Principal Key Accounts

Responsibilities

The Key Account Sales Specialist will sell products and services directly to identified customers and provide overlay support to a select list of identified accounts.

Primary job responsibility is to increase the footprint and scope of PerkinElmer solutions and related services into a defined set of key accounts in the consumer packaged goods, nutraceutical/ingredient, cosmetics, and flavors & fragrances industries. This individual will identify, qualify, and close new opportunities. This includes the entire sales process from business development, prospecting, contract negotiations, signing, and post-sales support. They will leverage the key account sales model, account planning tools, and salesforce.com (SFDC) to maximize revenue growth and increase market share. This person will work closely in cross functional teams including the regional sales teams, indirect sales channels, and several support functions.

Responsibilities

• Develop and foster customer relationships to expand business into defined key accounts
• Each Key Account Sales Specialist will be provided a target list of accounts. Domestic and international travel will be required to support various sites.
• Key Account Sales Specialist will coordinate sales and opportunities on an international scale to make sure pricing, discounts and solutions are in alignment within a given region. This coordination and communication should happen on a weekly/monthly basis with sales, the business unit, and service teams.
• Drive Professional Service Sales in partnership with OneSource Laboratory Services group– expanding to new sites globally and extending services in existing PerkinElmer sites.
• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions.
• Maintain monthly and quarterly communication with the regional sales teams.
• Host annual ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio.
• Conduct internal and external Quarterly or Monthly Business Review (QBR/MBR) meetings with the customer and internal stakeholders
• Enter opportunity leads into SFDC for regional product pull through.
• Create Annual Account Plans for assigned key accounts outlining utilization of resources required to penetrate and grow the book of business at the account across multiple-sites and platforms.
• Prepare briefing documents for each account for internal leadership review before any meeting.
• Drive voice-of-the-customer (VoC) feedback to sales team, product management, OneSource and R&D teams to impact the solution roadmap.
• Draft and negotiate all new and revised supply agreements.
• Accountable for working with local Sr. Sales Specialists to enter all opportunities into SFDC and manage their quarterly forecast and activities to management
• Advance relationships with the business and customer leadership teams (C Suite).
• Demonstrate the ability to interact with cross functional stakeholders to accelerate sales cycles and increase deal size. Help drive to closure at the highest-level relationship within each account.
• Work to become a trusted advisor within each account.
• Work very closely with the service on site team for complaint handling, expansion, and renewal of contract business.

Basic Qualifications:

• BS/BA
• 8+ years B2B sales experience, key account development

Preferred Qualifications:

• Master's Degree
• Proven successful sales track record
• Knowledge of sales CRM tools such as SFDC and SAP
• Knowledge and experience in one of the following industries: nutraceutical/ingredient, consumer packaged goods, flavors & fragrances, cosmetics. B2B sales into this industry preferred.
• Independent, self-motivated, competitive, entrepreneurial, and polished.
• Ability to think on an enterprise level across multiple geographic locations, languages, product families, and applications.
• Familiarity with science-based companies, including the food & industrial industries, and their workflows across R&D, Operations, Manufacturing, etc.  
• Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer. 
• Excellent written and oral communication skills, presentation skills, strong analytical skills, understanding of sales processes, account management techniques, and complex negotiation skills.
• Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives.
• Experience selling to large, global customers/accounts.
• Skill Set should include: Sales Methods, ROI/TCO modeling, ability to compile a compelling business case, and the complex sale in a multiple product environment.
• Must work well in a team environment and demonstrate ability to organize and deploy multiple cross functional resources.
• Demonstrated understanding of our industry, customer needs, and competitive landscape.
• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus.