SALES APPLICATION SPECIALIST JOB DESCRIPTION

Selling regulated medical products requires more than persuasion. A Sales Application Specialist in life sciences carries deep scientific fluency alongside territory ownership - navigating clinical research markets where genomics reagents, surgical consumables, and diagnostic tools each demand a different conversation with the customer. The role answers to revenue targets while functioning as a field-level technical authority for customers ranging from laboratory scientists to operating room staff. What makes it demanding is the dual obligation: close the quarter and be genuinely useful to people whose work depends on the science holding up.

As the Sales Application Specialist, you are accountable for meeting or exceeding territory revenue targets through the sale of life science products, including sequencing reagents, consumables, and medical equipment, while serving as a credible technical resource for clinical and research customers. You will operate within a matrixed field organization, partnering with territory account managers, district sales leadership, and internal product and marketing teams to execute account-specific plans across an assigned geography.

Career Impact: Deep expertise in regulated life sciences selling - spanning genomics applications, ISO-certified instrumentation, and clinical research markets - positions you for roles such as Senior Application Sales Specialist or District Sales Manager within a field where scientifically credible sellers are rare.

Business Impact: The customers you support - laboratory directors, surgeons, and research scientists - make purchasing decisions that directly affect patient outcomes and research throughput, making your technical guidance a meaningful input to their results.

Growth Opportunity: Consistent territory growth and KOL relationship development in genomics or medical device markets builds the network and market profile that opens doors to strategic accounts, overlay specialist leadership, or commercial management tracks.

• Execute territory- and account-specific sales plans to meet or exceed annual revenue targets within an assigned geography.
• Create, qualify, and close new business opportunities while maintaining a healthy pipeline of high-probability deals through to closure.
• Deliver high-quality technical presentations and product demonstrations to clinical researchers, laboratory scientists, and healthcare professionals.
• Partner with territory account managers and district sales leadership to align local tactics with corporate objectives and share forecast data accurately.
• Serve as a field-level technical consultant for customers by translating complex scientific applications into relevant product recommendations.
• Develop and maintain long-term relationships with key opinion leaders and key accounts to support renewal, expansion, and reference development.
• Represent the company at scientific conferences, tradeshows, and clinical events to strengthen market presence and identify new opportunities.
• Communicate product capabilities, competitive differentiators, and application advances to both customers and internal stakeholders continually.

• Bachelor's degree in a life science, biological science, biomedical engineering, or related field, or equivalent work experience.
• 2 or more years of direct sales experience in life sciences, medical devices, or clinical research markets, with a record of consistent territory growth.
• Demonstrated understanding of scientific applications, including genomics, molecular biology, or regulated medical product categories, as they relate to customer workflows.
• Proven ability to manage a complex sales funnel, prioritize high-value opportunities, and close business in a competitive, relationship-driven environment.
• Strong public speaking and objection-handling skills, with the ability to communicate both technical arguments and commercial value to diverse audiences.
• Ability to work independently in a remote or home-office environment while collaborating effectively within a matrixed field organization.
• Willingness to travel extensively within an assigned territory, with proximity to a major airport preferred.

• Advanced degree (Master's or PhD) in genomics, genetics, molecular biology, or a closely related life science discipline.
• Hands-on laboratory experience in molecular genetics, next-generation sequencing techniques, or bioinformatics, giving credibility in highly technical customer conversations.
• Established professional network within the genomics research or clinical diagnostics community in the target geography.
• Experience managing strategic collaborations with academic institutions, government agencies, or key opinion leaders in the life sciences field.

• Territory revenue attainment as a percentage of annual quota, measured quarterly.
• Pipeline coverage ratio, reflecting the number of qualified opportunities relative to quota.
• New account acquisition count within the assigned market segment per fiscal year.
• Forecast accuracy rate, measured as variance between committed and closed deals each quarter.
• KOL engagement cadence, tracking frequency and depth of interactions with named key accounts.
• Typical tools: CRM platform (commonly Salesforce); collaboration and remote-work software (commonly Microsoft Teams or Zoom).

• Base Salary Range: $85,000 to $115,000 annually, depending on experience and geography
• Bonus: Variable commission plan tied to territory quota attainment, typically 20 to 30% of base
• Equity: Stock options or RSUs offered at many publicly traded life science employers
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company
• PTO: 15 to 20 days annually, plus company holidays
• Common Perks: Car allowance or mileage reimbursement, home office stipend, conference attendance, tuition support

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Employment is contingent upon successful completion of a background check, and all applicants must be authorized to work in the United States without sponsorship. Reasonable accommodations will be provided to qualified individuals with disabilities throughout the application and employment process upon request. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law.

