Rob Kern
Alameda,California
Summary
Dynamic Technical Sales Specialist with a proven track record selling capital equipment into clinical and research laboratories. Excels at solution selling, communicating added value, and building strong client relationships through knowledgeable dialogue, tailored sales proposals and effective post-sales support. Strong territory and time management skills focused on managing key accounts to drive revenue growth and promote the brand.
Expert at delivering exceptional solutions in complex environments to ensure customer and brand success.
Overview
30
30
years of professional experience
Work History
Technical Sales Specialist
Calibre Scientific, Inc.
04.2023 - 03.2025
- Increased revenue by developing and cultivating new leads and referrals for capital equipment sales.
- Evaluated customer needs and collaborated with the microscope dealer reps to present targeted and fully integrated microinjection and microscopy systems.
- Developed and presented sales proposals and conducted onsite demonstrations to show how the product's unique strengths fulfill the client's needs.
- Established strong customer relationships and high-level interactions to develop trust in our solutions, and engender the confidence that we are the best partner for their lab.
Cell Technology Technical Sales Representative
Eppendorf North America, Inc.
03.2009 - 04.2023
- Developed robust pipeline of sales opportunities through cross-selling, referrals, and managing long sales cycles with the help of CRM tools.
- Maximized revenue opportunities by conducting thorough needs assessments and identifying project budgets during initial client consultations.
- Leveraged excellent communication skills when presenting complex technical information to non-technical audiences.
- Coordinated between the client, the microscope dealer representative, and the Eppendorf sales support team to deliver added value to each sales proposal.
- Provided exceptional customer service, addressing technical inquiries and leveraging internal and eternal resources to resolve issues promptly, supporting the client and the brand reputation.
- Promoted the product and brand visibility within the industry by participating in trade shows and workshops.
Technical Operations Manager, Cell Technology
Eppendorf North America, Inc.
01.2008 - 03.2009
- Provided technical support for the Cell Technology Sales representatives, including collaborative customer calls.
- Did on-site system installations and trained customers and distributor representatives.
- Provided field service and evaluation for microinjection and micromanipulation instrumentation.
- Identified up-selling and cross-selling opportunities.
- Contributed to business growth by participating in strategy development meetings with senior management.
Field Application Specialist ARTS / ECET
Eppendorf North America, Inc.
01.2007 - 01.2008
- Delivered personalized on-site installations and training sessions to end-users for realtime PCR and automated pipetting workstations.
- Identified opportunities to upsell users on accessories and control systems.
- Increased user proficiency and provided post-sales support to free up sales specialists to pursue new opportunities.
- Conducted regular follow-ups with clients post-implementation, ensuring continued success in achieving desired outcomes.
- Developed strong relationships with clients, becoming a trusted advisor on application-specific inquiries.
- Improved customer satisfaction and retention through comprehensive technical support for complex applications.
- Collaborated with sales teams to identify new potential customers and generate new business opportunities.
Technical Sales Specialist, Cell Technology
Eppendorf North America, Inc.
03.1995 - 01.2007
- Developed direct sales through careful pipeline management.
- Collaborated with distribution partners to increase the scope of lead generation and create sales synergy.
- Wrote and presented quotes for cell manipulation systems, targeting the proposal to each customer's needs.
- Negotiated pricing with customers and dealer reps to maintain margins while still maximizing sales volume.
- Provided on-site product demonstrations, closed the sales, and then provided on-site installation and training.
- Minimized customer reliance on post-sales support by thorough careful training and writing detailed trouble-shooting guides.
Education
Bachelor of Arts - Anthropology
The University of Illinois
Champaign, ILSkills
- Capital equipment sales
- Territory management
- Solution selling
- Key account management
- Sales pipeline management
- Time management
- Attention to detail
- Quote preparation
- Post-sales support
- Trade show representation
- CRM implementation
Miller Heiman : Strategic Selling Skills
Comprehensive three day sales training focused on learning to identify your client's underlying needs, and to demonstrate in your interactions that you offer the solution they need plus added value beyond the price and technical specifications.
Timeline
Technical Sales Specialist
Calibre Scientific, Inc.
04.2023 - 03.2025
Cell Technology Technical Sales Representative
Eppendorf North America, Inc.
03.2009 - 04.2023
Technical Operations Manager, Cell Technology
Eppendorf North America, Inc.
01.2008 - 03.2009
Field Application Specialist ARTS / ECET
Eppendorf North America, Inc.
01.2007 - 01.2008
Technical Sales Specialist, Cell Technology
Eppendorf North America, Inc.
03.1995 - 01.2007
Bachelor of Arts - Anthropology
The University of Illinois
Similar Profiles
Guoste IvanauskaiteGuoste Ivanauskaite
CRM Administrator at Calibre Scientific Inc.CRM Administrator at Calibre Scientific Inc.
Emanuella VIEIRA MOREIRAEmanuella VIEIRA MOREIRA
Responsable administration des ventes at Calibre Scientific France (anc. Amplitech S.A.S)Responsable administration des ventes at Calibre Scientific France (anc. Amplitech S.A.S)
Eunika ConstantEunika Constant
ERP Program Manager at Calibre ScientificERP Program Manager at Calibre Scientific