Job Title: Sales Engineer – Fill Finish
Location: EMEA
Location Type: Remote
Website: https://www.wmfts.com/en/
Group: https://www.spiraxgroup.com/
Brands:
Flexicon: https://www.wmfts.com/en/brands/flexicon/
WMArchitect™: https://www.wmfts.com/en-us/pharmaceutical-biotech/wmarchitect/
Watson-Marlow Fluid Technology Solutions is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies.
When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more.
Job Summary:
As a Fill Finish and WMA Sales Specialist, you will play a pivotal role in driving sustainable business growth within the Life Science sector, with a strong focus on Fill & Finish and Single-Use solutions. You will establish and nurture customer relationships, provide technical expertise, and actively generate new business opportunities across your designated region and subsector.
Acting as a trusted advisor, you will combine technical knowledge with commercial acumen to deliver tailored solutions aligned with our Total Customer Solutions approach. The role requires close collaboration together with all Sales Engineers in various sectors, system integrators, OEM partners, and internal stakeholders to support early project engagement and designing opportunities.
You will be responsible for identifying and engaging potential customers, managing a robust pipeline of opportunities, and supporting key account growth through consultative sales practices. The role involves frequent customer interaction, including on-site visits and virtual demonstrations, to showcase the features and benefits of our innovative product portfolio.
Your ability to work autonomously, travel extensively, and operate effectively within complex, long-cycle project environments will be key to success in this impactful role.
Key Responsibilities:
- Consultative selling: Apply a structured consultative approach: research customers, form and test hypotheses on pain/gain, validate with stakeholders, co-define the problem, and collaboratively develop tailored solutions and implementation plans aligned to customer needs.
- Customer Value Propositions (CVPs): Define opportunities using relevant CVPs, continuously validating alignment to customer pain/gain and stakeholder interests. Use CVPs to qualify opportunities and ensure solutions address verified needs across Fill Finish and Watson-Marlow Architect offerings.
- CVP-based white-space analysis: Conduct CVP-led white-space analysis by customer to identify revenue gaps. Benchmark across similar customers to spot systemic or specific gaps, then develop targeted plans to close gaps and generate new growth opportunities.
-
Account Management: Build and sustain a strong opportunity pipeline by developing key and high-growth customers. Collaborate with regional sales teams to align on strategy, maximise account potential, and drive consistent growth within the designated sector.
-
Business Development:.Identify, hunt and develop new opportunities within the Fill & Finish and Single-Use market, engaging in thorough market research, networking, collaboration with integrators, and participation in industry events. Promote the full Watson-Marlow Architect and Flexicon portfolio as a total customer solution. Carry out market assessments with Product Management to provide guidance to Life Science Sales Engineers in searching for new leads
-
Customer Partnering: Act as a trusted technical and commercial advisor to customers, integrators, and OEMs. Build long-term relationships, understand application needs, support troubleshooting, and provide proactive recommendations to optimise performance and long-term value.
-
Managing Sales Leads: Take ownership of sales leads and inquiries, providing tailored solutions and ensuring timely follow-ups.
-
Allocating Workload Strategically: Strategically allocate workload across EMEA support functions to free capacity for high-impact commercial initiatives.
-
Demonstrating Products: Proactively visit customers and attend exhibitions showcasing Watson Marlow Architect and Flexicon products through on-site or virtual demonstrations, highlighting features, benefits, and real-world applications.
-
Researching Trends: Research competitor, market, and industry trends; engage in ongoing professional development to stay at the forefront of industry advancements; share insights and best practices with global colleagues to enhance collective success.
-
Utilising CRM Tools: Use CRM tools to track and manage leads, ensuring consistent follow-ups and progression through the sales funnel, and deliver accurate and timely forecasts to support sustainable business growth.
-
Driving Total Customer Solutions: Adopt the Total Customer Solutions drive by utilising consultative sales skills and acting as a true ‘partner’ to the key customer base.
-
Actively promote cross-portfolio solutions by leveraging consultative selling skills and working across Watson Marlow Architect and Flexicon product lines to deliver integrated, value-driven outcomes for customers.
-
Championing Core Values: Champion core values, fostering a culture of safety, collaboration, customer focus, excellence, and respect across teams to deliver exceptional results.
Skills/Experience:
- BSc or Diploma in an aligned subject or equivalent technical experience within an aligned industry is required.
- Due to the nature of our business you will need technical sales experience selling process capital equipment or similar services/products into life sciences customers. Fill Finish experience is an asset.
-
You will have a strong commercial accuman, with a proven ability across both key account management and business development in a technical B2B environment.
-
Our sales specialists are often required to act independently, therefore its essential to have entrepreneurial skills including problem solving, budgeting, networking and collaboration skills.
- Face to face interation is essential for partnering so the ability to travel 60-70% across EMEA.
- As we are a UK headquartered business proficiency in English is essential. French would also be an asset.
At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:
-
A competitive salary
-
Flexible working arrangements
-
A generous holiday allowance
-
Three days’ paid volunteering leave
-
Additional support and benefits through our Everyone is Included Group Inclusion Plan
Everyone is Included at Spirax Group
We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.
We want everyone to be able to make their difference here, so we will always consider requests for flexible working.
We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include
-
Gender-neutral parental leave
-
15 days of extra paid caregiver leave
-
Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
-
Menopause-friendly workplace principles and more
Learn more at spiraxgroup.com/inclusion.
We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.
We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.
If you require accommodations during the application process, please let us know.
Company Overview
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.
Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones!
Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.
