{"id":13473,"date":"2024-09-26T15:12:34","date_gmt":"2024-09-26T15:12:34","guid":{"rendered":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/?page_id=13473"},"modified":"2024-10-03T09:57:54","modified_gmt":"2024-10-03T09:57:54","slug":"sales-marketing","status":"publish","type":"page","link":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/info-resources\/exploration\/sales-marketing\/","title":{"rendered":"Career area: Sales and marketing"},"content":{"rendered":"\n<div class=\"vf-grid | vf-grid__col-3\"><div class=\"vf-grid__col--span-2\"><!--[vf\/content]-->\n<div class=\"vf-content\">\n\n<h2 class=\"wp-block-heading\">A &#8216;sales, marketing, product support&#8217; career<\/h2>\n\n\n\n<p>When hiring for sales and marketing roles for scientific products, companies often look to hire scientists. This is because their familiarity with the needs and challenges of scientists, their ability to communicate and their network are highly valuable in these positions. <\/p>\n\n\n\n<p>Employers include companies that produce products aimed at scientists (e.g. reagents, labware, instrumentation, scientific services), as well as pharma, biotech and medical device companies.<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"vf-tabs\"><ul class=\"vf-tabs__list\" data-vf-js-tabs=\"true\"><li class=\"vf-tabs__item\"><a class=\"vf-tabs__link\" href=\"#vf-tabs__section-ad9d22e7-f2ff-4f69-8d17-6906474a25b3\" data-vf-js-location-nearest-activation-target=\"\">Roles and responsibilities<\/a><\/li><li class=\"vf-tabs__item\"><a class=\"vf-tabs__link\" href=\"#vf-tabs__section-0e516856-67d5-40f7-8a48-9fb56f3d4d9c\" data-vf-js-location-nearest-activation-target=\"\">Career entry and progression<\/a><\/li><li class=\"vf-tabs__item\"><a class=\"vf-tabs__link\" href=\"#vf-tabs__section-2b831503-f499-4f03-ae98-402b00c99e2e\" data-vf-js-location-nearest-activation-target=\"\">Knowledge and skills<\/a><\/li><\/ul><div class=\"vf-tabs-content\" data-vf-js-tabs-content=\"true\">\n<section class=\"vf-tabs__section\" id=\"vf-tabs__section-ad9d22e7-f2ff-4f69-8d17-6906474a25b3\"><h2>Roles and responsibilities<\/h2>\n<p>The job titles and the tasks associated with sales\/marketing positions have a large variety. Possible tasks may include a subset of the following activities:<\/p>\n\n\n\n<p><strong>Sales roles<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>identifying potential new customers, and engaging with relevant staff within the company\/institute\/organization.\u00a0<\/li>\n\n\n\n<li>listening to and understanding the potential customer\u2019s needs and challenges, then communicating the prospective value of relevant products; coordinate activities that will promote a sale \u2013 demos, calls with\/visits of product specialists to answer specific technical questions, deliver trainings, etc; negotiating contracts and closing deals.<\/li>\n\n\n\n<li>account management: maintaining relationships with existing clients, identifying potential new requirements and any issues with purchased products.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>(for technical sales roles) developing and applying expertise in a specific product range, promoting this to potential customers.<\/li>\n\n\n\n<li>understanding the market and advising on the commercial potential of new products in the development pipeline.\u00a0<\/li>\n\n\n\n<li>business development: identifying potential long-term partnerships or licensing opportunities.<\/li>\n<\/ul>\n\n\n\n<p><strong>Marketing roles<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>collating and assessing information on the market for products \u2013 trends, competitors, customer segments, current sales figures, market potential for new products etc.\u00a0<\/li>\n\n\n\n<li>deciding on the \u201cpositioning\u201d of products and associated brands i.e. understanding what the primary needs of the customers are, the unique\/best features of the product, and which messages are most important to convey.<\/li>\n\n\n\n<li>planning promotions\/campaigns like product launches, exhibition stands, advertising and materials (brochures) for the company\u2019s products. Running social media accounts. Coordination of any outsourced work (e.g. work with a design or advertising agency).