Sales Engineer – Digital Pathology Imaging

COMPANY PRESENTATION

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Hamamatsu Photonics K.K. (HPK) is a Japanese company employing more than 6.600 people worldwide and generating annual revenues exceeding one billion dollars. A leader in its field, HPK is also a member of the United Nations Global Compact initiative, whose mission is to inspire value-driven management and leadership while pursuing growth with strong social and environmental responsibility.

At Hamamatsu Photonics, we all share this ethical vision and apply it to our daily activities.

To support the continued growth of its Digital Pathology business in Belgium and Luxembourg, Hamamatsu Photonics France is seeking a Sales Engineer.

POSITION OVERVIEW

Hamamatsu Photonics specializes in the design, manufacture and commercialization of optical and photonic components and systems for a wide range of industrial, scientific and medical applications, including medical imaging, scientific research, aerospace, industrial inspection and quality control.

Digital pathology is transforming pathology workflows through whole slide imaging, remote collaboration, image analysis, and AI-assisted diagnostics. Hamamatsu is recognized as a leading provider of high-performance whole slide imaging solutions, supporting pathology laboratories, hospitals, academic institutions and industry customers worldwide.

This role is focused on accelerating growth in Belgium and Luxembourg by actively identifying, opening and converting new opportunities for Hamamatsu's digital pathology solutions. The successful candidate will be commercially driven, comfortable prospecting new accounts, and able to balance approximately 70% new business development with 30% partner support.

Based at the Belgian office of Hamamatsu Photonics France in Mont-Saint-Guibert, you will join a dynamic, versatile and passionate team operating at the forefront of photonics and medical imaging.

You will become part of the European Clinical and Life Sciences team, working closely with Sales Specialists, Application Specialists, Technical Support Engineers and selected channel partners. While Belgium and Luxembourg remain the main responsibility, you should be flexible to support business-building activities in other territories when required.

KEY RESPONSIBILITIES

• Deliver sales revenue and profit margin objectives by actively growing the digital pathology business in Belgium and Luxembourg.
• Build and manage a strong qualified pipeline, with a clear focus on new customer acquisition, opportunity creation and conversion.
• Proactively identify and approach new prospects in pathology, life science research and pharma, using existing market knowledge and professional networks where available.
• Develop direct relationships with hospitals, pathology laboratories, academic institutions, research organizations and industry customers, while maintaining selected key accounts.

Hamamatsu Photonics France - Belgian Sales Office

Sales Engineer - Digital Pathology Imaging | Page 2

• Support and develop channel partners and distributors to generate demand, progress opportunities and strengthen local market coverage.
• Lead customer visits, product discussions and opportunity follow-up in collaboration with Application Specialists, Field Service Engineers and colleagues from Hamamatsu headquarters in Japan when required.
• Manage and submit tenders in coordination with internal teams, ensuring a strong commercial and technical response.
• Maintain disciplined CRM data, including account plans, stakeholder maps, opportunity status, next steps, forecasts and customer visit reports.
• Participate in exhibitions and provide regular market intelligence, competitor feedback and opportunity updates to the Sales Manager and European Product Managers.
• Participate in regular departmental meetings and contribute to the internal sharing of technical and commercial information.
• Attend internal and external training programs, including training provided by headquarters, to maintain strong expertise on products, applications and markets.
• Support selected business development initiatives in neighboring or strategic territories when requested, while keeping Belgium and Luxembourg as the core responsibility.
• Travel regularly, mainly within Belgium and Luxembourg, and be available for customer, partner and internal meetings across Europe when required.

SKILLS & EXPERIENCE

Education

A solid technical-scientific, biomedical or life science education, or equivalent commercial experience selling advanced solutions into pathology, research, pharma or laboratory environments.

Market background

Experience in pathology, histology, microscopy, life science research or pha