SP Industries, Inc., an ATS company, has an exciting opportunity for a Freeze Drying Technical Application Specialist to join the team!
The Freeze Drying Technical Application Specialist, supporting our SP VirTis and Hull brand freeze dryers, serves as the organization’s subject-matter expert in freeze drying and lyophilization. This role partners with the sales team and customers to assess applications, recommend appropriate equipment and process solutions, conduct demonstrations, troubleshoot technical challenges, and provide pre- and post-sale support. The specialist also develops and delivers sales training and customer education, supports the creation of technically accurate marketing and sales tools, and works with Product Management, Marketing, Engineering, Service, and Quality to translate customer needs and market insights into product improvements and new solutions.
Location: Remote USA (Major metros in following states: CA, IL, IN, PA, NJ, D.C., MD, VA, NC, MA)
RESPONSIBILITIES:
The Freeze Drying Technical Application Specialist will report to the Sr. Director, Lab Equipment Sales-Americas and be responsible for the following duties plus any additional tasks requested by the Sr. Director, Lab Equipment Sales-Americas, with a focus on providing freeze-drying application expertise to our customers, the sales team, and product management:
- Serve as the primary technical applications resource for laboratory and pilot-scale freeze-drying products, accessories, controls, and related vacuum and refrigeration systems.
- Partner with the sales team to understand customer samples, processes, throughput, quality requirements, and facility constraints, and translate those needs into appropriate system configurations and application recommendations.
- Participate in customer discovery calls, technical presentations, product demonstrations, site visits, and pre-sale evaluations; clearly communicate freeze-drying fundamentals, equipment capabilities, limitations, and value propositions.
- Provide application guidance on sample preparation, pre-freezing, primary and secondary drying, endpoint determination, condenser and vacuum requirements, shelf temperature control, vial and bulk configurations, and selection of appropriate accessories.
- Troubleshoot customer application and process issues in collaboration with sales, technical support, service, engineering, and quality teams, distinguishing application challenges from equipment or service needs and driving issues to resolution.
- Partner with Marketing, Product Management, and Sales to develop and maintain technically accurate sales and marketing tools, including application notes, selection guides, presentations, product demonstrations, competitive comparisons, proposal content, frequently asked questions, training modules, webinars, videos, and customer-facing case studies.
- Develop and deliver structured training for the direct sales team, channel partners, and service personnel on freeze-drying fundamentals, SP product capabilities, application discovery, system selection, competitive positioning, product demonstrations, and effective communication of technical value to customers.
- Support product management by gathering and synthesizing voice-of-customer feedback, monitoring application and market trends, evaluating competitive offerings, and identifying unmet needs and opportunities for product enhancements or new products.
Additional Responsibilities:
- Contribute application requirements and technical expertise to new product development, product validation, launch readiness, and post-launch support activities.
- Represent SP at trade shows, conferences, webinars, customer workshops, and other industry events as a subject-matter expert in freeze drying and lyophilization.
- Maintain accurate and timely records of customer interactions, application work, opportunities, outcomes, and follow-up actions in the Customer Relationship Management system.
- Maintain current knowledge of lyophilization science, relevant laboratory and pharmaceutical practices, emerging process analytical technologies, competitive products, and applicable quality and safety expectations.
- Travel to customer sites, SP facilities, channel partners, and industry events as required (~50% travel)
EXPERIENCE / QUALIFICATIONS:
- Bachelor’s degree in pharmaceutical sciences, chemistry, biochemistry, chemical engineering, biotechnology, food science, or a related scientific or engineering discipline; an advanced degree is preferred.
- Three or more years of hands-on experience with freeze drying/lyophilization, preferably involving laboratory or pilot-scale equipment, process development, formulation support, applications science, technical sales support, or customer-facing technical service.
- Strong working knowledge of sublimation, phase behavior, freezing and annealing, primary and secondary drying, heat and mass transfer, vacuum systems, refrigeration, endpoint determination, and common causes of cycle or product failure.
- Demonstrated ability to assess a customer’s application and recommend suitable equipment, accessories, operating parameters, and testing approaches while clearly communicating technical trade-offs and limitations.
- Experience planning and executing laboratory studies, interpreting process and product data, troubleshooting technical problems, and documenting conclusions and recommendations.