<\/li>\n<\/ul>\n<\/section>\n\n\n\n<section class=\"vf-tabs__section\" id=\"vf-tabs__section-0e516856-67d5-40f7-8a48-9fb56f3d4d9c\"><h2>Career entry and progression<\/h2>\n<p>It is often possible to enter junior sales and marketing roles with no commercial experience. In particular, \u2018inside-sales\u2019 roles are one potential entry-level role \u2013 these are office-based, primarily communicating with customers by phone. Other junior sales roles include \u2018sales representative roles\u2019: these tend to be focussed on specific customers (usually in a specific \u2018territory\u2019), and building up a customer base in that area. Depending on the company, role and location, the customers may all be rather spread out requiring a lot of travelling\u2013 but sometimes they are localised in the region in which you live, requiring no overnight trips.&nbsp;<\/p>\n\n\n\n<p>Sales and marketing roles are closely related, and there is often the possibility to switch between these two roles. Career progression may also include managing teams of sales reps\/marketing professionals and eventually more senior management positions, moving into product management, or other commercial roles.\u00a0<\/p>\n\n\n\n<p><strong>Example job titles<\/strong>:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>(Direct\/Key) Account manager<\/li>\n\n\n\n<li>Sales representative<\/li>\n\n\n\n<li>Technical marketing scientist&nbsp;<\/li>\n\n\n\n<li>Technical sales specialist<\/li>\n\n\n\n<li>Inside sales specialist<\/li>\n\n\n\n<li>Market development manager<\/li>\n\n\n\n<li>Scientific manager sales and marketing<\/li>\n\n\n\n<li>Sales and business development manager<\/li>\n<\/ul>\n\n\n\n<p>Note: there is large variety between companies ; some roles may require experience in a more junior role first.<\/p>\n<\/section>\n\n\n\n<section class=\"vf-tabs__section\" id=\"vf-tabs__section-2b831503-f499-4f03-ae98-402b00c99e2e\"><h2>Knowledge and skills<\/h2>\n<p>In our <a href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/blog\/2022\/03\/skills-for-a-scientific-career\/\" target=\"_blank\" rel=\"noreferrer noopener\">careers and skills survey<\/a>, 9 sales and marketing professionals told us the competencies they use most in their daily work\u00a0 The most frequently selected competencies were:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Delivering presentations (selected by 67% of respondents)<\/li>\n\n\n\n<li>Effective communication (selected by 56% and ranked top for success in the role)<\/li>\n\n\n\n<li>Broad scientific knowledge\u00a0 (selected by 56% )<\/li>\n\n\n\n<li>Vision\u00a0 (selected by 56%)<\/li>\n<\/ul>\n<\/section>\n<\/div><\/div>\n\n<\/div>\n<\/div>\n\n\n<div class=\"\"><!--[vf\/content]-->\n<div class=\"vf-content\">\n\n<figure class=\"vf-figure wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1000\" height=\"667\" class=\"vf-figure__image\" src=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-content\/uploads\/TREC-Naples-4-2024-176-m.jpg\" alt=\"\" class=\"wp-image-13345\" srcset=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-content\/uploads\/TREC-Naples-4-2024-176-m.jpg 1000w, https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-content\/uploads\/TREC-Naples-4-2024-176-m-300x200.jpg 300w, https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-content\/uploads\/TREC-Naples-4-2024-176-m-768x512.jpg 768w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/><\/figure>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<article class=\"vf-card vf-card--brand vf-card--bordered vf-u-margin__bottom--800\" default>\n  \n  <div class=\"vf-card__content | vf-stack vf-stack--400\">\n          <h3 class=\"vf-card__heading\">\n        \n        What do people value about this career?\n              <\/h3>\n    \n    \n          <p class=\"vf-card__text\"><!-- wp:paragraph -->\r\n\r\nIn our<a class=\"vf-card_link\" href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/blog\/2022\/03\/skills-for-a-scientific-career\/\" target=\"_blank\" rel=\"noreferrer noopener\">\u00a0careers and skills survey<\/a>, scientists working in sales and marketing told us that they appreciate that their work:\r\n<ul>\r\n \t<li>is intellectually stimulating<\/li>\r\n \t<li>involves collaboration\/ working closely in a team<\/li>\r\n<\/ul>\r\n<!-- wp:list -->\r\n<ul>\r\n \t<li style=\"list-style-type: none;\">\r\n<ul><!-- wp:list-item --><\/ul>\r\n<\/li>\r\n<\/ul>\r\n<!-- \/wp:list-item -->\r\n\r\n<!