Global Account Manager

December 3

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PerkinElmer

WebsiteLinkedInAll Job Openings

Environmental Analysis • Forensics & Toxicology • Industrial Analysis • Lab Service Solutions • Pharmaceutical

5001 - 10000 employees

Founded 1938

🔬 Science

💊 Pharmaceuticals

⚕️ Healthcare Insurance

Description

• Drive customer relationships to Land, Adopt, Expand and Renew the book of business globally with the 1-3 Global Accounts assigned • Drive Professional Service Sales – expanding new site locations globally 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 • Understand best practices from other Enterprise programs to leverage across their accounts • Maintain monthly and quarterly communication with the account leadership team and customer team • Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer • Participate in Quarterly status or monthly meetings with the customer • Lead and support the renewal of the business • Prepare Briefing Documents for each account for internal leadership reviews • Partner to implement Voice-of-the-Customer feedback to OneSource Product Management and R&D teams to impact the Portfolio roadmap • Follow new document renewal and approval workflow to draft and negotiate all SOW and MSA agreements • Engage customer regarding any proposed/potential changes and amendments • Understand favorable and unfavorable business terms • 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 • Maintain training and compliance in areas of health and safety, security, environmental and operational aspects of daily activities in the working environment

Requirements

• Excellent written and oral communication skills • Must work well in a team environment, with multiple resources • Self-motivated and able to work independently • 10+ years’ service sales or complex solution sales experience • 5+ years’ experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers • Experience with a Service organization is required • Familiarity with science-based companies’ workflows (R&D, Operations, etc.) and the GxP environment is preferred • Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer • 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 • Skill Set should include Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment • Knowledge of big data and how that data can be leveraged in a sales cycle is a plus • Knowledge of CRM tools such as SFDC