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Business Development Manager (m/f/d)
Dublin Ireland | Remote
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Responsibilities
Location Kylemore Road, DublinIE Job ID REQ-055056
The Business Development Manager's primary job responsibility is to sell PerkinElmer OneSource Laboratory Solutions into a defined set of regional targeted accounts. The Business Development Manager 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 Business Development Executive 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.
Responsabilities
•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 revenueregionally into definedkey accounts along with potential regionally prospected accounts.
•Drive revenue growth within existing client locations and by expanding intonew customersites regionallyleveraging the entire OneSource portfolio.
•Buildrelationships with keydecision 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 inquarterly regional governance sessionsincluding collaborating with other regional The Business Development Managers and Sales Operations teamas 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 equivalent
•10+ years’ service sales or complex solution sales experience
•Excellent written and oral communication skills, strong Analytical Skills
•Demonstrated 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.
Preferred Characteristics
•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-basedworkflows (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 organization
•Demonstrated success in remote management of a professional services team.
•Experience negotiating with and selling to medium and large-size customers
•Skill 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.
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PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.
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