- Excellent written, verbal, presentation, and training skills, with the ability to translate complex scientific concepts for technical and non-technical audiences.
- Strong customer orientation and interpersonal skills, with demonstrated success collaborating across sales, product management, engineering, service, quality, marketing, and external customer teams.
- Proficiency with Microsoft Office and data analysis and reporting tools; experience with Customer Relationship Management systems and freeze-dryer control or data-logging software is preferred.
- Knowledge of pharmaceutical, biotechnology, diagnostic, food, or academic research applications and familiarity with good laboratory practices, GMP concepts, validation, and process analytical technology are preferred.
- Ability to work independently, manage multiple customer and internal priorities, maintain detailed records, and deliver high-quality work in a timely manner.
- Ability and willingness to travel domestically and internationally as business needs require.
CRITICAL PROFESSIONAL ATTRIBUTES:
ORGANIZES:
- Expediently prepares technical materials and support to the sales team and customers with strong attention to detail and clear communication.
- Technical materials and support must reflect the quality expected by SP and its customers.
- Records execution of the above accurately in Customer Record Management tool.
MOTIVATES & COMMUNICATES:
- Maintains good working relationship with company members, channel partners, and customers.
- Develops superior quality image and communicates that to channel partners and customers.
- Communicates improvements, opportunities, new product ideas, competitive activities, and obstacles on an as needed basis through supervisor and/or marketing department.
PROFESSIONALISM & INTEGRITY:
- As a member of our SP Team, work to enhance a professional and dignified image in all contact and communication with SP Industries’ personnel, channel partners and customers.
- Maintain your professional integrity in all work-related situations.
- Continually take steps to develop and improve personal skills and knowledge, beyond what is provided or required
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- The employee is regularly required to talk and listen.
- The employee is regularly required to use color vision and work with computerized data.
- The employee is regularly required to stand, walk, and sit.
- The employee is occasionally required to lift up to 20 pounds.
- The employee is regularly required to use normal office tools, equipment and PC's.
WORK ENVIRONMENT:
The work environment characteristics described here are typical of those an employee might encounter while performing the essential functions of this job.
- Work is normally performed in both the office and shop.
- The office environment is an interior office with air conditioning.
- The shop contains mobile equipment, machinery, and high voltages.
- The shop noise level is variable and may require hearing protection in some areas.
- The shop is heated when required but many areas are not air conditioned.
- Some shop processes use high voltage arcs or concentrated magnetic fields.
- The shop contains open flames and caustic chemicals.
- Some areas of the shop may be designated as hard hat zones.
HSE:
Employee responsibilities for Health, Safety and Environment include:
- Work in compliance with divisional health, safety and environmental procedures
- Refrain from removing or altering safety devices or guarding unless hazardous energies are controlled through lockout-tagout methods
- Report any unsafe conditions or unsafe acts
- Report defect in any equipment or protective device
- Ensure that the required protective equipment is used for the assigned tasks
- Attend all required health, safety and environmental training
- Report any accidents/incidents to supervisor
- Assist in investigating accidents/incidents
- Refrain from engaging in any prank, contest, feat of strength, unnecessary running or rough and boisterous conduct
Salary: $110,000–$125,000 base salary, based on experience, plus eligibility for sales incentive bonus.
Why SP Industries Inc.? The three parallelograms in our logo reflect our core company values: People, Process, and Performance. As part of ATS, Scientific Products leverages the ATS Business Model (ABM) to train, develop, engage, empower, and energize our people to make impactful changes in the organization. Our relentless focus on people is what continues to set us apart as a great place to build a career.
- We provide a wide range of innovative and high-quality scientific products that improve people’s lives
- We offer a robust health and welfare benefits package that includes Life, Health, Dental, Vision
- We offer 401(K) including company match, Paid Time Off annually + Paid Holidays
- You will enjoy career Advancement Opportunities and Tuition Assistance to help you achieve your goals and continue your career growth
EEO and Affirmative Action Statement:
SP is an Equal Opportunity Employer, dedicated to a policy of non-discrimination in employment on any basis and takes affirmative action to ensure equal employment opportunities. It is our policy to provide our employees and applicants with equal employment opportunities in accordance with applicable laws and not to discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identification, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP's Affirmative Action Plan is available through the HR Department and may be accessed during normal business hours.
Pay Transparency Nondiscrimination Provision:
SP will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.
