Responsibilities
- Increase sales volumes, achieve, and possibly overachieve the sales targets on his/her territory in respect of PKI strategy.
- Responsible for selling the company's products or services directly to
- end-users.
- Maintain and develop relationships with key account customers in person and via telephone calls and emails.
- Develop new accounts and/or expands existing accounts within an established geographic territory, industry or product segment.
- Identify customer needs and trends and presents PerkinElmer products and support services to customers appropriately and effectively.
- Ensure the territory prospect pipeline is populated with a balance of short-, mid- and long-term prospects sufficient for the continuous attainment of territory half year targets.
- Actively sell the increased value of PerkinElmer products and services. and always negotiates the best price thus minimizing price erosion.
- Facilitate in solving customer problems by assuring cross functional coordination.
- Provide and maintain account mapping on all key accounts and maintains accurate customer and prospect information.
- Listen to customer requirements and presents appropriately to make a
- sale
- Act as a contact between a company and its existing and potential
- markets
- Negotiate the terms of an agreement and closing sales.
- Represent the organization at trade exhibitions, events and
- demonstrations
- Creates detailed proposal documents, often as part of a formal bidding. process that is largely dictated by the prospective customer.
- Review his own sales performance, aiming to meet or exceed targets.
- Gain a clear understanding of customers businesses and requirements. Attend team meeting and shares best practice with colleagues
Basic Qualifications
Education: Any graduate/postgraduate preferably Science
Required work experience related to position: 10+ years.
Competency Required:
Financial Acumen
- Accurate forecasting capability
- Develops a strong, realistic sales pipeline.
- Supports business development deals (deal model, diligence, integration, etc.)
- Lead an indirect spend initiative.
Market Focus
- Deep market knowledge in specific areas
- Strong PKI product/application knowledge
- Help prepare competitive analysis & strategies.
- Manages sales function/process.
- Builds strong relationships with customers.
Business Planning
- Present plans/results to BE Leadership
- Provides accurately sales forecasts.
- Effectively manages key projects.
- Executes key projects for sales function.
- Works on sales force effectiveness projects
Preferred Characteristics
- Strong closing skills. Prior attendance at formal sales training courses a plus.
- Organizational skills for proper territory planning/management.
- Working knowledge of healthcare, and environmental market segments within assigned territory.
- Demonstrated record of achievement in prior sales position.
- Excellent oral, written and telephone skills. Strong interpersonal skills.
- Ability to learn and retain product specific information as it pertains to the position.
- Computer literate with knowledge of word processing applications and Excel spreadsheets.
- Strong intrapersonal skills.
- Exceptional written and verbal communication skills.
- Familiarity with data analysis and reporting.
- Hardworking, persistent, and dependable.
- Positive and enthusiastic.
