Electrochemistry Sales Manager

Job Description

Job Description

Description:

Job Title: Electrochemistry Sales Manager

Accountability: Reporting to the General Manager

Department: Sales & Marketing

About Us:

Scribner is a 40+ year manufacturer of electrochemical test and measurement systems headquartered in Southern Pines, NC. Our products, fuel cell test systems, electrolyzer test systems, membrane test systems, and related instrumentation, are deployed by leading research institutions and industrial customers across the globe. We are in an active phase of product line expansion and are seeking engineering leadership to match our ambitions.

The Opportunity:

We are looking for someone who wants to own a territory, not support one. You will build a pipeline leveraging our existing relationships, supported by an internal sales team and management, by sitting down with principal investigators to work out what they are trying to measure, configuring the system that does it, demonstrating equipment to solve the challenges of researchers, and closing sales opportunities. You will be responsible for Scribner’s test systems, Ivium’s potentiostats, and other lines we seek to add. This is an expansionary role for Scribner, to be the first to help define a potential new business segment for product distribution.

If you are an applications scientist, a field support engineer, or a researcher who has been the technical voice in the room while someone else closed the deal, and you want the commercial ownership and the earnings that come with it, we want to talk to you. 

Our Core Values:

• Curiosity - We embrace the scientific process of exploration, problem-solving, and collaboration, where all ideas are encouraged, questions are asked freely, and initiative is taken.
• Teamwork - We work together, knowing true value lies in how our contributions are strengthened by others, and inspire one another to fulfill our Vision.
• Quality - We perform every task the right way, with keen attention to detail, organization, and address issues openly and directly.
• Professionalism - We hold ourselves to the highest levels of integrity, correctness, behavior, and treat our fellow employees, customers, and partners with respect.

Our Vision:

At Scribner we are empowering research and advancing technology, together. Our vision is more than a single phrase, it’s a mindset. We believe that by developing scientific test equipment we are contributing to a future with more discoveries, more innovation, and more prosperity for humanity.

Location and Work Arrangement:

This is a full-time, remote position collocated with clusters of Scribner customers. Scribner's facility is in Southern Pines, NC. Candidates must be able to visit our facility for training, key meetings, customer events, and other requirements. Candidates must be willing to travel up to 100% of time to support customer visits, demonstrations, conferences, installations, and post-sales follow ups. 

Requirements:

  Responsibilities – Pipeline Development:

• Proactively identify and pursue new opportunities through direct outreach, cold calling, campus and laboratory visits, conference activity, and monitoring of federal and state research funding awards.
• Simultaneously build demand for Scribner, Ivium, and other product lines we seek to add.
• Build and maintain account plans that prioritize institutions by research activity, funding position, installed base, and replacement cycle.
• Expand revenue within the existing installed base through accessories, upgrades, software, service, and system replacements.
• Strengthen and defend Scribner's position at strategic accounts, including R1 and R2 universities, national laboratories, and private research and development organizations.
• Expand Scribner’s presence in industrial companies and energy startups by following individuals from the lab to industry.
• Organize workshops, seminars, and educational events with key partners to build awareness.

Responsibilities – Technical Selling:

• Conduct technical discovery with principal investigators, postdoctoral researchers, laboratory managers, and engineering teams to define application requirements.
• Translate research objectives into specific system configurations across all salable items.
• Deliver product demonstrations and evaluations, including hands-on demonstration of portable instruments at the customer site and coordinate virtual demonstrations of full test systems with Scribner’s scientists.
• Collaborate with Scribner’s scientists for deeper technical questions, bespoke sales processes, and custom configurations. commissioning, training, and post-installation follow-ups.
• Lead proposal and quotation development, coordinating with science, inside sales, engineering, and finance on custom and engineered-to-order systems.
• Navigate institutional purchasing processes including grant timing, capital equipment approval, sole-source justification, competitive bid, and tender response.
• Maintain in-depth working knowledge of all Scribner and Ivium product lines and of competitive and complementary offerings.
• Report competitive intelligence from the field, including pricing, positioning, win and loss drivers, and recommend responses.
• Track research trends, publication activity, and funding developments within the market and translate them into actionable targets.
• Serve as the voice of the customer, contributing requirements that inform the product roadmap.

Responsibilities – Sales Administration:

• Maintain complete, accurate, and current records of all accounts, contacts, activities, leads, and opportunities in Microsoft Dynamics 365 Sales.
• Manage the sales funnel in accordance with company stage definitions, close dates, and probability standards. 
• Coordinate and work collaboratively with inside sales and science teams on opportunity health, customer service, and lead generation.
• Respect and complement existing customer relationships.
• Report on sales activities and build KPIs collaboratively with management.
• Represent Scribner at technical conferences, trade shows, workshops, and industry events.
• Contribute to marketing execution including campaign targeting, customer content, application notes, and LinkedIn presence.
• Perform additional tasks and assignments as needed.

Requirements:

• Bachelor's degree in Chemistry, Materials Science, Chemical Engineering, Mechanical Engineering, Electrical Engineering, Physics, or a closely related technical field. Master's or Ph.D. preferred.
• Three or more years of experience as a researcher or applications scientist in academic, national laboratory, or industrial settings with increasing responsibilities and a desire to be customer-facing. 
• Demonstrated ability to build a pipeline from a standing start, including cold outreach and territory prospecting, and or sales experience is a plus.
• Working knowledge of electrochemistry and electrochemical measurement techniques. Familiarity with fuel cells, electrolyzers, flow batteries, membranes, potentiostats, or electrochemical impedance spectroscopy is strongly preferred. Experience with Scribner or Ivium equipment is an added plus.
• Ability to present and defend technical content credibly in front of doctoral-level scientists.
• Demonstrated organizational skills, timeliness, and persistence with a deep yearning to get it right.
• Proficiency with Microsoft Office applications, more sophisticated application skills are a plus.
• Residence within the territory, in or near a primary customer cluster, with reasonable access to a major airport.
• Ability and willingness to travel up to 100%, including overnight travel, with a valid driver's license and passport.
• Excellent written and verbal communication, organizational, and problem-solving skills.
• Self-directed and accountable. Ability to operate productively and independently in a remote role.
• Ability to thrive in a dynamic hands-on company.

Compensation and Benefits :

• Uncapped Sales Commission
• Competitive Base Compensation Commensurate with Experience
• Reimbursement of Business Travel Expenses – Keep Your Points & Miles
• Medical Insurance, Paid Time Off with Company Holidays, & 401(k) with Company Match
• Invigorating Culture with High Growth Potential in Clean Energy and Advanced R&D Space

Expectations :

• Within the first 90 days

1. Complete product, application, and sales system training, including hands-on time at the Southern Pines facility.
2. Complete first round of contact with key accounts and take over regional opportunities and deliver call reports trackable through CRM.
3. Draft a plan for pipeline development over the next 12 months, with help of inside sales, to drive sales for each product line.

• Within the first 6 months

1. Establish customer relationships through high level of personal engagement.
2. Hold on-site equipment demonstrations and actively grow contact list.
3. Close initial orders and demonstrate command of equipment selection, configuration, and quotation process.
4. Seek customer feedback, gather market trends, and funnel information back to Scribner’s engineers for continuous improvement and new product development.

• Within the first 12 months

1. Demonstrate measurable sales growth and pipeline expansions.
2. Refine draft pipeline development plan, on-site visits strategy, and outreach based on results to maximize impact.
3. Attend relevant trade shows and conferences with the full Scribner team.
4. Report on insightful industry and market trends for growth opportunities.