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Director Sales Key Accounts Lab Solutions

4 months ago

Seer Green Buckinghamshire, United Kingdom PerkinElmer Full time

The EMEAI Account Director is a strategic leadership role tasked with identifying, engaging, and securing large-scale accounts across the EMEAI region for PerkinElmer’s OneSource Global business.

This position requires exceptional sales expertise, relationship-building skills, and business acumen to drive revenue growth and maximize customer value delivery.

Additionally, the role involves coaching and leadership of regional Account Managers or Business Development Managers to ensure cohesive and effective execution of sales strategies.

Responsibilities

  • Identify Target Accounts : Research and analyze potential target accounts within the EMEAI region, focusing on industries or sectors with significant revenue potential and complex needs.
  • Develop Strategic Relationships: Build and nurture relationships with key decision-makers and stakeholders within target accounts, understanding their business objectives, challenges, and opportunities.
  • Strategic Planning: Collaborate with internal teams to develop account plans and associated value propositions tailored to the EMEAI market.
  • Lead Generation: Utilize various prospecting techniques to generate leads and opportunities within target accounts.
  • Sales Presentations and Negotiations: Prepare and deliver compelling sales presentations, proposals, and pitches to key stakeholders. Negotiate terms and contracts to ensure mutually beneficial agreements.
  • Account Management: Serve as the primary contact point for large-scale accounts, overseeing all aspects of the customer relationship. Provide guidance and support to regional Account Managers or Business Development Managers.
  • Forecasting and Reporting: Track and analyze sales performance metrics within the EMEAI region. Provide regular updates and reports to senior management on progress toward sales targets and key account objectives.
  • Continuous Learning and Improvement: Stay informed about industry trends and emerging technologies relevant to the EMEAI market. Continuously refine and adapt sales strategies to optimize results.
  • Customer Advocacy : Act as a trusted advisor for customers, ensuring their needs are understood and addressed effectively by internal teams. Champion customer feedback to drive product innovation and service enhancements.
  • Compliance, Ethics and EHS: Adhere to all company policies and ethical standards, ensuring full compliance with applicable laws and regulations.

Basic Qualifications

  • Bachelor’s degree in business administration, marketing, or a related field. MBA or equivalent advanced degree preferred.
  • 10 years of experience in service sales or complex solution sales.
  • Proven history of success in B2B sales, with a focus finding new customers and markets and closing new deal.
  • Strong understanding of sales methodologies and excellent communication skills.
  • Proficiency in CRM software and other sales productivity tools.
  • Willingness to travel within the EMEAI region for key customer relationship and field coaching purpose.
  • Multilingual skills are a big plus, English a must

Preferred Qualifications

  • Independent, initiative-taking, competitive, high powered and polished Experience with a Service organization is required.
  • Familiarity with science-based companies’ workflows (R&D, Operations, etc) and the GxP environment is preferred. This requirement can also apply to sciencebased workflows in Food and Industrial.
  • 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.
  • Demonstrated success in direct management of a professional commercial team.
  • Skill Set should include Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment.
  • Sales targets and pipeline management
  • Knowledge of big data and how that data can be leveraged in a sales cycle is a plus.
  • Knowledge of CRM tools like SFDC

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