Principal Key Accounts

Responsibilities

Summary:

The Principal Key Accounts representative will sell Services directly and provide overlay support for Instruments sales to the PerkinElmer Global Accounts base that spans Life Science, Food and Energy. Primary job duty is to sell PerkinElmer solutions and related services into a defined set of Global Accounts. This individual will identify, qualifies and closes 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.

Job Responsibilities:

• Drive customer relationships to expand the book of business globally with the 1-3 Global Accounts assigned
• Drive Professional Service Sales – expanding new sites locations globally and extending services in existing sites.
• For all MAP (Global Agreements) and Enterprise agreements, understand the OS Margin and report out rebate and discount metrics internally and prepare customer facing documents to be leveraged during quarterly governance sessions.
• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions
• Drive the instrument portfolio across the account through higher-level strategy and value conversations.
• Maintains monthly and quarterly communication with the extended regional sales team.
• Conduct annual ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio.
• Conduct Quarterly status or PMT (monthly) meetings with the customer where there is no CSM (Customer Success Manager) is in place.
• Renew existing Enterprise business where there is no CSM in place.
• Enter opportunity leads into SFDC for regional product pull through.
• Create Annual Account Plans for each Global Account Assigned. 
• 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.
• Draft and negotiate all SOW and MSA agreements.
• Accountable for entering all opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Management
• 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 the Global Account.
• Work to become a trusted advisor within the business vs. Procurement only relationships.
• Work very closely with the service on site team for complains handling, expansion and renewal

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities of this job at any time

Critical Skills

• Excellent written and oral communication skills
• Strong Analytical Skills and data interpretation
• Expert in complex negotiation skills
• Solid understanding of Sales Processes and Service Delivery Requirements
• Excellent customer service skills complimented by an ability to listen to and interpret client requests
• Ability to identify, track and complete tasks for multiple projects under prescribed timeframes

Basic Qualifications:

• Bachelor's degree
• 8+ years' experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers.
• 8+ years' experience in Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment.

Preferred Qualifications:

• Independent, self-motivated, competitive, high powered and polished experience with a Service organization
• 8+ years' experience in laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer. 
• Familiarity with science-based companies’ workflows (R&D, Operations, etc) and the GxP environment is preferred.   This also apply to science-based workflows in Food and Industrial.
• Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives; Demonstrated success in remote management of a professional team.
• Must work well in a team environment, with multiple 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
• Knowledge of CRM tools like SFDC is plus.

Other Requirements:

• Specific vision abilities required by this position include without limitation, the ability to observe details at close range (within a few feet of the instrument), distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus in order to perform the essential service functions of this position.
• Occasionally operates a computer and other office machinery, such as a calculator, copy machine, and computer printer