-- \/wp:list --><\/p>\n      <\/div>\n<\/article>\n\n<\/div>\n<\/div>\n<\/div>\n\n\n<style>\n    <\/style>\n\n<section id=\"wp-block-1\">\n  <div class=\"vf-card-container  | vf-u-fullbleed  \n  | vf-u-background-color-ui--grey--light \">\n          <div class=\"vf-section-header | vf-u-margin__bottom--600 | vf-u-sr-only\">\n        <h2 class=\"vf-section-header__heading\" >\n        header    <\/h2>\n              <\/div>\n      \n\n<div class=\"vf-grid | vf-grid__col-3\"><div class=\"vf-grid__col--span-2\"><!--[vf\/content]-->\n<div class=\"vf-content\">\n\n<h2 class=\"wp-block-heading\">Want to learn more about this career area?<\/h2>\n\n\n\n<details  class=\"vf-details\" id=\"\"  >\n<summary class=\"vf-details--summary\">\nOverview articles<\/summary>\n<div class=\"acf-innerblocks-container\">\n<div class=\"vf-links vf-links--tight vf-links__list--s vf-links__list--very-easy\">\n    <ul class=\"vf-links__list vf-list vf-links__list--secondary\">\n    <li class=\"vf-list__item\">\n          <a class=\"vf-list__link\" href=\"https:\/\/www.science.org\/content\/article\/selling-science\">\n        Selling Science \u2013 Science Careers       <\/a>\n      <\/li>\n    <li class=\"vf-list__item\">\n          <a class=\"vf-list__link\" href=\"https:\/\/blog.addgene.org\/advice-for-moving-into-sales-after-your-science-postdoc\">\n        Advice for Moving Into Sales After Your Science Postdoc \u2013 AdGene blog      <\/a>\n      <\/li>\n    <li class=\"vf-list__item\">\n          <a class=\"vf-list__link\" href=\"https:\/\/www.science.org\/content\/article\/have-phd-will-travel\">\n        Have PhD, Will Travel &#8211; Science Careers      <\/a>\n      <\/li>\n  <\/ul>\n\n<\/div>\n\n<\/div>\n<\/details>\n\n\n\n<div style=\"height:12px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"vf-box vf-box--normal vf-box-theme--quinary | vf-u-margin__bottom--400\">\n                            <p class=\"vf-box__text\">We highly recommend learning more about the careers using the resources above, then conducting <a href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/info-resources\/making-connections\/#vf-tabs__section-c9d226ee-2bad-45ed-bf4a-7d49cd01ad03\">informational interviews<\/a> to gain further insights directly from former PhDs working in career areas that interest you.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n<div class=\"\"><!--[vf\/content]-->\n<div class=\"vf-content\">\n\n<article class=\"vf-card vf-card--brand vf-card--bordered vf-u-margin__bottom--800\" default>\n  \n  <div class=\"vf-card__content | vf-stack vf-stack--400\">\n          <h3 class=\"vf-card__heading\">\n                  <a class=\"vf-card__link\" href=\"https:\/\/www.embl.org\/internal-information\/eicat\/embl-fellows-career-service\/career-exploration\/\" target=\"\">\n        \n        For EMBL fellows\n                  <svg aria-hidden=\"true\" class=\"vf-card__heading__icon | vf-icon vf-icon-arrow--inline-end\" width=\"1em\" height=\"1em\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n            <path d=\"M0 12c0 6.627 5.373 12 12 12s12-5.373 12-12S18.627 0 12 0C5.376.008.008 5.376 0 12zm13.707-5.209l4.5 4.5a1 1 0 010 1.414l-4.5 4.5a1 1 0 01-1.414-1.414l2.366-2.367a.25.25 0 00-.177-.424H6a1 1 0 010-2h8.482a.25.25 0 00.177-.427l-2.366-2.368a1 1 0 011.414-1.414z\" fill=\"currentColor\" fill-rule=\"nonzero\"><\/path>\n          <\/svg>\n        <\/a>\n              <\/h3>\n    \n    \n          <p class=\"vf-card__text\">Further internal resources (e.g. library of recorded career talks) can be found on our intranet pages.<\/p>\n      <\/div>\n<\/article>\n\n<\/div>\n<\/div>\n<\/div>\n\n\n        <\/div>\n<\/section>\n\n\n<hr class=\"vf-divider\">\n\n\n\n\n        <div class=\"vf-section-header\">\n        <h2 class=\"vf-section-header__heading\">\n            <a class=\"vf-section-header__heading vf-section-header__heading--is-link\"\n               target=\"\"\n               href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/blog\/category\/career-profiles\/profiles_products\/products-sales\/\">\n                Read relevant posts from our blog                <svg aria-hidden=\"true\" class=\"vf-section-header__icon | vf-icon vf-icon-arrow--inline-end\" width=\"24\" height=\"24\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n                    <path d=\"M0 12c0 6.627 5.373 12 12 12s12-5.373 12-12S18.627 0 12 0C5.376.008.008 5.376 0 12zm13.707-5.209l4.5 4.5a1 1 0 010 1.414l-4.5 4.5a1 1 0 01-1.414-1.414l2.366-2.367a.25.25 0 00-.177-.424H6a1 1 0 010-2h8.482a.25.25 0 00.177-.427l-2.366-2.368a1 1 0 