Job description

About Us: Lumencor, Inc., based in Beaverton, Oregon, manufactures high-performance solid state lighting subsystems, "light engines," for bioanalytical instruments, medical devices and life science research tools. Products are sold worldwide to equipment manufacturers (OEMs), distributors, laboratories and individual researchers. The company is seeking a Sales Engineer (Microscopy) to contribute to the production of Lumencor light engines and accessories. 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. The Sales Engineer serves as a primary technical and commercial resource for Lumencor customers, channel partners, and key influencers. This position is responsible for developing and advancing high value commercial opportunities, supporting channel sales growth, and contributing to the achievement of regional revenue objectives. The Sales Engineer works closely with sales management, marketing, technical support, product management, and customer service teams to provide customers with effective solutions and an exceptional customer experience. However, during the one year onboarding and territory development period, the Sales Engineer will receive substantial support from Lumencor's commercial organization, including sales leadership, marketing, technical support, customer service, and working directly with Lumencor’s Business Development Executive. The successful candidate will be expected to progressively assume ownership of territory activities and commercial objectives as product knowledge, customer relationships, and market familiarity are developed. This position regularly interacts with Key Opinion Leaders (KOLs), namely imaging directors, core facility managers, principal investigators, influential microscopists, microscopy course directors, distributors, and OEM partners, to expand awareness and adoption of Lumencor illumination products. The Sales Engineer maintains expertise in emerging microscopy technologies, imaging applications, and illumination trends while helping customers identify solutions that support their research objectives. 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. • Advance opportunities through the sales process by coordinating internal resources and supporting customer evaluations, purchasing decisions, and order fulfillment. • 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. This role is a remote, full-time, salaried position in which it is expected employee will work daily, during regular business hours to fulfill assigned work duties. Other Duties: The Lumencor Sales Engineer will actively manage Key Performance Indicators (KPIs) through Salesforce CRM (SFDC) and other documents and processes. Compliance with your KPI dashboard and action plan is essential. Measured KPIs include, but are not limited to: • New leads generated • Qualified opportunities created • Customer discovery meetings completed • Product demonstrations and customer presentations delivered • Customer and channel partner engagement, including field activity • Pipeline growth and management • Quote and proposal activity • Opportunity progression and win rate • Revenue and bookings attainment • Forecast accuracy • Salesforce CRM compliance and data quality Goals and Sales Targets: The Lumencor Sales Engineer will create a yearly playbook with action plans containing goals fitted to the SMART criteria (Specific, Measurable, Attainable, Relevant, Time-bound). Goals include the key performance metrics listed below, as well as a revenue target for each full fiscal year through direct sales and through Lumencor’s network of independent resellers. Full Action Plan: Drafted within first two weeks. Reviewed and signed by management by end of week three. Time and Territory Management plan: Full annual travel plan to be Included in Action Plan. SFDC Metrics (Simona’s KPI Dashboard): >90% Dashboard compliance month to month • New LEAD creation (SFDC). > 20/mo • New Discovery Event (SFDC). > 8/mo • Opportunity conversion (Lead to Opp Convertion). > 4/mo • New OPPORTUNITY creation (SFDC) > 12/mo • Open Lead Target Manage sales created leads and web-based leads to workable number ( Resellers over $100K per meeting: Once quarterly meeting to include Global Sales Manager in meeting with high value vendor. Once quarterly meeting to include Global Sales Manager in meeting with high value vendor: One business trip per month minimum (≈1/week). Travel must be documented. Travel Planning: Update manager on planned travel weekly. Emphasis place on immediate ROI. Travel itinerary: Business travel itinerary to be provided 21 days before departure. Travel requires approval. Other Duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. Competencies: • Customer Relationship Management Builds trusted relationships with customers, channel partners, and key stakeholders by understanding needs, delivering value, communicating effectively, and fostering long term loyalty and satisfaction. • Business Acumen Applies an understanding of microscopy market dynamics, customer purchasing processes, academic and government funding cycles, competitive positioning, and business drivers to identify opportunities, anticipate buying behavior, and drive profitable growth. • Continuous Learning Actively seeks opportunities to expand technical, industry, business, and sales expertise through ongoing education, market awareness, and Sandler Sales training. Applies newly acquired knowledge and skills to improve customer engagement, opportunity development, and overall business performance. • Results Orientation Maintains a high level of productivity and accountability while pursuing objectives with determination, persistence, and professionalism. • Sales Effectiveness and Consultative Selling Uses consultative selling techniques, technical expertise, and Sandler selling principles to uncover customer needs, establish mutual qualification, influence purchasing decisions, and advance opportunities through clear customer commitments and defined next steps. • Professional Image and Presence Maintains a professional demeanor, communicates with confidence and credibility, and represents Lumencor effectively in customer interactions, presentations, training events, scientific meetings, and industry conferences. • Influencing and Gaining Commitment Builds alignment and secures commitment from customers, partners, and internal stakeholders through effective communication, collaboration, and negotiation. • Initiative Takes proactive action to identify opportunities, solve problems, and achieve objectives with limited direction. • Adaptability and Resilience Maintains effectiveness in changing environments, manages competing priorities, and performs well under pressure. 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. Skills and Abilities: Language Skills: English language fluency. Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, customers, public groups, and/or boards of directors. Computer Skills: Competency in basic file management operations on both Windows and MacOS platforms. Proficiency in using e-mail, word processing, spreadsheet, graphical and statistical analysis applications. Proficiency in using online meeting and remote desktop applications. Ability to query databases, extract and organize output data. Mathematical Skills: Ability to apply advanced mathematical concepts such as exponents, logarithms, quadratic equations, and permutations. Ability to apply mathematical operations to such tasks as frequency distribution, determination of test reliability and validity, analysis of variance, correlation techniques, sampling theory, and factor analysis. Reasoning Ability: Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to design and execute experiments with controls and replicates required to establish reproducibility and significance of results. Ability to understand and relate internal technical data in the context of typical customer applications. General Skills and Abilities: Professionalism, Attention to Detail, Critical Thinking, Active Learning, Time Management, Active Learning, Active Listening, Judgement, Decision Making, Inductive and Deductive Reasoning, Problem Sensitivity, Systems Analysis, and Speech Clarity. Physical Demands and Work Environment Physical Demands: Regularly stand, walk, use hands, and reach with hands and arms; regularly sit, talk, and hear; and occasionally climb or balance and stoop or crouch. Occasionally lift up to 25 pounds. Vision Requirements: Required to rely on close vision, distance vision, peripheral vision, depth perception, ability to adjust focus, and ability to see color. Work Environment and Conditions: Due to the nature of the products manufactured at Lumencor, there is potential exposure to risk of electrical shock, to caustic chemicals, and to lasers which may be harmful to the eye. Noise Level: Exposed to moderate noise level; similar to a business office, or light traffic. Perks: • Lumencor believes in a healthy work environment for all employees, and fosters teamwork and respect for others while adhering to ethical work practices. We offer a full package of employees' health, dental and vision insurance as well as many other perks.

Requirements

Must-haves

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.
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.
Advance opportunities through the sales process by coordinating internal resources and supporting customer evaluations, purchasing decisions, and order fulfillment.
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.
This role is a remote, full-time, salaried position in which it is expected employee will work daily, during regular business hours to fulfill assigned work duties.
New leads generated
Qualified opportunities created
Customer discovery meetings completed
Product demonstrations and customer presentations delivered
Customer and channel partner engagement, including field activity
Pipeline growth and management
Quote and proposal activity
Opportunity progression and win rate
Revenue and bookings attainment

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