Global Account Executive

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
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 Global Accounts, 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.
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,