Sales Representative OneSource-Northeast

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.
OneSource Sales Representative : Northeast Region
Purpose:
The Sales Representatives needs to be a dynamic,
motivated professional in order to secure business for
the company s OneSource professional services. This is
a consultative selling role that aligns skills and
capabilities with the maintenance and outsourcing needs
of a broad cross-section of senior leaders in the
Pharmaceutical/Biopharma industry.
This position is accountable for a territory orders
target, and performance versus this target is a major
measure of success for this position. The sales
representative will be expected to use sound judgment in
the use of company resources and in the use of the
company s funds. Success will be achieved by focusing on
developing opportunities and winning business from
designated Pharmaceutical/Biopharma accounts, and from
multi-industry leads generated from MARCOMS activities
and other sales channels within the PerkinElmer
organization. The Sales Representatives works in
partnership with Laboratory Services Regional Managers,
local technical resources, global support functions, and
product side Account Executives to identify customer
needs and define the strategy, tactics and proof
statements required to win the order. In addition to
advanced consultative selling skills the Sales
Representative must develop or have a strong
understanding of the way services are sold and procured,
and be able to empathize with the needs and perspectives
of the field service organization. A strong grasp of the
pharmaceutical regulatory compliance environment is also
required. Strong leadership skills are also a
prerequisite because mobilizing the wider support
organization is a critical success factor.
Key Responsibilities: The Sales Representative drives a
consultative selling activity by positioning
PerkinElmer s skills and capabilities with customers
that build into tailored business solutions including:
Multi-vendor preventative and repair maintenance
solutions. Multi-vendor qualification and validation
solutions , Managed maintenance solutions , Asset
tracking, management, valuation, refinancing,
disposition, Equipment and laboratory relocation . This
position is responsible for managing all the
professional services sales and field marketing
activities in the region including: Custom
e-learning,establishment of strong relationships and
needs assessment, Target account definition, account
profiles, identification of key decision makers,
opportunity Definition, ownership and management of the
sales process and approach for each Metrics reporting
Mobilization of the regional service team to generate
proposals and support the sale Deliver high quality
focused RFI/RFP submissions in a timely manner
Identification and handling of objections Prospect
pipeline management and orders forecasting Execution of
field marketing initiatives in conjunction with the
global MARCOMS team Expansion of business within
existing accounts Participation in customer review
meetings .
Requirements:
B.S. or higher in analytical chemistry, biology,
engineering or related science
Six years experience and success in selling asset
management solutions for
assigned region.
Ability and willingness to travel up to 80% of their
time relative to geography of the region.
Additional Requirements:
GAMP, validation, qualification, IQ/OQ, OQ, PQ, and
21CFR part 11 compliance
A firm understanding of the pharmaceutical environment
including Compliance, GxP,
and/or Biopharma