Lightspeed Sales Engineer

Overview

The Lightspeed Sales Engineer is responsible for commercial activities for Resonetics’ Lightspeed Labs, including sales capture, pipeline development, quote execution, account development, forecasting, and technical marketing. The Sales Engineer will manage a regional territory of development accounts and provide commercial oversite for select Lightspeed Labs. They will work with the Lightspeed Lab and business development teams to assure focus and accountability on early-stage customer satisfaction, revenue generation and funnel, and long-term production pipeline conversions goals, all in line with the company vision, mission, and values. Once a development account and/or project are moving into high-volume commercial production, the Sales Engineer will work to seamlessly transfer account ownership to the Business Development team.

 

Key responsibilities for the Lightspeed Sales Engineer are the management of a regional territory of accounts, commercial oversite for individual Lightspeed Labs, and the acquisition and evaluation of new customers and opportunities. This includes the maintenance of a healthy prototype and early-stage production demand pipeline, increasing sales, expanding the customer base, sales intelligence, facilitating Type II and Type III opportunity development and transfers, nurturing new target high potential account relationships, improving the customer experience in the respective Lab territories, and technical marketing.

 

Responsibilities

Essential Duties and Responsibilities:

 

Territory Management

• Responsible for the prototype and early-stage production sales of Resonetics’ technology and prototype manufacturing capabilities and services to assigned customers and Lab targets within the territory.
• Develop annual commercial plan in conjunction with Sales, Engineering, and Lightspeed Lab management, which details specific activities to target during the year, and will focus the group on meeting or exceeding the established sales plans.
• Gather a detailed understanding of customer needs and ensure it is properly understood by internal team members.
• Facilitate the urgent resolution of all customer requests, including RFQs and orders. Follow-up on all submitted quotes within 24 hours and work with Lightspeed Lab managers and other internal team members to meet the customer’s needs and win new projects.
• Complete understanding of lead conversion, quoting, pricing and proposal/RFQ processes and systems, including use of Hubspot, Salesforce, and any Lightspeed Lab-specific procedures.
• Maintain timely and accurate updates of all information in Salesforce, including opportunity details, customer information, and trip reports.
• Gather and communicate customer feedback to the Lightspeed Labs and broader commercial team.

New Lead Development and Qualification

• Evaluate and convert new marketing leads from the Resonetics website, trade shows, eCommerce store, and other channels.
• Utilize advanced lead targeting and market knowledge software, including Pitchbook and 6sense, to identify, evaluate, and convert new customers and opportunities.

Lightspeed Lab Commercial Oversite

• Provide commercial oversite for assigned Lightspeed Lab(s), including forecasting, pipeline analysis, and new opportunity management.
• Create and report the monthly commercial update for assigned Lightspeed Labs.
• Gather insight to market trends, competitor activities, and customer insights to inform Lightspeed Lab and marketing strategies.
• Support new opportunities in assigned Labs that are managed by the Business Development team as needed.
• Support customer visits and Lightspeed Lab days.
• Provide technical marketing insight and content for Resonetics Lightspeed Lab capabilities and collaborate with the marketing team on ad creative, messaging, and campaigns.

General

• Work with Business Development and Marketing to implement Resonetics’ marketing plans and schedule Technology Road Shows and Lunch-and-Learn sessions at targeted customers.
• Maintain consistent standards of commercial activities and responsibilities, a consultative approach and engagement with accounts and opportunities, so as to ensure recommendations to prospects and customers of the various solutions that Resonetics offers from their global facilities.
• Maintain and draw upon the lead database of qualified opportunities and manage these opportunities in SFDC for execution.
• Maintain accurate and timely records of all sales and prospecting activities including travel schedules, sales call reports, team KPI’s, win rates, quote-response rates, presentations, and follow-up activities within the assigned territories of the team.
• Adhere to all company policies, procedures, and business ethics codes.
• Participate in industry trade shows and work Resonetics booth at selected events.
• Attend periodic Resonetics sales meetings and company events.
• Work effectively with inside and outside sales, business development, engineering, manufacturing, quality, and other employees to fulfill customer orders and requirements while following company procedures, systems, and guidelines.

Required Qualifications

• Bachelor’s degree in engineering, or a related field / technical focus.
• Minimum of 2 years of engineering or technical sales experience in the medical device industry (contract manufacturing)
• Extensive experience with Customer Relationship Management (CRM) software and Salesforce highly desirable.
• Proven experience in engineering, technical sales, or a similar customer-facing role within the medical device sector.
• Strong understanding of medical device manufacturing technologies, regulations, and industry standards.
• Exceptional communication skills, both written and verbal, with the ability to convey complex technical concepts to diverse audiences.
• Data driven and continuous improvement mindset
• Project management skills with the ability to manage multiple projects simultaneously.
• Creative problem-solving abilities and a passion for driving innovation in the medical device domain.
• Passion for collaborating with and serving customers
• Proficiency in collaboration tools, project management software, and CRM systems.
• Ability to work effectively as member of a high performing professional team.
• Strong understanding of customer and market dynamics and requirements.
• Demonstrate the ability to gather, submit detailed business information for pricing and presentation of solutions to identified prospects' business problems.
• Demonstrate the ability to develop and carry on effective business conversations/relationships with business owners, senior leaders, and key decision makers.
• Demonstrate technical selling skills and product knowledge in all areas listed above that result in effective presentations of all of Resonetics’ global capabilities

Physical Demands

• This is a field-based position located in the Northeast United States, requiring frequent travel for customer visits throughout the region as well as regular travel to Resonetic's Bethel or Nashua site.

Compensation

The compensation for this role is competitive and will be based on experience and qualifications. The anticipated range is $90,000 - $100,000.

 

Our company policy is that we are unable to provide visa sponsorship. Candidates must already be legally authorized to work in the United States without the need for sponsorship now or in the future.