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

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

Location(s): Belgium - Remote (Field Based), France Remote, Germany Remote, Italy - Remote (Field Based), United Kingdom - Remote

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.
• Identify, qualify and close new opportunities, including the entire sales process from business development prospecting through contract negotiations, signing, and post-sales support.
• Leverage the PerkinElmer sales model, accounting planning tools and SFDC (sales CRM) to maximize revenue growth and increase local market share.
• Work closely with local Strategic Account Manager for Market Knowledge and customer satisfaction.

Commercial:

• Create Annual Account Plans for large Key Accounts where OneSource Revenue exceeds 2M annually.
• Drive Professional Service Sales – expanding new sites regionally and extending services in existing PerkinElmer sites.
• Prepare action plans or joint evaluation plans by accounts to help accelerate closing cycles.
• Drive customer relationships through effective stakeholder mapping to expand the book of business regionally.
• Accountable for entering all service opportunities into SFDC and managing weekly/monthly forecasts and activities.
• Renew existing Enterprise business through drafting SOW’s and contracts.
• Advance relationships with business and customer leadership teams (C Suite).
• Demonstrate the ability to assist sales cycles and drive closure at the highest-level relationships within each Key Account.
• Work closely with the service on-site team for complaints handling, expansion, and renewal.
• Travel across Germany will be required.

Operational & Networking:

• Internal networking to ensure alignment of Enterprise Sales strategy with Service delivery leaders and product SME’s in territory.
• Coordinate sales and opportunities with colleagues in other regions for international accounts.
• Understand OS Margin and report rebate and discount metrics internally.
• Maintain monthly and quarterly communication with the extended regional sales team.
• Conduct Quarterly status or PMT meetings with Enterprise customers where there is no CSM in place.
• Prepare Briefing Documents for internal leadership review before meetings.
• Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teams.
• 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:

• 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, and polished with experience in a Service organization.
• Structured and efficient way of working.
• Solution-oriented with a high level of customer orientation.
• Friendly, cooperative attitude towards colleagues and customers.

Business Knowledge:

• Familiarity with science-based companies’ workflows and the GxP environment is preferred.
• Broad knowledge of the laboratory environment and requirements.
• Experience selling to medium and large size customers.
• Demonstrated commercial acumen and selling skills.
• Deep domain knowledge of own product line.
• Effective knowledge of products, services, and company selling tools.
• Skill set should include Sales Methods, ROI/TCO modelling, and complex sales.
• Demonstrated understanding of industry, customer needs, and competitive landscape.
• Knowledge of big data and CRM tools like SFDC is a plus.