011.414-1.414z\" fill=\"\" fill-rule=\"nonzero\"><\/path>\n                <\/svg>\n            <\/a>\n        <\/h2>\n            <\/div>\n    \n<div class=\"vf-grid vf-grid__col-3 | vf-content\">\n\n    \n            \n<article class=\"vf-summary vf-summary--news\" style=\"display: block; display: unset;\">\n  \n  <span class=\"vf-summary__date\" title=\"2024-05-02T09:46:14+00:00\"\n    datetime=\"2024-05-02T09:46:14+00:00\">2 May 2024  <\/span>\n    \n  <h3 class=\"vf-summary__title\">\n    <a href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/blog\/2024\/05\/career-profile-nadine-thaler-phd-mba-team-leader-product-manager-applications-hamilton-bonaduz-ag\/\" class=\"vf-summary__link\">Career profile: Nadine Thaler, PhD, MBA, Team Leader\u00a0 Product Manager Applications, Hamilton Bonaduz AG<\/a>\n  <\/h3>\n    <p class=\"vf-summary__text\">\n    If you are an early-career researcher in the life sciences, navigating the career area of marketing may be daunting. To demystify this career path, we talked to Nadine Thaler, formerly a cancer research PhD and currently working as Team Leader Product Manager Applications at Hamilton Bonaduz AG, a&hellip;  <\/p>\n    <\/span>\n      \n<\/article>\n\n<!--\/vf-summary-->\n\n<article class=\"vf-summary vf-summary--news\" style=\"display: block; display: unset;\">\n  \n  <span class=\"vf-summary__date\" title=\"2020-07-27T17:31:46+00:00\"\n    datetime=\"2020-07-27T17:31:46+00:00\">27 July 2020  <\/span>\n    \n  <h3 class=\"vf-summary__title\">\n    <a href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/blog\/2020\/07\/career-profile-dr-gary-kusdian-account-manager\/\" class=\"vf-summary__link\">Career profile: Dr. Gary Kusdian, Account Manager<\/a>\n  <\/h3>\n    <p class=\"vf-summary__text\">\n    Sales and marketing is an often overlooked career area for PhDs. Dr Gary Kusdian talked to us about what he enjoys about his role in sales and what skills are necessary to thrive in this career area.  <\/p>\n    <\/span>\n      \n<\/article>\n\n<!--\/vf-summary-->\n    \n<\/div>\n\n<\/div>\n\n\n\n\n<div class=\"vf-grid | vf-grid__col-1\"><\/div>\n\n\n\n<hr class=\"vf-divider\">\n\n\n\n<div class=\"vf-grid | vf-grid__col-3\"><div class=\"vf-grid__col--span-3\"><!--[vf\/content]-->\n<div class=\"vf-content\">\n\n<div class=\"vf-section-header | vf-u-margin__bottom--400\">\n  <h2 class=\"vf-section-header__heading\" \n      >\n      \n          <a class=\"vf-section-header__heading vf-section-header__heading--is-link\"\n                  target=\"_blank\"\n         href=\"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/info-resources\/exploration\/\">\n        Return to our Career information and exploration page        <svg aria-hidden=\"true\" class=\"vf-section-header__icon | vf-icon vf-icon-arrow--inline-end\" width=\"24\" height=\"24\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n          <path d=\"M0 12c0 6.627 5.373 12 12 12s12-5.373 12-12S18.627 0 12 0C5.376.008.008 5.376 0 12zm13.707-5.209l4.5 4.5a1 1 0 010 1.414l-4.5 4.5a1 1 0 01-1.414-1.414l2.366-2.367a.25.25 0 00-.177-.424H6a1 1 0 010-2h8.482a.25.25 0 00.177-.427l-2.366-2.368a1 1 0 011.414-1.414z\" fill=\"\" fill-rule=\"nonzero\"><\/path>\n        <\/svg>\n      <\/a>\n      <\/h2>\n\n  \n  <\/div>\n\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":6,"featured_media":0,"parent":8552,"menu_order":19,"comment_status":"closed","ping_status":"closed","template":"template-title-left-aligned.php","meta":{"_acf_changed":false,"footnotes":""},"embl_taxonomy":[],"class_list":["post-13473","page","type-page","status-publish","hentry"],"acf":[],"embl_taxonomy_terms":[],"_links":{"self":[{"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/pages\/13473","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/comments?post=13473"}],"version-history":[{"count":26,"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/pages\/13473\/revisions"}],"predecessor-version":[{"id":20461,"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/pages\/13473\/revisions\/20461"}],"up":[{"embeddable":true,"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/pages\/8552"}],"wp:attachment":[{"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/media?parent=13473"}],"wp:term":[{"taxonomy":"embl_taxonomy","embeddable":true,"href":"https:\/\/www.embl.org\/about\/info\/embl-fellows-career-service\/wp-json\/wp\/v2\/embl_taxonomy?post=13473"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}