POSITION SUMMARY:

This role is responsible for driving ProteinXI (PXI) revenue growth across both existing MSD customer relationships and new, greenfield accounts not historically served by MSD in defined territory covering key Biopharma Accounts and CRO’s. This position will collaborates with MSD sales teams and simultaneously build independent pipeline within all accounts in defined country/territory.

The ProteinXI Technical Sales Specialist owns territory strategy, pipeline development, and deal execution, and leads complex sales motions supported by Field Application Scientists (FAS) and Inside Sales Account Managers.

DUTIES AND RESPONSIBILITIES:

Territory and Revenue Ownership

• Own and deliver assigned ProteinXI revenue targets, including territory planning, pipeline generation, and forecast accuracy.

• Develop and execute territory strategies spanning existing MSD accounts and new, greenfield accounts within select BioPharma and CRO accounts.

• Build and manage a qualified pipeline aligned to PXI’s discovery and translational research positioning.

• Lead deal strategy, pricing discussions, and commercial negotiations in partnership with Sales Management and Inside Sales.

• Maintain accurate opportunity tracking, forecasting, and activity reporting within Salesforce.

Complex Sales Leadership

• Serve as the technical-commercial lead for ProteinXI opportunities from first engagement through close.

• Drive complex, multi-stakeholder sales activities, involving discovery scientists, translational researchers, informatics teams, and procurement.

• Position ProteinXI’s NGS-based high-plex proteomics differentiation relative to competitive technologies (mass spectrometry, affinity-based platforms, multiplex immunoassays).

• Clearly articulate value propositions tied to throughput, data richness, workflow integration, and translational impact.

Cross-Functional Deal Execution

• Lead account strategy and coordinate field resources, including Field Application Scientists (FAS) and Inside Sales Account Managers.

• Define engagement models for each opportunity (who leads, when to deploy FAS, escalation thresholds).

• Ensure seamless transition from pre-sales evaluation to post-sale onboarding and adoption.

Customer Engagement and Market Development

• Establish trusted relationships with discovery and translational research leaders across assigned accounts.

• Expand MSD’s footprint into new buyer personas not historically served by the Core ECL portfolio.

• Identify and develop lighthouse accounts and early adopters that support broader market credibility.

• Represent ProteinXI at conferences, scientific meetings, workshops, and customer events.

Early Access and Launch Support

• Support Early Access Program commercial execution by identifying qualified prospects and shaping commercial pathways to conversion.

• Partner with Product Management and Marketing to provide Voice-of-Customer input on pricing, packaging, and commercialization readiness.

• Feed structured market intelligence back to leadership on competitive dynamics, objections, and win/loss drivers.

EXPERIENCE AND QUALIFICATIONS:

• Bachelor’s degree in Life Sciences required.

o Advanced degree strongly preferred.

• A minimum of 5 years of experience in technical sales, scientific sales, or hybrid commercial roles within life sciences.

• Experience selling platforms or workflows involving NGS, multi-omics, proteomics, or advanced discovery tools strongly preferred.

• Prior experience working alongside Field Application Scientists and Inside Sales teams required.

KNOWLEDGE, SKILLS AND ABILITIES:

• Proven success carrying and closing complex, solution-based sales across key accounts within defined territory.

• Strong understanding of protein biology, biomarker discovery, and translational research workflows.

• Commercial mindset with the ability to lead scientific discussions and to translate technical differentiation into customer-specific value.

• Strong business acumen, negotiation and mediation skills, as well as a demonstrated attention to detail and a focus on achieving quality outcomes. Ability to build/foster relationships.

• Excellent communication skills with the ability to organize, present, and articulate ideas both verbally and in writing.

• Proficiency with CRM systems (Salesforce) for pipeline management, forecasting, and activity tracking.

• Demonstrated ability to operate independently in a territory while collaborating effectively within matrixed organizations.

• Ability to prioritize effectively across multiple opportunities in fast-moving, early-stage commercial environments.

• Comfortable operating amid ambiguity typical of new platform launches.

• Ability to travel that can include overnight stays and working outside normal business hours as needed.

PHYSICAL DEMANDS:

This position requires the ability to communicate effectively, travel frequently, and use standard business equipment. Occasional customer site visits may include laboratory environments.

WORK ENVIRONMENT:

This position is performed in a traditional home office environment with travel up to 60% of the time to include customer sites, conferences, and internal meetings.

Technical Sales Specialist, Protein XI, Europe, Middle East and Africa (EMEA)

Job Description