Sales Manager Scientific & Research markets EMEA
Picarro - Netherlands, MO

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Preferred location: Netherlands
Picarro is a profitable greentech enterprise backed by top-notch venture capitalists.
We are the world’s leading producer of greenhouse gas and optical stable isotope measurement instruments for a wide variety of scientific and industrial applications, including environmental, atmospheric, energy, life science and food testing.
We’ve been awarded the World Economic Forum (WEF) Technology Pioneer 2012 award, just got written up in the New York Times and are a winner of Wall Street Journal R&D awards, and many more.
Best of all, what we do really matters for the future health of our world! Our analyzers play an essential role in tracking the effectiveness of carbon and climate policy. We are transforming how world-class scientific and regulatory compliance measurements are made, and more importantly, who makes them. Never before have such high quality data been so readily available and so affordable.
We are addressing the Scientific and Research markets and since recently we are entering the Energy/ Oil& Gas markets with innovative applications that enable paradigm changes in these segments.
Picarro has about 90 employees with customers in over 73 countries worldwide. We are a true global company with our head office in the US (Silicon Valley) and offices in the Netherlands, Switzerland and Beijing.
A Picarro Company introduction and a short video (produced for the 2012 WEF award) can be found on the following URL’s and will provide you a further introduction to the company:
https://picarro.box.net/s/658qa5ps1aue0uq38tpv
http://bit.ly/Picarro180

POSITION SUMMARY:
Picarro is expanding the European organization to adequately address the grown customer base and growth potentials in Europe, Middle East and Africa. We are currently actively searching for a European Sales Manager to lead our sales activities particularly in the Science and Research markets where we have a leading position in greenhouse gas and optical stable isotope measurement instruments. Leading customers include amongst others: ICOS, ETH, WMO (World Meteorological Organization), Astrium Satellite Services, Climate- KIC, and all major universities and institutions related to Climate change analyses
We have a small team of people in Europe. You can rely on a dedicated EMEA Technical and Application support specialist and corporate support functions from our HQ in Santa Clara. It is a hands-on/ multi-disciplinary job providing you a lot of autonomy to further develop and grow the business.
Depending on country/ region we have a either a direct- or indirect GTM (Go To Market) approach utlilizing value added Distributors and/or agents.
This position will be based out of our office in the Netherlands and will report into the VP International Sales

Key Responsibilities:
Lead Picarro’s sales activities towards the Scientific & Research communities across EMEA.
Own and maintain the EMEA sales plan for the Scientific & Research markets. Be accountable for the assigned quota for the EMEA region and accurately report forecasts and achievements to management.
Proactively identify and contact Picarro customers and prospects to generate new business.
Listen to customers and use astute questioning to understand, anticipate and exceed their needs.
Further define and develop the Go-to-market strategy and plan, balancing a direct sales approach with an indirect partner enablement plan.
Support customers and/or Picarro’s channel partners with technical sales enquiries, RFx responses, unsolicited bids, and customer visits to win our customer’s business
Able to overcome technical and business objections to create win-win solutions.
Working closely with other members of the Picarro team, properly utilizing the experience within the broader Picarro organization.
Persuade customers on appropriate Picarro solutions that best satisfy their needs in terms of quality, price and performance.
Craft customer proposals and negotiate options to meet both customer and company needs
Build and maintain close relationships with customers and channel partners.
Identify and monitor customer trends in Green House Gas monitoring, Isotopic Water Analysis, CO2 Sequestration and top Picarro market segments based upon incoming information.
Evaluate Picarro technology in comparison to our competitors’ technology and create compelling sales tools that help highlight our advantages.
Maintain current and in-depth knowledge of the entire Picarro product line.

Qualifications:
Consultative sales and/or telesales experience (8+yrs) with analytical instrumentation sales with a proven track record of sales performance.
Bachelor's or higer degree in Environmental Science, Biology, Chemistry, Physics or related science fields.
A high level understanding of the global carbon/hydrogen/oxygen/nitrogen cycles is a pre.
Quota carrying experience.
Energetic, highly motivated, unmatched drive and strong ability to influence others.
Must have strong interpersonal skills and desire to work in a dynamic, high pace and multi-cultural environment
Knowledge of the operation of academic research processes and/or laboratories, air/water testing requirements and procedures, and air quality control regulations that apply to Picarro customers.
Ability to patiently and efficiently guide customers through the technical and applications issues associated with pre-sale of products/services
A results oriented, team player with the drive to succeed and highly motivated to learn in a faced paced, entrepreneurial environment
Ability to Travel (internationally) to customer sites and global conferences required.
Strong organization, problem-solving, and analytical skills.
Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.
Proven ability to handle multiple projects and meet deadlines.
Ability to maintain focus while working under tight deadlines.
Self-starter that can work independently, make necessary decisions and follow through with action plans.
Demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
Preferred location is Netherlands

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