Inside Sales Representative / Inside Sales Specialist

Role Summary

Job Title: Inside Sales Representative

Location: Quebec, Canada

In this role, you will provide critical support to our regional/national business operations, contributing to our success in these markets. This support will include qualifying and developing initial contacts, preparing budget quotes, following up with potential prospects until they are sales ready, as well as administrative tasks to ensure smooth and efficient business processes.

Responsibilities

• Qualify all inbound leads and distribute them, in accordance with established rules and guidelines, to the designated account manager in the territory.
• In collaboration with sales managers and territory field sales teams, participate in joint qualification calls when necessary in order to achieve annual objectives.
• Be able to identify a valid sales opportunity and follow clearly defined steps with inbound leads, to ensure qualification within the appropriate time frame.
• In line with the Sales Manager's objectives, participate in forecasting and other sales meetings as necessary, including alignment on order targets and how to exceed them.
• Become an expert in Salesforce and other tools used to improve sales effectiveness, and adopt new sales strategies/techniques when requested.
• Master the features, benefits, specifications and value propositions of Malvern Panalytical technical products in order to engage at an appropriate level with scientists, engineers and academics in various fields.
• Maintain long-term relationships with existing customers and acquire new customers, particularly in the main areas of particle characterization (laser diffraction, dynamic light scattering, image analysis, microcalorimetry, XRF, XRD, NIR, analytical services).
• Provide support to the Inside Sales EMEA team as needed, whilst respecting established performance indicators.

Requirements

• You are a person with strong commercial acumen, with a high level of responsiveness and ready to go beyond expectations.
• You have excellent oral communication, listening and questioning skills, as well as a good understanding of our products and their use in industrial and academic environments.
• Impacts the growth of Malvern Panalytical's business regionally. Contributes to the professional image of Malvern Panalytical.
• Has an impact on customer satisfaction.
• Demand pipeline metrics: MQLs, opportunities, revenue.
• Proven experience in effective pipeline acceleration, qualification and lead nurturing programs.
• Great attention to detail, strong time management and organizational skills. Foreign language and non-English website marketing skills are an asset.
• Up-to-date knowledge of trends and developments in B-to-B marketing.

Level of knowledge and/or experience

• You hold a Bachelor of Science (BSc) or higher, or an equivalent combination of training and experience in general biology, biochemistry, chemistry, physics, chemical engineering or materials science.
• Two to four years of relevant experience in sales/applications and/or training.
• Fluency in English (written, spoken and comprehension) is essential for this role, with the manager being based in the United States and the position involving interactions with potential clients across Canada as well as colleagues located in different regions of the world.

Skills and Abilities

• Personal motivation and ambition to progress in the position; experience in technical sales / analytical services / contract research organizations (experience in life sciences / pharmaceutical industry is an asset).
• Ability to discuss and sell services.
• Your career will start with a comprehensive integration program. We then continue to support and develop our employees by improving their skills, knowledge and performance through internal, on-the-job and external training.
• We value initiative and commitment by offering real career opportunities.
• When you join our company, you become part of a growing organization where you can help shape the future of our work processes.
• We offer a competitive compensation program.
• Our benefits include medical, dental, vision and disability insurance, a group RRSP with employer participation, access to telemedicine as well as an employee assistance program (EAP).
• Vacation, sick leave, personal time off and paid holidays.
• About us - Malvern Panalytical, Micromeritics and SciAps.
• Together we are a powerful and highly complementary combination of market leading technologies.
• We are the toolmakers for the world's most innovative companies, academic institutions, and government laboratories. We are their partners in discovery.

Malvern Panalytical instruments analyze the chemical, physical and structural nature of materials, from proteins to polymers and semiconductors to minerals. Our leading technologies measure particle size, shape, concentration and zeta potential, biomolecular interactions and stability, elemental concentrations and crystallographic structure.

Micromeritics manufactures systems for the characterization of particles, powders, and porous materials for a wide-range of end markets including catalysts, chemicals, building materials, clean-tech and batteries. Our leading technologies measure surface area, porosity, density, adsorption and particle activity.

• SciAps specializes in portable X-ray fluorescence (XRF), laser-based (LIBS) and near-infrared (NIR) analyzers to measure any element in any environment. SciAps is the Center of Excellence for our handheld instruments.
• We have a global footprint with R&D and manufacturing sites in North America, Europe, and Asia.
• We are more than 2,500 employees in a customer-focused organization with sales and service offices in 20 countries, all committed to delivering expert and responsive customer support.

We are part of Spectris. Spectris combines precision with purpose, delivering progress for a more sustainable world. Precision is at the heart of what we do – our leading, high-tech instruments and software equip our customers to solve some of their greatest challenges to make the world cleaner, healthier and more productive.

Malvern Panalytical, Micromeritics & SciAps

Your Partners in Discovery

Malvern Panalytical, Micromeritics and SciAps, part of the Spectris Group, are committed to a diverse and inclusive culture where everyone can thrive and achieve a fulfilling career. Changing the world isn’t something you can do on your own, or with a single way of thinking; it takes a wide collection of experiences, stories, knowledge, and expertise. We encourage applications from underrepresented individuals and people with diverse backgrounds. Although we always select the most qualified applicant for each role and make all decisions without regard to race, sex, age, or any other protected class, we are an inclusive, equal opportunity organization that prizes diversity. Your unique perspective is important to all of us.