The Sales Application Specialist owns sales and market share growth across Alcon's digital visualization and microscopy portfolio, serving as the end-to-end specialist contact for surgical visualization systems in the OR. Reporting to the sales organization, the role partners with Account Managers, Surgical Account Managers, and Advanced Technology Managers to identify new customer targets and drive equipment penetration.

Key Responsibilities

• Drive sales and market share across Alcon's digital visualization and microscopy portfolio.
• Serve as the key end-to-end specialist contact for visualization systems.
• Promote, demo, and train Healthcare Professionals on surgical visualization equipment in the OR.
• Drive equipment penetration and upgrades according to the account plan in Salesforce.
• Ensure high pull-through of intraocular lenses and consumables.
• Collaborate proactively with Account Managers, Surgical Account Managers, and Advanced Technology Managers to identify potential targets and new customers.
• Identify visualization opportunities and create leads for Cataract and Vit Equipment.
• Act consistently in accordance with Sales and Operations Planning and medical device regulatory environment.

Required Qualifications

• Biomedical Engineering, Science, Biotechnology, or Technical degree.
• Sales experience in medical devices and/or medical equipment.
• Microscopy and/or audiovisual experience.
• Strong business and selling acumen with excellent technical and interpersonal communication skills.
• Strong problem-solving skills with curiosity and learning agility.
• Ability to maintain a customer focus and interact with medical and non-medical staff.
• Ability to work cross-functionally in a matrix organization with a good command of written and spoken English.

Embedded within Autocar's sales operations team, the Inside Sales Application Specialist delivers vehicle pricing, option configuration, and order processing support for the outside sales team and Autocar distributors. Working closely with engineering and management, the role reviews new option requests, updates the sales configurator, and tracks order changes to keep customer builds accurate and on schedule.

Core Functions

• Field calls and emails from the outside sales team and Autocar distributors.
• Communicate vehicle pricing and option availability on the order configurator by way of quotes.
• Review new option requests with engineering and management for approval and compatibility.
• Process and confirm new orders into the Autocar New Build Process.
• Communicate build timing and changes.
• Work with the engineering team to set up new customer option codes into the sales configurator.
• Update and release revisions to the sales configurator periodically throughout the year.
• Coordinate customer visits with the outside sales team and track order changes.
• Submit order changes for management approval and advise sales of disposition.
• Track customer-supplied components to ensure they are on-site for build.

Qualifications & Experience

• Bachelor's degree (B.A. or B.S.) from a four-year college or university, or two years of related work experience, or an equivalent combination.
• General truck application knowledge or a technical truck engineering/assembly background a plus.
• Good MS Office skills, including Word, Excel, and PowerPoint.
• Ability to learn new systems, including Autocar systems such as QAD, ADNET, Team Center, and SharePoint as a plus.
• Basic math skills in option/vehicle quoting and solving practical problems with varied variables and instruction formats.
• Can communicate effectively across all levels of the organization with the ability to read and interpret customer sales requests and engineering option rules.
• Comfortable in a fast-paced environment with the ability to manage multiple priorities, attention to detail, and self-motivation.

Reporting to the Director of Sales, the Sales Application Specialist shapes the solution sales cycle for transportation management software, from pre-call planning through client assessment and platform adoption. Partnering with Inside Sales Representatives and Account Directors, the role transitions new clients to professional services and sustains relationships that drive ongoing platform value.

Primary Duties

• Discover and create connections with prospective clients and collaborate with Inside Sales Representatives to generate leads on a consistent basis.
• Operate as the lead point of contact for all matters across the solution sales cycle, including pre-call planning and client assessment.
• Analyze opportunities with the team and develop strategic solutions to improve client business operations.
• Transition new clients to professional services after signing and foster ongoing relationships to obtain satisfaction reports and drive future platform adoption.
• Act as an internal and external product evangelist on the value of the platform and its applications.
• Assist Account Directors on the value cycle in TMS standalone deals and track leads while managing sales goals.
• Maintain organizational efficiency to manage current prospects alongside customer needs.
• Collaborate consistently with team members and other departments and lead or participate in assigned projects.
• Travel on-site to see clients on a regular basis and stay current on product and service information.

Skills & Qualifications

• Bachelor's degree (B.A./B.S.) from a four-year college or university, with six to eight years of related experience, or an equivalent combination.
• Ability to read, analyze, and interpret scientific and technical journals, financial reports, legal documents, and a variety of instruction formats.
• Can respond effectively to customer and regulatory inquiries, write for publication, and present information to top management and public groups.
• Ability to apply mathematical concepts including probability, statistical inference, geometry, fractions, percentages, ratios, and proportions to practical situations.
• Microsoft Word, PowerPoint, Excel, and ERP systems proficiency.
• Strong time management, organization, prioritization, professionalism, persistence, and oral and written communication skills.

