Description
As the Technical Sales Specialist, you will lead the commercial deployment of the ORYL F1 — end to end. From qualifying prospects to running the measurements and instrument demonstrations, to interacting with the scientists (drug discovery, biophysics and formulation) and be comfortable in answering their scientific questions all the way to negotiating and closing deals. The job requires on-site location at least once a week at Biopôle to interact with the team — we value culture at ORYL and attitude and adaptability is one of the things we look at beside the technical skills. You must demonstrate a high level of autonomy, and 50% of the time travelling to be on-site with customers and understand their problem.
Key Responsibilities
Perform the technical sale.
Qualify opportunities, visit and nurture lead customers, scope and manage feasibility studies, qualify instrument demonstrations and set clear success and exit criteria, run instrument demonstrations and negotiate and close the deal. You will be working closely with the CEO and will run the technical sales together, transitioning from founder-led selling to ultimately closing deals independently.
Manage the pipeline.
Log every stage in the CRM (Pipedrive), take note of every customer interaction, log every activity in the CRM and maintain clean forecasting discipline.
Support marketing activities.
You are expected to represent ORYL at conferences, e.g. SLAS, and help in light touch marketing campaigns – LinkedIn and email outbound.
Support after sales, application science and field service.
As a direct representative in the field, you will provide first-line after sales support, provide user training, instrument installation and qualification.
We need somebody who
You are a scientist first, you must be a great listener, and commercially proven.
Specifically:
Excellent scientific foundation.
MSc or PhD in chemistry, biophysics, pharmaceutical sciences or related fields with hands-on analytical or biophysics experience. You must be comfortable answering scientific questions from scientific users.
Commercial track record.
You are knowledgeable in selling capital equipment, end-to-end, and understand how to interact with users and scientist as well as capex owners or R&D budget owners. You have a solid understanding of how to run the sales with a good sales framework, from relationship building, to showing product authority, to triggering actions, and eventually to closing five-to-six figure deals.
Autonomous and adaptable with the right attitude.
You will join a very dynamic early-stage team, who moves fast and with an innovative technology. Therefore, you must be able to adapt, learn fast and work independently. We expect you to own the full sales cycle. You must be confident in running demonstrations, giving talks or webinars to scientific audience at customer sites and conferences.
Based in CH with 50% travel.
We value team culture, so we expect you to be in the office at least 1x per week. You will be expected to travel, ~50% of the time and interact with customers and attend conferences.
Languages.
Fluent English required; German or French is a strong plus for our core accounts.
What we expect
Key Criteria
Has regularly sold capital equipment: >300k CHF or more
Interaction and travel – who is with the customers, spend time with them, in the field.
Focus on understanding their problems, very good at listening
50% of the time is travel
Location: based in Switzerland – must interact with the team. Culture is important.
Minimum 1x per week in the office
Key attributes: Entrepreneurship and evangelism, coachability, intelligence
About us
ORYL Photonics is a startup located in Epalinges near Lausanne (Switzerland). We are the first company to commercialize laboratory instruments based on Second Harmonic Scattering, a non-linear optical effect which is triggered using femtosecond lasers. We have just launched our first instrument, the ORYL F1, tailored for solubility and aggregation-research within industrial and academic life science laboratories.