The responsibilities within any Vertical Market at Calvary Automation, there are a number of expectations and responsibilities that are simply basic to the Sales and Account Management role, as listed below, but none so important as identifying, developing and closing profitable Sales Opportunities for Calvary Robotics.  The others basics are as follows:

• Responsibility for establishing and maintaining strong customer relationships with flexibility to cross sell into other verticals.
• Development of new customers seeking custom Assembly & Test Equipment within specified Industries
• Ability to qualify Customer Requests for Quotes (RFQ’s) as viable, high percentage Opportunities.
• Secure Opportunities to quote, submit and negotiate Quotations within the Community of (but not limited to) high volume Product Manufacturers
• Possess strong working knowledge of the Assembly & Test Automation Technologies in each of the primary Industries that Calvary Robotics currently serves. Those Industries, to date, are as follows: Health Care, Automotive, Consumer Product and Alternative Energy
• Work cohesively with Applications Engineering in the development and promotion of Automation Solutions based on knowledge of the Customers Requirements
• Assist Applications Engineering with completion of the final Technical & Commercial Proposal document
• Develop and Present Applications of Calvary Robotics proposed Solutions
• Available for frequent & periodic Overnight Travel
• Implement Company Values and Business Principles and promote the Company Name & Capabilities
• Support the short- & long-term corporate Marketing Plans
• Ensure that Calvary Robotics is consistently positioned as a leading and premier automation, integration and manufacturing company
• Develop, implement, and modify as a “Living Document” a Key Account Vertical Market Business Plan
• Provide Annual Sales Forecast within the specific Key Accounts
• Offer High Level Sales Support to other team members on a plant/local level
• Achieving Forecast Sales within the assigned Key Accounts – Close Business
• Periodic Sales Reports as defined or required
• Project Communications/Decisions with Project Management

Job Summary:  The Business Development Manager (BDM) is responsible for the direct sales of the Company’s products.  This position covers the Eastern US territory promoting and selling the Company’s automated microplate analyzers including reagent test kits.  Prospect for new accounts in territory as well as monitor and support existing accounts.  Interact with sales and marketing team and report regularly to the Director of Sales and Marketing.  Responsible for developing, selling, and protecting accounts within the territory.

The ideal candidate will be proactive and self-directed with the ability to tap into both their analytical and creative sides to close new customers. The key focus of this position is on direct capital instrument sales and recurring reagent sales.  The ideal candidate must be able to target new opportunities, forecast new sales and close new customers with strategic focus. Experienced capital equipment sales professional with reagent experience needed to increase market share and profitability. The ideal candidate will interact directly with senior leadership and internal and external customers.

Essential Functions: 

• Finds and cultivates new customers.
• Effectively manages real time sales funnels using company CRM.
• Communicates information about the Company’s products and services.
• The art of consultative selling with a good balance of strong listening and presentation skills to advance the commercial relationship.
• Services the customer including consulting on their problems, educating about new products, providing in-service support and piloting financing options where necessary (leasing, etc.)
• Product expert who can illustrate the key features & benefits of the products in context with identified customer needs.
• Carries out market research and intelligence work and reports pertinent information to Sales Manager in a timely manner.
• Manages all administrative duties in a timely and efficient manner to insure best business practices are followed.
• Works closely with other sales representatives and in-house sales, marketing and technical service departments. Autonomous contributor as well.
• Balanced attention to new business and maintenance of core base business. Proven planner who can manage a pipeline effectively.
• Other duties as assigned.

Supervisory Responsibilities:  None.

Success Factors: Proactive and self-directed with the ability to tap into both their analytical and creative sides to close new customers.  The key focus of this position is on direct capital instrument sales.  Must be able to target new opportunities, forecast new sales and close new customers with strategic focus.  Experienced capital equipment sales professional with the ability to increase market share and profitability.  Needs to interact directly with senior leadership and internal and external customers.  Must have analytical skills to monitor and assess current division opportunities.

Minimum Qualifications/Education:

• 7+ years of relevant Clinical Diagnostic or Life Sciences sales experience.
• Capital instrument sales experience.
• Reagent sales experience.
• Microplate ELISA or chemiluminescent reagent experience preferred.
• College degree preferred.

Skills and Competencies:

• Sales Experience--- preferable 7+ years in Clinical or Life Sciences Fields.
• Demonstrated success.
• Technical Skills in clinical diagnostics, life science or biology.
• Key understanding of ELISA technology and microplate methodology.
• Proficient in presenting and discussing the technical aspects of instrumentation.
• Understanding of the Clinical Laboratory organizational structure of Hospitals and Ref labs.
• Ability to handle complex and often competing priorities in environment of continuous change.
• Customer management
• Conflict Resolution skills.
• Travel management across the Region.
• Ability to travel overnight - up to 75%+ on a routine basis.
• Ability to travel to company events and tradeshows that may include weekends.
• Analytical skills to monitor and assess current Division opportunities.

Computer Skills: Proficient in CRM-Salesforce.com, Word, Excel, Power Point and Outlook.

Work Environment:  Field/main office/laboratory conditions.   Considerable travel (75%+).

