Field Sales Engineer
Shimadzu Scientific Instruments
Summary
Shimadzu Scientific Instruments is seeking a highly motivated Field Sales Engineer to join our team! In this field-based role, you will promote and grow sales of Shimadzu's premier market-leading analytical instrumentation portfolio. As a consultative technical sales expert, you will take ownership of a defined territory and associated product lines while strategically developing the territory for sustainable year-over-year growth.
Job description
The Field Sales Engineer will pursue new business opportunities, develop strategic account plans, expand relationships within key accounts, and identify opportunities to penetrate new and differentiating accounts. Success in this role requires strong technical aptitude, disciplined territory management, and regular hands-on engagement with customers. This is not a remote work-from-home position. While some administrative responsibilities may be handled from home or from the regional office in Marlborough, MA, this is a true field sales role requiring frequent customer site visits throughout the assigned territory.
Job Functions Include, But Are Not Limited To:
- Sales & Business Development: Identify and prioritize new client opportunities; manage and grow existing accounts.
- Develop and execute strategic sales plans to achieve revenue goals.
- Maintain a robust pipeline of qualified prospects.
- Customer Engagement: Provide consultative support and product guidance to customers.
- Deliver technical presentations and represent Shimadzu at trade shows and industry events.
- Leverage internal and external resources to meet customer needs.
- Collaboration & Teamwork: Coordinate with field application specialists and lab teams to deliver technical solutions.
- Operate in a collaborative, team-based sales environment.
- Share account insights and sales leads across functional teams.
- Sales Operations: Generate quotes, negotiate terms, and manage the closing process.
- Ensure compliance with procurement processes and purchasing protocols.
Education and Qualifications:
- Bachelor's degree in a life science discipline; Chemistry strongly preferred
- Minimum of 3 years of successful sales experience with relevant analytical instruments, including: Chromatography (GC and HPLC), Mass Spectrometry (GCMS and LCMS Single Quadrupoles), Spectroscopy (atomic and molecular) or similar technologies
- Strong technical aptitude with demonstrated ability to understand instrumentation, customer applications and workflows
- Proven track record of achieving or exceeding sales targets
- Excellent verbal and written communication, presentation and negotiation skills
- Strong analytical thinking and strategic territory planning capabilities
- Proficient in the use of CRM systems for pipeline management, forecasting, and reporting
- Willingness and ability to travel to customer sites approximately 80% of the time
- Valid driver's license required
Requirements
- Bachelor's degree in a life science discipline; Chemistry strongly preferred
- Minimum of 3 years of successful sales experience with relevant analytical instruments
- Experience with Chromatography (GC and HPLC)
- Experience with Mass Spectrometry (GCMS and LCMS Single Quadrupoles)
- Experience with Spectroscopy (atomic and molecular) or similar technologies
- Strong technical aptitude with demonstrated ability to understand instrumentation, customer applications and workflows
- Proven track record of achieving or exceeding sales targets
- Excellent verbal and written communication, presentation and negotiation skills
- Strong analytical thinking and strategic territory planning capabilities
- Proficient in the use of CRM systems for pipeline management, forecasting, and reporting
- Willingness and ability to travel to customer sites approximately 80% of the time
- Valid driver's license required
Benefits
- 401(k) Matching
- Profit-Sharing Program
- Health Savings Account
- Flexible Spending Account
- Paid Time Off
- Tuition Assistance
- Pet Insurance
- Identity Theft Insurance
- Legal Insurance
- Life Insurance
- Short-Term Disability
- Company Car
- Company Phone
Company overview
Shimadzu Scientific Instruments (SSI) is the American subsidiary of Shimadzu Corporation, a global leader in analytical instrumentation based in Kyoto, Japan. Established in 1975 and headquartered in Columbia, Maryland, SSI serves as the primary distribution and manufacturing arm for Shimadzu's scientific instruments across the Americas. The company specializes in developing and supplying advanced analytical equipment including HPLC/UHPLC systems, GC-MS/MS, LC-MS/MS, UV-Vis-NIR spectrophotometers, FTIR spectrometers, ICP-MS, MALDI-TOF mass spectrometers, and various materials testing systems. With a network of ten regional offices across the United States, SSI provides comprehensive technical support, customer training, and application development services. The company operates a state-of-the-art Customer Training and Education Center, a Solution Center for collaborative research, and an Innovation Center focused on developing customized hardware and software solutions. SSI serves diverse sectors including pharmaceuticals, biotechnology, environmental testing, food safety, academic research, and government laboratories, maintaining strong partnerships with leading institutions through its SPARQ (Shimadzu Partnership for Academics, Research, and Quality of Life) program.