Sitting at the intersection of field engineering and customer support, the Sales Application Specialist builds vibration monitoring solutions for customers by implementing hardware, analyzing rotating equipment health, and delivering technical training. Operating across sales reviews, tradeshows, and customer sites, the role serves as a technical resource that strengthens equipment reliability and supports opportunity development for the sales team.

Duties

• Travel frequently to customer sites to implement vibration monitoring solutions, including product demos, and support implementations by monitoring, analyzing, and submitting reports on rotating equipment health.
• Provide application-based recommendations and work directly with customers to understand their specifications and timeline expectations.
• Administer training on hardware and software to customers and colleagues.
• Serve as a technical resource to support personnel regarding complex vibration systems.
• Support sales personnel in opportunity development and technical reviews with customers.
• Provide technical expertise at tradeshows and other industry events.

Requirements

• Hold a Bachelor's degree in engineering, preferred.
• 3-5+ years of vibration experience, including ISO Category II certification or greater, with machinery vibration analysis.
• Use Microsoft Office Suite proficiently and Salesforce CRM, preferred.
• Ability to build professional relationships with customers.
• Ability to communicate excellently across technical and interpersonal contexts.
• Willingness to travel extensively.

A key member of Onset's HOBO sales team, the Sales Application Specialist leads the assigned market's sales funnel, from new customer acquisition through deal closure for data logging instruments. Collaborating across Inside Sales Representatives, key accounts, and industry conferences, the role builds lasting customer trust that sustains year-over-year growth.

Functions

• Meet and exceed annual sales targets and maintain a healthy funnel of high-probability opportunities through to closure.
• Provide accurate deal closure forecasts to support on-time delivery.
• Acquire and develop new customers within the assigned market in line with sales growth and HOBO product roadmaps.
• Execute tactical initiatives agreed upon with the manager in alignment with long-term planning strategies.
• Work in coordination with the assigned market Inside Sales Representative to manage the funnel, filter leads, and close business.
• Attend Onset-sponsored conferences and tradeshows aligned with the assigned market and conduct key customer outbound visits as required.
• Provide the best instrument and product solutions to customers, maintain visit cadence with key accounts, and deliver presentations to institutions, government agencies, and other end-user groups.
• Perform demonstrations and build trust in company solutions.

Experience & Qualifications

• Hold a Bachelor's degree, with an MBA or other relevant advanced experience as a plus.
• Minimum of 5-7 years of successful experience in a technical sales role in a hardware-oriented technology business, with Ag Tech or University/Education experience as a plus.
• Proven track record of sustained sales growth and experience managing a complex sales funnel effectively.
• Knowledge of the data logger industry in water, indoor, and outdoor markets.
• Strong working knowledge of CRM tools and Salesforce experience preferred.
• Demonstrated sales and influencing skills with self-motivation, discipline, adaptability, assertiveness, and the ability to work independently and cross-functionally.
• Proven ability to work remotely using collaboration tools such as Microsoft Teams and Zoom.
• Travel required approximately 25% of the time, and a location near a major US airport preferred.

Territory revenue growth for PacBio sequencing reagents and consumables depends on the Sequencing Sales Application Specialist, who builds account-specific sales plans, qualifies new business, and guides customers through technical evaluations using a defined CRM process. Serving as a technical consultant to scientists and engineers across the territory, the role strengthens customer relationships that support consistent sales achievement.

Accountabilities

• Meet or exceed revenue targets from sales of PacBio sequencing reagents and consumables in the defined territory.
• Execute territory- and account-specific sales plans aligned with corporate objectives.
• Create, qualify, and close new business opportunities.
• Work cooperatively with various departments to communicate product capabilities, advantages, and advancements to the customer base.
• Create and deliver high-quality presentations, plan projects, and drive product sales.
• Utilize a CRM system for pipeline management, accurate forecasting, and communication with field and internal personnel.
• Serve as a valued technical consultant to understand customer needs and propose solutions accordingly.
• Maintain and develop relationships with key customers and references while representing the company with professionalism and integrity.
• Interact with customers as well as scientists and engineers from a wide variety of backgrounds in a fast-paced environment.

