Account Manager Toscana - Siena, Italia - PerkinElmer

PerkinElmer

Azienda verificata

Siena, Italia

1 settimana fa

Inviato da:

Piero Bianchi

Reclutatore di talenti per beBee

Descrizione

Purpose

The Account Manager will develop and manage accounts/customers in his/her assigned territory - Tuscany - proactively looking to expand business with new customers and maintaining the existing ones with high levels of customer satisfaction.

Reach assigned target and achieve sales growth according to the Company plan.

Travel is estimated at approximately 50%.

Key Responsibilities

PROFITABLE GROWTH

Manage Sales Plans pushing on
business expansion activities with New Customers whilst expanding share of wallet with the existing installed base
Actively participate in generating ideas for value positioning
Nurture, maintain and develop Key Opinion Leaders (KOL) at territory level

CUSTOMER EXPERIENCE
Constantly probing customers to better profile their needs and trends in order to make profitable revenue gains. Be a consultant to customers, providing high level explanations on
solutions based on continuous learning and solid technical knowledge.

Present PerkinElmer products and support services appropriately and effectively, being able to develop and deliver product demonstrations on less complex instruments (where applicable).

Develop and prove (SPI) PerkinElmer solutions. Position the benefits of products and service solutions in order to enhance margins and minimize price erosion. Focus on
revenue/margin goals throughout the whole
negotiation cycle, including discussions with purchasing depts.

Generate a
valuable customer experience through the effective exploitation of Field Application Specialist (
FAS) knowledge and skills, to whom you will provide all relevant information for effective Demo / sample measurement activities.

Facilitate problem solving solutions for customers by assuring cross functional coordination, building solid long term relationships against competitive threats.

SALES EXCELLENCE
Design a structured
Business Plan focused on value generation for existing and new customers. Execution is based on
prioritization of business expansion.

Responsible for ensuring the territory prospect
pipeline is populated with a balance of short, mid and long term prospects sufficient for the continuous attainment of territory targets.

Regularly performs business analysis focused on the continuous improvement of sales processes and results.

Ensure that financial and administration processes are managed successfully with a key focus on communication and customer satisfaction.

Cooperate with all teams (Service, Marketing, Tender administrators, Quality, Customer Care, ) in a positive and
collaborative environment with the common goals of PerkinElmer's growth combined with customer and employee satisfaction.

Participate in tradeshow/exhibitions.

The Account Manager should manage their time effectively, spending quality time in front of their customer base in order to maximize revenue generating activities

Accountable for updating opportunities in a timely manner to produce an accurate
business forecast, which will provide the utmost confidence to the Business units and manufacturing that corporate business expectations will be met.

Update all customer information and pipeline evolution in
SFDC according to PerkinElmer's processes and timelines. Won/lost/abandoned opportunities should be accurately reported to enable continuous business analysis and improvement.

Business KPIs

Profitable Growth

Revenue Target
Volume of orders
Margin Target

Sales Excellence

Revenue Achievements vs AOP
Forecasting Accuracy
Ratio from Prospect to Win
Number of Units sold

Business Expansion

New customers
Portfolio expansion on existing customers

Education:

Bachelor in science or higher (preferably in Chemistry, Materials Science or similar)
Previous experience in commercial roles is required
Proficient in English
Good knowledge of informatics tool

Technical/Skill Requirements

Professional
High Integrity Standards
Result oriented: combination of a high level of independence but also being able to be part of a sales team.
Excellent planning and organizational skills
Problem solving abilities
Excellent marketing acumen
Excellent verbal and written communication skills to be applied both inside and outside the company
A strong track record of championing a product range
Active agent for team motivation
Ability to perform in a complex matrix organizational structure, being able to effectively influence across functional boundaries.
Proactive mindset with strong sense of responsibility and ownership.
Priority setting
Willingness to travel is essential (50%+)