Updated: 4/28/2012
Global Account Executive-Industrial_3839">Global Account Executive-Industrial
Job Type :Full Time
Career Level :Experienced (Non-Manager)
Education :Bachelor's Degree
Location :Boston MA US 02298
Job Description :
PerkinElmer is a global technology leader driving growth and initiative in the Environmental and Human Health Science markets. The company is a leading force in the development, production, marketing, servicing, and supporting of laboratory instrumentation and ancillary services throughout the world
Purpose-Northeast based from Boston to DC.
This is a senior commercial position responsible for high level enterprise solutions sales of PerkinElmer's vast instruments, services, informatics, and aftermarket portfolio into named global accounts. The position reports into the VP of The Customer Business Teams, and is the strategic catalyst in building a market-focused business.The GAE is PerkinElmer's primary strategic point of contact for VP level customer executives, and responsible for selling the full ASLS portfolio, and for uncovering new opportunities that lead to new or expanded enterprise solutions to customer's problems.
Key Responsibilities
* Understand the global infrastructure, business profile, and key initiatives of named accounts, and map out and build strong relationships with VP and VP report level contacts in Science, and supporting functions including Procurement, Facilities, IT, Quality, and Engineering Services.
* Define short and long term account objectives and opportunity heat map for each account, together with targets, time lines and metrics for success. Champion the voice of the customer and review PerkinElmer's performance at the account internally and with the customer.
* Lead the sale from end-to end and achieve revenue and profitability targets by account, together with supporting rationale for current financial performance and future forecasts.
* Identify opportunities for innovation and collaboration, introducing senior PerkinElmer leaders and peers into high level customer discussions.
* Mobilize the wider PerkinElmer ASLS organization to draw it closer to customers, define priority opportunities, and drive execution through a team based sales doctrine. Be a leader in the creation and practice of the sales doctrine.
* Network the sale within the account to improve the account's internal communication, and within PerkinElmer to ensure teams are informed, aligned, and motivated to succeed.
* Collaborate with sales and business personnel from other PerkinElmer business elements to present a unified voice to customers.
* Provide insight and open doors for sales and services personal to make episodic equipment, consumables/reagents, and billable/contract services sales.
* Lead creation of presentations and proposals, and overarching bid strategy, and lead subsequent bid defenses.
* Take the lead in negotiating pricing, contracts and purchasing agreements, calling on functional support as required.
* Mobilize the PerkinElmer organization to ensure customer satisfaction and provide supporting performance metrics.
* Provide marketing data, competitive intelligence and other such information to assist the rest of the business, opening doors for PerkinElmer segment analysts.
Job Requirements :
Qualifications and Requirements
* Bachelor Science degree in Life Sciences, and has experience in science in the same industry(s) as the designated accounts.
* Successful 10+ year track record of complex enterprise level solution sales into the same industry(s) as the target accounts, preferably in one or more area from services, informatics, consumables, HPLC or MS.
* Existing high level contacts in the assigned accounts.
* Excellent negotiation skills with expertise in negotiating multiyear, multimillion dollar customer contracts.
* Able to plan, prioritize, and execute on strategic priorities.
* Preferably fluent in the first language of the HQ of the named accounts, and be based at the epicenter of the account.Personal Characteristics
* People networker and team player able to mobilize and influence globally across boundaries at accounts, and within the PerkinElmer organization.
* Credible, comfortable, and controlled in senior level customer and internal meetings.
* Assesses situations quickly, prioritizes, and execute son the critical few.
* Responds positively to stretch goals and assignments.
* Excellent written and oral presentation skills.
* Strong commitment to PerkinElmer Core Values.
* Willing to travel >70%.Success Criteria/Performance Metrics
* Holds regular strategy discussions with senior leaders who understand PerkinElmer and its strategy, share their own strategy, and define mutually beneficial collaborations and initiatives.
* PerkinElmer is one of the first to be asked if it can take on additional workload and responsibilities.
* PerkinElmer is considered to be one of their most innovative, responsive, and best performing partners, as reported by a customer driven performance score card
* Assigned account revenues progress to $100M and are one of PerkinElmer's fifty most profitable customers.
* Identifies potential opportunities for new solutions to the Segment Architect for consideration and prioritization.
* Launches, drives awareness, and achieves early adoption of new solutions.
* Increases account access for other PerkinElmer sales people, simplifying the sales process and improving sales productivity.BenefitsCompetitive base salary and incentive compensation plan / Job training and professional development / Comprehensive benefits package / Paid time off and holidays / Tuition reimbursement plan / 401(k) with match and immediate vesting / Professional working environment that fosters career growth.
PerkinElmer values the strength of a diverse workforce
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PerkinElmer is an equal opportunity employer and makes employment decisions on the basis of merit. The Company follows a policy of hiring, employing, training, promoting, and compensating employees in a non-discriminatory fashion without regard to: race, color, creed, gender, religion, marital status, veteran status, age, national origin or ancestry, physical or mental disability, and medical condition including genetic characteristics, pregnancy, sexual orientation, or any other prohibited basis under applicable federal, state, or local laws.
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