guilford Work Opportunities ∙ Page 1

LGC Genomics and Diagnostics develops and manufactures a comprehensive portfolio of catalogue and custom-developed diagnostic quality solutions and component materials for the extended life sciences industry. We partner with IVD assay developers, and pharmaceutical, CRO and academic institutions in commercialization activities across the entire diagnostic pipeline. Laboratorians and diagnostic professionals across disciplines of clinical chemistry, immunochemistry, serology, molecular diagnostics, and clinical genomics rely on LGC’s products to support accurate and reliable diagnostic results.

Our operating entities include Maine Standards Company, SeraCare Life Sciences, and Technopath Clinical Diagnostics, which are in vitro diagnostics (IVD) manufacturers of quality measurement tools (calibrators, controls, linearity, EQA/PT, biological materials), the Native Antigen Company, which is a manufacturer and supplier of viral antigens and LGC Proficiency Testing a global leader in PT schemes. We operate FDA-registered and ISO 13485-accredited facilities in Maine (USA), Massachusetts (USA), Maryland (USA), Tipperary (Ireland), ISO 9001-accredited facility in Oxford, UK, and Traverse City, Michigan US.

Each day, our world-class staff, scientific expertise, operational efficiency, and superior quality systems are ready to support the range of advanced technologies that collectively improve patient outcomes - from the widely adopted and established through to cutting-edge NGS and precision diagnostics.

Position Summary:

The Nucleic Acid Chemistry Instrument Sales Specialist will be tasked with boosting sales of LGC Biosearch Technologies’ Nucleic Acid Chemistry (NAC) product range, which includes instruments and reagents. This position involves overseeing sales strategies and inside sales efforts, interacting with both new and current customers, and collaborating closely with internal teams to enhance account reach. The Specialist will play a crucial role in addressing customer queries regarding MerMade Instruments. Additionally, they will handle long-tail accounts in EMEA. This role demands a solid technical understanding of NAC and oligonucleotide synthesis, along with the ability to work harmoniously with internal collaborators to address customer requirements.

Key Responsibilities:

Sales & Account Management:

• Develop and implement a sales plan to meet and exceed revenue goals for MerMades sales in EMEA.
• Manage relationships with existing customers and distributors, responding to inquiries, providing product solutions, and closing sales.
• Qualify and convert leads from both inbound inquiries and outreach efforts, effectively positioning LGC NAC products.
• Manage and grow strategic customer accounts by developing long-term relationships at various levels within key organizations (research institutions, biotech, pharma, etc.).

Collaboration & Cross-Selling:

• Work together with the NAC Instrument Sales Specialist, NAC Regional Accounts Manager, Technical Support, and the Marketing team to synchronize sales efforts and marketing initiatives, guaranteeing alignment with business objectives.
• Leverage customer feedback to inform product development and marketing strategies, ensuring LGC products meet market needs.
• Cross-sell NAC products (instruments, reagents, and consumables) across multiple product lines to increase customer penetration and sales volume.

Customer Engagement & Technical Support:

• Act as the main contact for customers inquiring about MerMade, offering initial troubleshooting and support as required, or advancing to the relevant team members.
• Collaborate with the NAC Instrument Sales Specialist and technical support team to tackle intricate customer requirements, ensuring happiness and encouraging customer dedication.

Sales Forecasting & Reporting:

• Spearhead the sales projection process and give input on customer needs, collaborating closely with Operations to ensure accurate and timely order processing.
• Maintain CRM system (Salesforce.com) to detail customer interactions, track opportunities, and update account information regularly.

Skills, Abilities, and Proficiencies:

Technical Expertise:

• Familiarity with Oligonucleotide Synthesizers is required. Knowledge of MerMade Instruments is advantageous.
• Strong foundation in Chemistry, Molecular Biology, and a deep understanding of Oligonucleotide Synthesis.
• Ability to explain complex technical concepts to both technical and non-technical collaborators.

Sales Competence:

• Proven track record in sales, particularly in the Life Sciences or similar industries, with experience meeting or exceeding sales targets.
• Skilled in pipeline management, identifying customer needs, negotiating, and closing high-value deals.

Communication & Team Collaboration:

• Exceptional verbal and written communication abilities.
• Ability to thrive in a collaborative team environment, sharing feedback and insights with colleagues to drive better results.

Organization & Time Management:

• Highly organized with strong time management skills, able to manage multiple accounts and prioritize effectively in a fast-paced environment.

Customer-Centric Approach:

• Strong focus on customer happiness, with a resourceful and problem-solving approach.

Education/Experience/Certifications:

Education:

• BA or BS degree in Chemistry, Life Sciences, or a related field.

Experience:

• 2+ years of experience in an Oligonucleotide Synthesis or Life Sciences laboratory.
• Customer-Facing Experience.
• Experience with NAC products or similar technologies is preferred.

Certifications:

• Experience in strategic selling techniques like Miller Heiman Strategic Selling or equivalent is advantageous.

• Demonstrate resilience in achieving goals/targets.
• Possesses internal motivation, and the capability to encourage, guide, and motivate others.
• Ability to grasp and convey technical information.
• Excellent verbal and written communication skills, proficient in English.
• Strong listening skills.
• Proficient negotiation skills crucial for engaging with various levels within the customer's entity.
• Excellent time management and organizational skills.
• Must possess outstanding interpersonal and persuasive abilities; establishes connections rapidly across various hierarchies.
• Experience of working in a fast-paced dynamic organization.
• Encourages trust, respect, and a clear sense of the purpose and values of the business through role model behavior.
• Builds and maintains strong collaborative relationships internally, externally and across organizational boundaries.
• Expectation of up to 50% travel.