Technical Qualifications

• Bachelor of Science within a life science subject, with an advanced degree preferred.
• Minimum of 2+ years of direct sales experience in life sciences and/or clinical research markets, with genomics products experience preferred.
• A competitive nature with a proven track record of consistent sales achievement and territory growth.
• Strong understanding of scientific applications and technology developments as they relate to customer requirements in target market segments.
• Experience in molecular genetics, molecular biology, and laboratory techniques, with highly networked account management experience in the defined geography strongly preferred.
• Strong public speaking skills with the ability to handle objections and communicate both technical and business arguments.
• Excellent customer-facing communication skills in pre- and post-sales environments.
• Willingness to travel at least 60%.

As the Sales Application Specialist, this role leads the development of short- and long-term product line strategies for food processing equipment by researching competition, pricing, and customer trends. The sales organization relies on this work to translate equipment and design recommendations into demonstrations, training materials, and new product launch plans.

Activities

• Assist in developing short- and long-term strategies for assigned product lines in line with the annual sales budget.
• Research product line dynamics including competition, pricing, regulations, customer needs, and business trends to develop detailed market knowledge and drive product strategies.
• Develop and execute tools and programs to assist sales in effectively selling product lines to reach new customers and differentiate from competition.
• Travel frequently with the sales organization and provide expert technical guidance, application expertise, and customer opportunity development.
• Identify and recommend equipment and design changes to suit customer application needs.
• Plan, organize, and perform equipment demonstrations and testing at company and client sites as required.
• Develop close working relationships across domestic and international functional groups to demonstrate product line leadership and collaborate with global headquarters on market intelligence and innovation needs.
• Create new product launch plans including technical specs, training guidelines, and sales communication materials.
• Attend trade shows and events as required to support the sales organization.

Position Requirements

• Bachelor's degree in a related meat science or technical discipline.
• 4 years of experience in food packaging, processing, portioning, or slicing, or an equivalent combination.
• Ability to read technical documentation, safety rules, and procedure manuals, and to write routine reports and communicate mechanical, electrical, and physics concepts to varied audiences.
• Can apply mathematical concepts including probability, statistical inference, geometry, fractions, percentages, ratios, and proportions to practical situations.
• Can define problems, collect data, establish facts, draw valid conclusions, and interpret general technical instructions in mathematical or diagram form.
• Experience with Microsoft Office including Word and Excel.
• Working knowledge of ERP systems, database applications, contact management software, manufacturing software, and project management software.
• Current valid driver's license with the ability to obtain a passport for travel as required.

Senior Sequencing Application Sales Specialist builds territory growth strategies with district sales managers and local sequencing teams to meet revenue targets across genomics product lines. Success in the position means expanding scientific market knowledge, training territory teams on new applications, and serving as a trusted technical consultant to key opinion leaders in the genomics field.

Operational Focus

• Work with local territory sales and services teams, the district sales manager, and other sequencing application sales specialists to build and execute strategies to drive growth and achieve or exceed revenue targets across all product lines.
• Execute territory- and account-specific sales plans aligned with corporate objectives and local territory strategies.
• Continually expand genomics market knowledge through self-learning, scientific publications, and conferences covering market trends, key applications, competition, and marketplace strategies.
• Ensure territory sales teams are proficient in new products, applications, competitive products, and latest market trends through training, workshops, and other methods.
• Work cooperatively with various departments to ensure product capabilities, advantages, and advancements are effectively communicated to the customer base and territory sales teams.
• Serve as the voice of the customer to internal stakeholders and develop long-standing partnerships with market KOLs as a trusted consultant.
• Identify and facilitate strategic collaborations in key applications or markets and serve as field lead to internal teams.
• Create and deliver high-quality technical presentations and plan strategic projects to drive product sales and penetrate new markets.
• Utilize a CRM system for pipeline management and assist territory account managers in forecasting while working in a fast-paced environment across diverse customer and scientific backgrounds.

Knowledge Skills & Abilities

• Degree in Life/Biological Sciences, Genetics, Genomics, or a related field, with an MBA as a plus, and bring typically 5 years of related experience with a Bachelor's degree, 3 years with a Master's, or a PhD with 1+ years of experience.
• Technical expertise in genomics and next-generation sequencing applications, with bioinformatics experience as a plus.
• Strong understanding of scientific applications and technology developments as they relate to customer requirements.
• Highly networked relationships within the genomics field and defined geography, strongly preferred.
• A competitive nature, self-driven and independent working style.
• Ability to work as an overlay role in a highly matrixed environment with a service-oriented mindset and strong communication skills across diverse team members.
• Outstanding public speaking skills with the ability to handle objections and communicate both technical and business arguments.
• Excellent customer-facing communication skills in pre- and post-sales environments.
• Maintain a home office with a willingness to travel at least 75%.