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Sales Specialist Custom

Department: Regional Sales and Marketing

Location: Shanghai, China, China


Abcam, is a leading bioscience company specializing in the production and sale of antibodies and related products to scientific research organizations with offices in Cambridge and Bristol, UK; Cambridge, MA; Eugene, OR; San Francisco, CA; Tokyo, Japan and Hangzhou and Hong Kong, China.

Job Title:             Sales Specialist Custom Solutions


Reports to:         Sales Director Pharma/Biotech


Job purpose: Sales Specialist Custom Solutions, will be working in our commercial team, which has a goal to help our clients make scientific breakthroughs in their research and product development using our extensive service capabilities incorporating our development technologies of Phage display, RabMab Hybridoma, B-Cell cloning & NGS

This position will be based in the region and will report into the Sales Director Pharma/Biotech.

In this role, you will be responsible for the strategic and tactical management of accounts in your territory including focusing on existing relationships and generation of new business opportunities within key geographic areas in the Region.


Role responsibilities:

  • Sales Specialist Custom Solutions is accountable for the achievement of the department’s assigned targets for profitable sales revenue and achievement of the Regional teams’ overall objectives.
  • In their position, the Sales Specialist Custom Solutions plays a key support role to key personnel including Key Account Managers and Project Managers in the successful delivery of custom solutions in Key Accounts.
  • They will identify new opportunities to develop strategic business relationships focussing on accounts defined by the custom profiling criteria for potential customers.
  • Drive the revenue growth of the business by promoting and marketing our portfolio of service capabilities.
  • Provide project updates and collect feedback from customers.
  • Facilitating business/legal agreements such as CDA’s & Custom design agreements.
  • Continually provide feedback and assist the organizational needs around market development and new service opportunities, customer trends, competitive activities.
  • With the Sales Manager Pharma/Biotech input into the formulation of the annual custom business plan
  • Provide input into Key Account Plans with the Key Account Manager and aid in the identification of custom opportunities at these sites.
  • Work cross functionally with other departments within Abcam to allow fulfilment of the sales cycle for custom solutions and allow coordinated interfacing between Abcam and the Customer.
  • Work closely with Business Development in order to ensure up front planning for where licencing out opportunities exist with customers and allow coordinated capture and management of these opportunities.
  • Work closely with the Custom Project Managers for the fulfilment of Projects.
  • Work closely during appropriate portions of the sales cycle with the Custom Solutions production team to ensure fit for purpose propositions to customers.
  • Input into and if required participate in Custom review meetings and Pipeline review meetings.
  • Be responsible for the writing of customer proposals including quotations in conjunction with the Custom Solutions production team and Project Management team.
  • Domestic travel of up to 50%

Summary of Job Requirements:


Education, Training & Qualifications

  • MSc or Ph.D. in Biology or related fields
Experience in immunology and Immunohistochemistry

Experience – work, research, voluntary, other

  • More than five years of experience in solution science-based selling in the Life Science market.
Experience selling service solutions

Specific skills & abilities

  • Proficient in managing customer interface and relationship both at scientific end-user level, decision making level
  • Ability to work cross functionally.
  • Technical experience.
Experience in selling solutions and services
Project Management (some knowledge)

Personal traits

  • Excellent communication skills both written and spoken
  • Attention to detail
  • Demonstrated ability for problem prevention, detection and resolution.



Career progression opportunities

  • Many opportunities exist for development within the commercial organisation.

Our culture is one that empowers individuals, with responsibility given at an early stage. We place great emphasis on knowledge and experience. The working environment is friendly and fun but intense, with everybody working together as a team to deliver great service and the best solution to our customers. In addition to competitive salaries we can offer an attractive flexible benefits package which includes a profit-share scheme and share options.