Dublin Ireland | United Kingdom | Seer Green United Kingdom | Remote

Responsibilities

Location Kylemore Road, DublinIE Job ID REQ-052033

The Strategic Account Manager (SAM) OneSource Lab Services, Key Accounts - will sell Services directly to identified key customers with a presence in Ireland, UK and Europe for the OneSource Services Portfolio

Primary job responsibility is to sell PerkinElmer solutions and related services into a defined set of regional Key Accounts. The SAM will identify, qualify and close new opportunities. This includes the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. They will leverage the PerkinElmer sales model, accounting planning tools and SFDC to maximize revenue growth and increase local market share.

Area of accountability is defined on the specific of Key Accounts for which they are responsible for business development across the whole region. When Enterprise Sites are in other EMEA Countries, connection with local SAM is key for Market Knowledge and to reach the best level of Customer Satisfaction.

Key Responsibilities:

• Drive customer relationships to expand the book of business regionally into defined Key accounts along with potential regionally prospected accounts.

• Each Strategic Account Manager will be provided a target list of accounts within their region. Domestic travel will be required to support various sites around a given territory (EMEA)

• Drive Professional Service Sales – expanding new sites locations regionally and extend services in existing PerkinElmer sites.

• Maintain monthly and quarterly communication with the extended regional sales team.

• Conduct annual ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio.

• Support Quarterly status or PMT (monthly) meetings with the customer where there is no CSM (Customer Success Manager) is in place.

• Renew existing OneSource business (including drafting and negotiating all new SOW and MSA agreements) with the support of the professional Services business team.

• Create Annual Account Plans for defined Key Accounts, focused on business development and contract evolution/enhancement.

• Prepare Briefing Documents for each account for internal leadership review before any meeting

• Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teams to impact the Solution roadmap.

• Accountable for entering all service opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Mgt.

• Advance relationships with the business and customer leadership teams (C Suite)

• Demonstrates the ability to interact with regional account managers and assist sales cycles where possible. Help drive to closure at the highest-level relationship within each Key Account.

• Work to become a trusted advisor within the business vs. Procurement only relationships.

• Work very closely with the service on site team for complaints handling, expansion and renewal

Business KPIs:

• Revenue & Business Expansion

• Margin Target Achievements vs AOP (EBITDA)

• Forecasting Accuracy

• Site Expansion & New adjacent services

Requested Competences

Education and Skills

• BS/BA or equivalent 5+ years relevant Sales, Key Accounting or Project Management experience.

• Independent, self-motivated, competitive, high powered and polished Experience with a Service organization is required.

• Self-employed, structured and efficient way of working

• Solution orientation

• Be an organizational talent, loyal, responsibility- and cost conscious, as well as a high level of customer orientation

• Friendly, cooperative attitude towards colleagues and customers

Business Knowledge

• Familiarity with science-based companies’ workflows (R&D, Operations, etc.) and the GxP environment is preferred. This requirement can also apply to science-based workflows in Food and Industrial.

• Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer.

• Experience selling to medium and large size customers

• Demonstrated commercial acumen to help with market/product/customer strategy as well as selling skills in product line marketspace with relevant experience.

• Effective knowledge of products, services and Company selling tools as well as PKI’s competitors’ products. Customer market knowledge is critical.

• Skill Set should include: Sales Methods, ROI/TCO modelling and the complex sale in a multiple product environment.

• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus

Professional Skills

• Professional and Ethical attitude, with high Integrity.

• Communication and negotiating skills in dealing with a wide range of clients and consultative selling

• Strong sense of responsibility and ownership.

• Strong global, multi-cultural leadership. Foster collaboration and teamwork in a complex, fast-paced, changing environment to deliver value-added results to the organization. Collaborate well with all PKI organizations.

• Demonstrate exceptional communication / presentation skills in verbal and written communications, following generally accepted rules of style and form.

Change Management

• Open to change and new information; adapt behavior and work methods in response to new information and changing conditions. Adjust rapidly to new situations warranting attention and resolution; willing to champion new ideas and methods.

• Ability to lead major change management projects, such as acquisitions, divestitures and reorganizations.

• Strong at change management communication plans cascade.

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PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.