Business Development Manager - EMEA Growth Accounts (m/f/d)

When joining PerkinElmer, you select an experienced and trusted leader in scientific solutions, with the support of a global service network and distribution centers, providing the right solution, at the right time, to meet critical customer needs.  With over an 80+ year legacy of advancing science and a mission of innovating for a healthier world, our dedicated team collaborates closely with commercial, government, academic and healthcare customers to deliver our broad portfolio of analytical solutions, and OneSource services.

The Business Development Manager - EMEA Growth Accounts will sell Enterprise Services directly to customers in EMEA - focusing on Germany, Switzerland and Italy in particular - to drive contract development and growth within existing accounts, as well as a keen focus on new customer acquisition to expand PerkinElmer Enterprise services footprint in the region. A German speaker is preferred.

Key Responsibilities:

Primary job responsibility is to sell PerkinElmer solutions and related services into a regional territory covering all market segments. The Enterprise Sales Specialist will identify, qualify and close new opportunities. This includes the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. They will leverage the PerkinElmer sales model, accounting planning tools and SFDC (sales CRM) to maximize revenue growth and increase local market share. Area of accountability is defined on the specific geographic territory for which they are responsible for business development. When Enterprise Sites are in other EMEA Countries, connection with local Strategic Account Manager is key for Market Knowledge and to reach the best level of Customer Satisfaction.

Commercial:

• Create Annual Account Plans for large Key Accounts where OneSource Revenue exceeds 2M annually. 
• Drive Professional Service Sales – expanding new sites locations regionally and extend services in existing PerkinElmer sites.
• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions.
• Drive customer relationships through effective stakeholder mapping to expand the book of business regionally.
• Accountable for entering all service opportunities into SFDC and manage their weekly / monthly forecast and activities to Snr. Mgt.
• Renew existing Enterprise business through drafting SOW’s and contracts with the support of the professional Services business team
• 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 each Key Account.
• Work to become a trusted advisor within the business vs. Procurement only relationships.
• Work very closely with the service on site team for complains handling, expansion and renewal
• Travel across Germany will be required to support various sites around territory. 

Operational & Networking

• Internal networking to ensure alignment of Enterprise Sales strategy with Service delivery leaders and product SME’s (Subject matter experts) in territory
• For accounts that have a corresponding international location, the Enterprise Sales Specialist will be required to coordinate sales and opportunities with colleagues & counterparts in other regions. 
• For all MAP (Global Agreements) and Enterprise agreements, understand the OS Margin and report out rebate and discount metrics internally and prepare customer facing documents to be leveraged during quarterly regional governance sessions.  Where a combined global session is required, the regional Strategic Account Manager’s will work together on content and the presentation with support of the Sales Operations team.
• Maintain monthly and quarterly communication with the extended regional sales team.
• Conduct Quarterly status or PMT (monthly) meetings with Enterprise customers (in region) where there is no CSM (Customer Success Manager) is in place.
• Prepare Briefing Documents for each account for internal leadership review before any meeting
• Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teams to impact the Solution roadmap.
• Draft and negotiate all new SOW and MSA agreements.

Business KPIs Areas

• Revenue Target
• Margin Target Achievements vs AOP
• Forecasting Accuracy
• New Customers and New Business
• New Enterprise Site Expansion

Requested Competences

Education and Skills

• BS/BA or equivalent, 5+ years Sales or Service experience, preferably in the scientific industry
• very good German and English in both writing and speaking
• Independent, self-motivated, competitive, high powered and polished Experience with a Service organization is required.
• Self-employed, structured and efficient way of working
• Solution orientation
• Be an organizational talent, loyal, responsibility- and cost conscious, as well as a high level of customer orientation
• Friendly, cooperative attitude towards colleagues and customers

Business Knowledge

• Familiarity with science-based companies’ workflows (R&D, Operations, etc.) and the GxP environment is preferred.   This requirement can also apply to science-based workflows in Food and Industrial sectors.
• Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer. 
• Experience selling to medium and large size customers
• Demonstrated commercial acumen to help with market/product/customer strategy as well as selling skills in product line marketspace with relevant experience.
• Deep domain knowledge of own product line
• Effective knowledge of products, services and Company selling tools as well as PKI’s competitors’ products. Customer market knowledge is critical.
• Skill Set should include: Sales Methods, ROI/TCO modelling and the complex sale in a multiple product environment.
• Demonstrated understanding of our industry, customer needs and competitive landscape.
• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus
• Knowledge of CRM tools like SFDC is a plus.