• Good Listener
• Strategic
• Problem-solver
• Mediator
• Results-Driven
• Quick-thinking

Responsibilities

Location(s) Shelton, Connecticut, Boston, Massachusetts Status Regular Job ID REQ-053062

The VP Commercial Operations will be responsible for developing and driving successful, long-term commercial execution, excellence, and training strategies at PerkinElmer. It also includes managing activities and processes around PerkinElmer’s asset management (commercial facilities, demo assets), managing pricing processes, competitive commercial Incentive Compensation Plans and all best practices in our commercial processes. This leadership role will oversee a diverse team of functional leaders focused on building and supporting a best-in-class commercial organization and will be required to provide strong direction and leadership.

Responsibilities

Commercial Operations

• Design, develop, maintain, deliver Dashboards (populated from SFDC/SAP/ServiceMax) for Commercial teams/leaders in addition to the SFDC architecture.
• Develop/deploy Standardized Funnel management processes to feed the sales process with data, metrics and ensure connectivity to Data warehouse for regular reports and benchmarking with monthly Forecast delivery (and accuracy as measurements).
• Develop/deploy Metrics to connect the sales funnel to our financial model (visible vs non-visible funnel, consumables vs HW, Service vs sales, conversion rates, etc). to confirm validity of SiOP/Sales forecast and commit/conversion tracking
• Architect/design/own alerts/systems to drive After-Market Parts (AMT), Consumables and Contract Sales with triggers in SFDC (post system carve-out) to increase consumable capture.
• Standard work and process development on diverse commercial management topics (eg tenders, multi-region projects and many more).
• Develop tools for the effective account assignment and allocation to define rules covering across inside sales, customer accounts, and strategic accounts (categorization/architecture)
• Develop next-gen PKI Quote tools with the integration of our discount approval process/DOA.
• Coordinate NPI (New Product Introduction) commercial inputs and commits through metrics tracking.
• Managing both the price adjustment process in addition to discount processes and rules.

Incentive Compensation

• Develop Incentive Compensation program strategy and align with leadership.
• Set annual quotas based on AOP, adjust / redistribute with sales team ins/outs, territory adjustments, etc.
• Fix data errors and respond to tickets in managing deployment and maintain the sales incentive tool (forma.ai)
• Provide reconciliation and reporting on a quarterly and annual basis as well as owning deployment.
• Design and administer SPIFFs and other specials when needed.

Commercial Excellence

• Develop/execute training programs to reinforce Standard Work for Sales (opportunity creation, funnel mgmt., BANT, funnel reviews).
• Lead business planning (link to budgeting process) to plan asset deployment across AS/CE.
• Support Commercial leadership as an architecture coach (eg how/where Sales leaders carve off BDM and other roles for increased focus on growth opportunities).
• Define/own/train Funnel management standard work and integrate with CommOps.
• Coach leaders on adherence by the sales leaders/directors and retrain as needed (sales leaders must own the process).

Commercial Training

• Architect the PKI training programs for associates (separate programs for salespeople, inside sales, engineers, tech support, FAS).
• Develop and maintain commercial training programs – how to sell, how to use our system.
• Develop Product training programs (technical/applications) and coordinate delivery of technical/applications training by expert trainer teams (Tech Support, FAS…..)
• Creation of sales aids/Battle Cards for commercial associates (with support of Product Managers and Marketing)

Asset Management

• Facilities management – overseeing inventory and roadmaps for sales offices, demo facilities.
• Demo unit management – overseeing the purchase, sale, and management of demo units.
• Fleet program (car) – collaboration with finance on fleet admin, including purchase decisions.

Customer Enablement/Service

• Business ownership of Commercial IT applications including ServiceMax and its solution architecture.
• Manages Service Engineer Systems training programs.
• Develops and owns a Service metrics architecture including the development of standard Service dashboards.
• Develops reports to facilitate the tracking of service profitability, workload tracking and overall benchmarking of our service organizations efficiency and productivity.
• Manages any Vehicle/fleet telematics programs in case of rollout.

Basic Qualifications

• Minimum of a bachelor’s degree, advanced business degree/MBA preferred.
• Minimum of 10+ years of Commercial leadership ideally split across both sales and service but with a key strength and significant exposure to funnel management.
• Must be commutable to the Woburn, MA or Shelton, CT office.

Preferred Characteristics

• Have a passion for Commercial Excellence, organizational design, and structured commercial leadership.
• Knowledge and experience in the science or services market and/or analytical technologies is preferred.
• Strong project management skills and an adaptive and flexible attitude. To be successful, the candidate will need to flex with the needs of the business while ensuring that project objectives are completed along planned timelines.
• Demonstrable experience in designing and implementing successful funnel management processes alongside real-world experience in leading their rollout.
• Solid knowledge of CRM tools and best practices including SiOP processes
• Hands-on user, manager and/or administrator experience of SFDC or other equivalent CRM software.
• Planning and monitoring the rollout of key funnel metrics across the company
• Familiarity with organizational design and commercial excellence execution
• Strong leadership profile and communication (written and verbal) skills in broad digital and in-person forms such as regional sales meetings (300+ attendees per region)

Travel Requirement:

• Travel to support meetings, commercial rollouts, associate and team benchmarking as necessary
• Overall 25%-40%

The annual compensation range for this full-time position is $(180,000) to $(230,000). The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.

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.