Field Sales Scientist (Field Sales) m/w/d
We are STOE & Cie GmbH, a renowned company based in Darmstadt, Germany, specializing in the development, manufacture, and sale of advanced scientific instruments for non-destructive sample analysis using X-ray diffraction technology. With a heritage dating back to 1887, we pride ourselves on pioneering innovations in the field of crystallography.
We have joined the global AMI Group in 2025 and are now the European HQ of the global AMI group as well as serve as center of excellence for XRD globally.
We are seeking a Sales Scientist to develop and manage direct sales of advanced materials characterization instruments. This role combines scientific expertise with commercial responsibility, including prospecting, customer visits, technical discussions, instrument configuration, quotations, negotiation and closing.
Our portfolio includes physisorption and chemisorption, gravimetric sorption, thermal analysis, density measurement, catalytic reactor systems, and powder and single-crystal X-ray diffraction. Customers include universities, research institutes and industrial laboratories.
Aufgaben
Field Sales and Territory Management- Own direct sales activities within the assigned territory, including prospecting, opportunity development, customer visits and account management.
- Develop and execute a territory plan focused on universities, research institutes and industrial R&D.
- Take ownership of territory sales targets and contribute actively to revenue growth, market development and strategic account penetration.
- Manage the complete sales cycle, from lead generation and qualification through technical discussions, demonstrations, proposals, negotiation and closing.
- Prepare instrument configurations, quotations and commercial proposals.
- Support and manage public tenders, procurement processes and technical specifications in cooperation with internal stakeholders.
- Identify opportunities across the AMI and STOE portfolios based on customers' research needs and applications. Proactively identify and develop new customers, research groups and application areas within the territory.
- Understand customers' materials, research objectives and analytical challenges and translate them into suitable instrument and application solutions.
- Conduct onsite and virtual meetings to understand customers' scientific workflows and measurement requirements.
- Present instrument capabilities and competitive advantages with scientific credibility.
- Coordinate sample testing, demonstrations and detailed technical discussions with applications scientists and product specialists.
- Build lasting relationships with researchers, laboratory managers, technical decision-makers and purchasing teams.
- Maintain accurate CRM records, including customer interactions, opportunities, quotations and next steps.
- Actively manage opportunities and provide realistic sales forecasts.
- Communicate territory priorities, commercial obstacles and support requirements to the EU Sales Manager.
- Represent AMI and STOE at conferences, exhibitions, seminars and customer meetings.
- Monitor competitor activity and share customer and market insights.
- Develop relationships with key accounts and research groups within the territory.
- Provide customer feedback to improve product messaging, positioning and differentiation.
- Identify emerging research areas, key opinion leaders and influential research groups within the territory.
- Work with the marketing team to support relevant customer outreach and sales activities.
Profil
Qualifications and Experience- A scientific or engineering degree in chemistry, materials science, physics, chemical engineering or a related discipline. A master's degree or PhD is preferred.
- At least three to five years of relevant technical sales experience, preferably involving analytical instrumentation or materials characterization.
- Technical understanding of one or more relevant techniques, such as gas sorption, chemisorption, thermal analysis, gravimetric sorption, catalytic reactors or X-ray diffraction.
- Excellent written and spoken German & English; additional European languages are an advantage.
- High willingness to travel within the assigned territory and internationally, with approximately 50% travel activity expected.
- Strong communication and presentation skills, with the ability to engage effectively with scientists, technical specialists and commercial decisionmakers.
- Self-driven, proactive and comfortable working independently in a field-based sales role.
- Strong organizational skills and the ability to manage multiple sales opportunities and customer projects in parallel.
- Commercial mindset with a strong focus on customer needs, opportunity development and sustainable business growth.
- Ability to collaborate effectively with applications, service, product management, marketing and sales colleagues across an international organization.
- Valid driving license and willingness to travel regularly by car and air.
Wir bieten
Our work environment is truly one-of-a-kind, blending the robust heritage of a 139-year-old, esteemed German Mittelstands company at its finest with the energy of a groundbreaking global Chinese/US business. Of course, we offer a competitive salary package that reflects the significance of the position along with the candidate's skills, experiences, and potential to drive the company's growth.
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