Key Account Manager

2 months ago

Montpelier, United States PerkinElmer Full time

**Responsibilities**:

- Drive customer relationships to expand the book of business with the Accounts assigned
- Drive Professional Service Sales - expanding new site locations within the United States and extending services in existing sites
- Build and execute account plan to drive increased revenue and margin
- 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 extended regional salesteam
- Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio
- Participate in Quarterly status or PMT (monthly) meetings with the customer
- Lead and support renewal Enterprise business
- Prepare Briefing Documents for each account for internal leadership reviews
- Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teamsto impact the Portfolio roadmap
- Draft and negotiate all SOW and MSA agreements. Engage customer regarding any proposed/potential changes and amendments
- Accountable for entering all 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 the Global Account
- Work to become a trusted advisor within the business vs. Procurement only relationships

***Basic Qualifications**:

- BS/BA and 5+ years’ service sales or complex solution sales experience
- Independent, self-motivated, competitive, high powered and polished experience with a Service organization
- Ability to travel to assigned accounts

**Preferred Qualifications**:

- 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, strong Analytical Skills, understanding of Sales Processes and Service Delivery Requirements and complex negotiation skills
- 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
- Experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers
- Skill Set should include: Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment
- Must work well in a team environment, with multiple resources
- Knowledge of big data and how that data can be leveraged in a sales cycle is a plus
- Knowledge of CRM tools like SFDC

LI-EJ1

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