer discovery discussions to understand research applications, workflow requirements, technical challenges, and purchasing priorities.
• Qualify and develop sales opportunities by aligning Lumencor solutions with customer needs and business objectives.
• Deliver product demonstrations, technical presentations, and application consultations that effectively communicate the value of Lumencor products.
• Collaborate with distributors, resellers, and strategic partners to identify opportunities, develop account strategies, and increase market penetration.
• Provide product training and sales support to channel partners and end users through both in-person and virtual engagement.
• Foster workshops, courses, demonstrations with channel partners and independently.
• Prepare quotations and support responses to RFQs, bids, and other commercial requests.
• Achieve assigned revenue, bookings, and pipeline development objectives.
• Maintain and grow existing customer relationships by identifying expansion opportunities, supporting product adoption, and ensuring a positive customer experience.
• Monitor industry trends, competitive activities, and emerging microscopy technologies to identify new business opportunities and market needs.
• Maintain accurate opportunity records, customer interactions, account activity, and sales forecasts within Salesforce CRM and mine existing data for direction in prioritization of sales activities.
• Provide regular territory updates, pipeline reviews, revenue forecasts, and business insights to sales leadership.

Requirements

• Bachelor's degree in Life Sciences, Biology, Biomedical Engineering, Physics, Optics, or a related scientific discipline, or equivalent combination of education and relevant experience is required.
• Advanced knowledge of optics, lasers, and digital microscopy techniques.
• A successful candidate must be familiar with and have the capability to speak intelligently about microscopy, optics, and the practice of sound experimental design.
• The candidate must understand fluorescence microscopy as well as other life science applications that require high performance lighting.
• The candidate must be able to respond to application questions and/or troubleshooting via sketching and talking in an educated, informed manner.
• At least 25% of employment time spent traveling to support sales efforts.
• Must possess and maintain a valid driver's license in state of residence and the ability to travel throughout the assigned territory.