Purpose
The Sr. Sales Development Specialist’s primary job responsibility is to sell PerkinElmer OneSource Laboratory Solutions into a defined set of regional targeted accounts. The Sr. Sales Development Specialist will translate key customer insights into individual account plans and will lead execution of these plans by leveraging internal resources in a productive and cost-efficient manner. This individual will prospect, qualify and close new opportunities and is accountable for quality and growth of the overall opportunity pipeline for their assigned accounts. The Sr. Sales Development Specialist is expected to follow the OneSource sales process from business development to contract negotiations, signing, purchase order receipt, post-sales support and all renewal activities. They will effectively leverage the PerkinElmer sales model, account planning tools and SFDC to maximize revenue growth, achieve EBITDA targets and increase local market share / penetration.
Responsibilities
Follow OneSource annual planning, forecasting and sales processes from business development to contract negotiations, signing, purchase order receipt, post-sales support and all renewal activities. Deliver growth of an opportunity pipeline and revenue regionally into defined key accounts along with potential regionally prospected accounts.Drive revenue growth within existing client locations and by expanding into new customer sites regionally leveraging the entire OneSource portfolio. Build relationships with key decision makers (Science, Operations, Quality, Procurement, etc.) at the assigned accounts to uncover new growth opportunities. Uncover and document opportunity leads in SFDC. Prepare customer facing documents used in quarterly regional governance sessions including collaborating with other regional The Business Development Managers and Sales Operations team as required.Prepare and manage internal and customer-facing action plans as part of sales and post-sales process.Maintain monthly and quarterly communication with the extended regional sales team.Conduct Quarterly status meetings with each existing customer. Collaborate to manage customer perception of OneSouce business and to resolve any customer complaints. Renew existing and negotiate new SOW’s, (Statements of Work) MSA (Master Services Agreement) and other contracts with the support of the business team.Create Annual Account Plans for Key Accounts with >1M USD annual OneSource revenue. Collect and share Voice-of-the-Customer to OneSource Portfolio and Digital teams.Basic Qualifications:
BS/BA or equivalent5-7 years’ service sales or complex solution sales experienceUp to 50% travel - candidate will be traveling between customer sites in Cambridge, MA, Rensselaer, NY, and Terrytown, NYPreferred Qualifications:
Independent, self-motivated, competitive, high powered and polished Experience with a Service organization is required.Understanding of existing and emerging customer needs related to lab-based workflows (R&D, Operations, etc.) in a GxP environment. Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer. Track record of demonstrated leadership in a matrixed organizationDemonstrated success in remote management of a professional services team.Experience negotiating with and selling to medium and large-size customersSkill 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 Work experience in a Private Equity owned company a plus. Excellent written and oral communication skills, strong Analytical SkillsDemonstrated understanding of Sales Processes and Service Delivery Requirements Familiarity with Pharma/Food/Industrial industry trends and competitive environment. Track record of successful customer negotiations and delivered revenue growth Working knowledge of CRM tools such as SFDC.The annual compensation range for this full-time position is $126,360 to $189,800. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.