Vanadis Commercial Leader Europe - Milano, Italia - PerkinElmer

PerkinElmer

Azienda verificata

Milano, Italia

2 settimane fa

Inviato da:

Piero Bianchi

Reclutatore di talenti per beBee

Descrizione

Purpose

This role will act as a coordinator for all Vanadis activites across the region with accountability for ensuring in depth understanding the status of current pipeline, active customers and planned installations.

Key Responsibilities

STRATEGY

Analyze markets, competitors and trends central to the
growth strategy for the business:
Define solutions'
differentiating elements for impactful sales value positioning in key markets
Generate and maintain solid relationships with
Key Opinion Leaders (KOL) for strategic positioning, trend setting and influence, under a business partnership model generation
Propose new or improved sales argumentations in
key end market segments. Feed information to marketing for value proposition and content management

-
Own VOC (Voice of Customer) process for EMEAI in key markets:

Provide leadership and support to the business planning process and ongoing performance metrics and reporting against business plan
Socialize awareness of industry trends with internal stakeholders
Support
internal communication and sharing between endmarket segments and Subject Matter Experts (SME) to ensure alignment between regional direction setting, field execution and messaging to customers
Provide inputs and recommendations for segment products and solutions to the Pricing Leader.

COMMERCIAL EXCELLENCE

In partnership with the relevant Solution Marketing Leader, propose specific
growth activities within each assigned endmarket, influencing field sales with strategic focus and business development.
Support business plans to drive target achievement and support the growth strategy within assigned endmarket via tactical plans for lead generation
Partner with the Commercial Learning function to grow
product / solution positioning
knowledge amongst the commercial team and our customers.
Maintain and expand customer base by counseling sales representatives.
Build and maintain relationships with key customers. Identify new customer opportunities.
Prioritize
new account expansion initiatives
Increase PKI equity through
regional
corporate branding initiatives

Business Growth and Sales Excellence

Revenue Growth in assigned end market / segment
New Customers acquisition rate $ associated with new business in specific segments
Partnership and activities with KOLs
EMEAI Revenue and Margin Achievements vs AOP in a specific segment

Requested Competences

Education

Bachelor's Degree or above, or equivalent combination of education and experience. Master/PhD degree is a plus.

Business Skills

Motivation for sales, negotiation ability and results driven
Customer, Market and Competition Knowledge
Decision making capability
Building relationships
Managing Profitability
Presentation Skills

Leadership

Professional and Ethical attitude, with high Integrity.
Possess excellent
leadership and influencing skills, proactive mindset with strong sense of responsibility and
ownership. Execute managerial skills to enhance a determined focus on
strong performance and teamwork to achieve organizational goals.
Strong global, multicultural leadership. Foster
collaboration and teamwork in a
complex, fastpaced, changing environment to deliver valueadded results to the organization. Collaborate well with all PKI organizations.
Demonstrate exceptional
communication / presentation skills in verbal and written communications, following generally accepted rules of style and form.
Attract, develop and maintain top
talent / performing teams. Execute management through coaching.

Financial Acumen

Prepare and manage a realistic
growth
AOP / budget:
Accurate
forecasting capability
Deploy strategies to maximize
pricing:
Understand all facets of a
P&L, Balance Sheet and Cash Flow statement

Business

Acumen

Commercial
acumen to help with market, product, customer strategy as well as selling skills in product line marketspace with relevant experience
Advocate of customer experience: ability to define and promote added value solutions for customer.
Effective
knowledge of PKI products, services and endmarket strategies as well as of selling tools.
Competitor's and
market knowledge are critical.
Set and exceed growth
commercial plan through effective organizational design and deploy of resources to grow.

Change Management

Open to
change and new information; adapt behavior and work methods in response to new information and changing conditions. Adjust rapidly to new situations warranting attention and resolution; willing to
champion new ideas and methods.
Ability to lead major change management
projects, such as acquisitions, divestitures and reorganizations.
Implement enterprise wide sales
initiatives.
Strong at change management
communication plans cascade.