DYNEX Technologies, Inc. is an Equal Opportunity/Affirmative Action Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, including sexual orientation and gender identity, national origin, disability, protected Veteran status, or any other characteristic protected by applicable federal, state, or local law.  DYNEX Technologies provides medical, dental, life and disability insurance, Section 125, 401(k), flexible schedules, educational assistance and a great work environment!

Please forward resume including salary requirements to fwalker@dynex.com.

Visit our website www.dynextechnologies.com. 

*No Recruiters please.

• Strong competency in customer focus, change & innovation, strategic thinking, relationship building & influencing, talent management, results focus and inspirational leadership
• Strong background with new business development and winning new business within the public safety industry
• 3+ years selling to State and Local Government Accounts (SLED) is required
• Must have contacts at the Chief levels of police, fire or other EMS operations
• Good career path and longevity with companies in resume
• Previous strong experience in a ‘Hunter/Business Development’ role with SLED (state & local) is required in order to effectively understand the scope of the proposals
• Must have sharp presentation and written communication skills with a serious work ethic

• Effectively articulate strategy and position for public safety while developing large, executive style presentations
• Fearless ability to develop and grow executive level relationships
• Create and implement effective sales approaches and industry changing solutions
• Ability to assist with branding and marketing for Government within the public safety community
• Create winning proposals and presentations and deliver to stakeholders

About Smarsh

Smarsh is the leader in communications compliance, archiving, and analytics. We provide compliance across the broadest set of communications channels with insights on what’s being captured. Recognized as one of today’s fastest growing companies in the U.S., Smarsh delivers innovative cloud-based solutions that help organizations manage and enforce flexible and secure records retention and compliance strategies for electronic communications, including social media and enterprise social networks (Yammer, Chatter, Facebook, LinkedIn and more). 

Our motto is ‘People First. Inspire Confidence. Embrace the Impossible.’ We hire lifelong learners who have a passion for their discipline and a track record of excellence. To learn more about us, visit www.smarsh.com/careers. Ready to join a thriving tech company that’s redefining digital archiving and business intelligence? Apply today!

VP, Marketing, Demand Generation

We are seeking a driven, innovative, and energetic demand generation leader, with a talent for empowering high-performing teams and an ability to get things done. The VP, Demand Generation is a marketing team leader, responsible for the scalable, predictable and repeatable process of creating a sales pipeline by guiding prospects all the way through the funnel, from anonymous to delighted customer. You will oversee all aspects of demand generation to achieve revenue goals that support the company’s fast-paced growth and segmentation strategy for our global marketing programs.

This position requires an individual who is analytically minded, data-driven in their decision-making process, and well versed in marketing technologies. The candidate must have a firm grasp of digital marketing best practices – yet have an innate curiosity to continually investigate new trends and disruptive approaches that may improve the company’s acquisition portfolio.

This exciting opportunity is based in our headquarters in Portland, OR. The ideal candidate for this role will have a strong success record of building measurable demand for B2B companies and a passion for developing & managing engaged teams.

Responsibilities

Strategic Vision

• Define vision for all growth marketing operations and their contribution to sales pipeline
• Set global strategy for demand generation
• Create path to success on a department-by-department basis
• Define departmental KPIs, lead scoring model(s), and attribution schema
• Drive full adoption of scalable processes, testing environments, and robust departmental culture
• Align with all marketing and sales leaders to maximize marketing’s contribution to company growth

Growth Marketing

• Lead teams responsible for marketing’s entire contribution to sales pipeline
• Drive demand generation team to maximize lead and account engagement via omnichannel execution
• Support SDRs focused on both lead qualification and outbound prospecting
• Empower ABM team to effectively embed themselves in enterprise sales teams to drive sales meetings
• Responsible for digital platform budget, as well as any variable spend that drive growth marketing activities
• Foster executive buy in and cross-departmental collaboration for new growth marketing opportunities
• Leverage account-based marketing principles to drive enterprise campaign programming

Marketing Operations

• Lead internal and external teams to execute all marketing operations functions
• Coordinate with sales leaders to envision workflows that optimize sales potential
• Determine tech stack and proactively create roadmap for future iteration
• Formalize SLAs for standard marketing operations activities

Analytics

• Lead team responsible for data visualization at all levels of the marketing organization
• Liaise with executive leadership to ensure relevancy of all internal marketing KPIs
• Work with cross functional teams to ensure timely data delivery
• Enforce impeccable data integrity and timely synchronization within Salesforce, Marketo, Demandbase One, LeanData, Google Analytics, PowerBI, and additional data sources
• Analyze sales/marketing trends and design lead-generation and sales-enablement campaigns to test, support and ultimately strengthen conversion rates
• Manage campaign reporting dashboards for operational/senior management.

Qualifications

• Minimum of 14-years years leading demand generation teams and implementing modern marketing strategies utilizing inbound and outbound programs in B2B software, preferably with SaaS/Cloud technology
• 5+ years in people leadership role with proven ability to coach and develop team
• Proven track record fostering productive relationships with executives across diverse business units
• Experience in maximizing return on complex variable and fixed budgets
• MBA strongly favored, college degree required in marketing or other business-related field
• Ability to navigate ambiguity and manage competing priorities
• Strong relationship building skills
• Excellent communication skills: verbal, written, presentation
• Exceptional analytical prowess