Job details
Job type full-time
Full job description
Description
Background
Brooks automation established brooks life sciences (bls) in 2011 through the acquisition of 4 of the leaders in sample management automation: rts life science, nexus biosystems, remp and matricalBrooks is investing for significant growth in bls, both organic and by acquisition, presenting many opportunities for employee development and progression.
The automated stores product line is a significant part of the products business unitStores are mostly sold to customers in two markets/ applications:
Drug discovery: typically, pharmaceutical companies wanting to store chemical compound samples in volumes from 50µl to 5ml at temperatures from -20°c to room temperature.
Research biobanking: typically, academic/research institutes wanting to store biological samples (egBlood serum) at -80°c or dna at -20°c.
Typical sample numbers are 200,000 to 5,000,000The customer’s problem is selecting particular samples and maintaining sample quality through the ‘cold chain’.
Bls is the leading supplier in both of these marketsThe sales cycle for our products is in the range 6 to 24months and typical order values are $1,000,000 to $5,000,000.
Other bls business units provide cryogenic storage, informatics, consumables, storage and analytical services to the same and adjacent markets, often combined with the sale of an automated store.
Overall purpose of the job:
To provide technical sales support for stores salespeople, resulting in regular order input.
All aspects of technical sales support, such as:
Requirements gathering and solution presentation: working with the sales team.
Engineering: capacity, throughput, facilities, etc
Software: user interface, computer interface, software demonstration, etc.
Application: workflow, sample integrity, etc.
Price: cost & price calculation (typically
Key responsibilities:
Supporting new system sales in north america and/or europe, through to order placement and hand over to the operational teamTypically:
Working with a salesperson from sales opportunity qualification to purchase order.
Engaging with the customer to understand the problem to be solved; problems might range from the need to keep samples below -70°c as they are input to the store, to needing to pick 25,000 tubes in one day.
Working with the bls team to develop solutions/options (product management, engineering, software, project management, etc.)
Evaluating solutions from a technical and commercial viewpoint
Writing proposals and, working with product management, to develop standard/reusable documents to streamline this process.
Presenting solutions/options to customers (this may range from informal discussions to being part of a formal team ‘pitch’ in a tender process).
Costing and bid preparation, including public tenders
Assisting the salesperson to develop a winning sales strategy.
Feedback to product management on the market, new product development ideas and directions
Efficient use of own time and bls resources to meet sales objectives
Communications:
Teamworking with the wider brooks organization to achieve results:
Technical people / project managers / product managers within the stores and service team
Other brooks product lines: consumables and instruments, cryogenic storage, service, services, informatics…
Other functions within brooks: technical sales, marketing, product management, project management, engineering, service, installation, etc.
Management
3rd party collaborators (such as beckman, tecan, etc.) and suppliers that are key to the sale (eg.Consumables)
Typically with the salesperson, customer communicationThis will be at all levels from individual contributor through to ceo and all disciplines from science to manufacturing through engineering, marketing, finance and legal.
Skills and aptitude profile:
An enquiring mind with a strong mathematical capability and an ability to understand science and engineering.
Highly motivated, goal orientated and outgoing.
Self-starter – able to plan own schedule and priorities
Demonstrated initiative and self-development
Excellent communication skills in a range of formats, both written and verbal, from informal discussions to formal sales presentations.
Confidence to ask searching questions
Minimum requirements:
Degree qualified in engineering, science, mathematics or related technical subject – specific subject expertise less important than a desire and ability to learn.
4+ years engineering/science/project management experience
The role is a great opportunity for someone looking for a change in career direction to a commercial role.
Fluent in english.
Computer literate – regular office applications; ‘at home’ with excel.
Other: sales training will be provided.
Location: ideally within commuting distance of a brooks life sciences north america office (chelmsford, indianapolis or south plainfield, new jersey) for easy communication with the stores business unit teamsAlternatively, we would consider an exceptional candidate with relevant industry experience being home office based if living in north america, within easy travelling distance to a major hub airport.
