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Commercial Sales Enablement Specialist

Boston, Massachusetts | Atlanta, Georgia | Columbia, South Carolina | Columbus, Ohio | Harrisburg, Pennsylvania | Hartford, Connecticut | Raleigh, North Carolina | Tallahassee, Florida | Trenton, New Jersey | Washington, DC | Remote

As a worldwide pioneer of scientific technologies, we provide our customers with advanced detection, imaging, software and services solutions. And it takes a motivated, highly skilled Sales team to make sure those tools get in the hands of the people we can help. Add your consultative approach and experience selling capital equipment to our team, driving product and service transactions to achieve success – and better the world.

Success Profile

We have found that the following traits and attributes help lead to a successful future in sales at PerkinElmer.

  • Good Listener
  • Strategic
  • Problem-solver
  • Mediator
  • Results-Driven
  • Quick-thinking

Rewards*

*Rewards may differ based on the location.

Medical, Dental and Vision
Healthcare FSA
Dependent Care FSA
Health and Wellness Programs

Employer Matching
401(k)

Tuition Reimbursement
Professional Development

Maternity and
Paternity Leave

Paid Holidays and
Sick Days

Life and Disability
Insurance

Work/Life Balance

Responsibilities

Location(s) Boston, Massachusetts, Atlanta, Georgia, Columbia, South Carolina, Columbus, Ohio, Harrisburg, Pennsylvania, Hartford, Connecticut, Raleigh, North Carolina, Tallahassee, Florida, Trenton, New Jersey, Washington, DC, Remote Status Regular Job ID AMS-LSDx-JR-0071

Sales Enablement Specialist for the Commercial Operations COE organization

Imagine a world where you could detect health issues sooner to treat them more effectively. Where food and water are always safe, even in remote corners of the earth. And where scientific and medical research are enhanced to solve the greatest challenges of our times. At PerkinElmer, we imagine this world every day. Then, we innovate and collaborate to make it happen everywhere.

Our dedicated team of employees worldwide, pioneer scientific technologies for better detection, imaging, and informatics to help our customers work to create healthier families, improve the quality of life, and sustain the well-being and longevity of people globally.

If you are seeking a meaningful, impactful, and stimulating career, look no further.

PURPOSE:

The Sales Enablement Specialist for the Commercial Operations COE organization plays a pivotal role in driving value, efficiency, and revenue through sales enablement processes and tools adoption for PerkinElmer’s 1,500+ global field sales professional.  This role will work closely with regional commercial leaders, Commercial Operations and key global stakeholders to define business processes, streamline communication, and facilitate change management with commercial teams across our global organization.

The successful candidate must have experience driving sales enablement processes, designing business workflows and driving regional adoption in accordance with leadership vision and best practices.  This role will lead regional/multiregional commercial enablement programs and create communications aimed to enhance sales efficiency and effectiveness, accelerate pipeline, and uncover revenue opportunities.  This role requires a close partnership with Global Commercial Technologies, Global Training and Global Marketing teams to deliver a cohesive and desired experience to sales and their customers.

RESPONSIBILITIES:

Enablement Tools & Processes

  • Equips customer facing teams with innovative tools, engaging content, customer insights and streamlined processes to maximize buyer interactions, optimize selling motions and enhance effectiveness
  • Promotes tool awareness and facilitates new/ongoing education programs to sales and marketing to drive tool adoption and usage
  • Works with the Commercial Operations, Marketing, Product and Sales Teams to identify enablement tool priorities, areas for improvement/optimization, and share KPIs adoption rates
  • Partners with Marketing and Product Managers (i.e., content owners) to ensure enablement tactics support the go-to-market strategy
  • Uses data to gain insights and trends on enablement content consumption and utilization and make recommendations for continued improvement
  • Acts as sales advocate to make recommendations for improvements to enablement tools and processes
  • Work alongside other functions including Marketing, Finance and Business Unit to drive local implementation of new sales & service tools or enhancements in existing tools

Pipeline Acceleration Programs

  • Support Leadership teams with business analytics to contribute to Monthly and Quarterly Business Reviews and provide data to accelerate pipeline conversions and increase win rates
  • Partners with key Commercial stakeholders to identify and develop pipeline acceleration program opportunities for key growth areas, including strategic accounts
  • Monitors and communicates to stakeholders on program progress and effectiveness by defining and regularly reporting on program, and KPIs including ROI
  • Improved reports/ dashboards to monitor business activities, lead management.
  • Manage local support and coordinate support whenever needed for the SFDC CRM tool to drive adoption, compliance and consistent usage, as well as supporting the streamlining process and improved quality of reports and dashboards.
  • Implement company wide, new sales initiatives that will drive revenue and growth.

Commercial Communications & Best Practices

  • Develop best practices and improve process, standards, systems, and tools to yield enhanced quality and efficiency of process, and overall performance against Key Performance Indicators.
  • Prepares, delivers, and manages calendar of effective commercial communications for commercial program launches, tool updates, process improvements, and change management
  • Partners with key Commercial stakeholders to identify and socialize best practices from across the organization to drive continuously improving commercial outcomes
  • Ability to lead and communicate on major change management projects, such as acquisitions, divestitures, and reorganizations, coordinating and/or supporting integration roll-out and execution at the regional/country level.
  • Provide internal knowledge on PKI Processes and Tools, though dedicated training sessions and specific training coordination 
  • Lead the Sales Processes Design, track exceptions and drive the comparison process with sales processes of acquired companies.
  • Participate in the design and execution of cross-selling processes and ICP Design during partial acquisition processes
  • Manage the communication cascade of defined solutions within the Sales Organisation
  • Resolve issues through proper coordination, escalation, and collaboration with all levels

BASIC QUALIFICATIONS:

  • 4+ years in field sales support roles such as Sales Operations, Inside Sales, Lead Development, Field Marketing or, Marcom
  • 4+ years of experience successfully creating structure and implementing processes for cross-functional teams
  • Bachelor’s Degree or above, or equivalent combination of education and experience. Master/PhD degree is a plus.

PREFERRED CHARACTERISTICS:

Leadership

  • Highest personal and professional integrity and strong work ethics
  • Ability to articulate vision of transformation efforts and a sense of mission
  • Willingness to take charge and provide direction
  • Results orientation, willingness to commit to a direction and drive operations to completion
  • Demonstrated ability to manage adversity and challenging situations

Relationship Management

  • Ability to manage senior relationships across all the Business and Functional areas
  • Ability to develop cooperative and constructive working relationships
  • Ability to handle complaints, settle disputes and resolve conflicts and negotiate with others
  • Collaborative team player orientation towards work relationships, strong culture awareness
  • Effectiveness in building trust, respect, and cooperation among teams

Professional

  • Highly effective time management and organizational skills
  • Strong planning and data analytics skills
  • Excellent communication, presentation, and interpersonal skills
  • Entrepreneurial spirit and comfortable working in unpredictable environments
  • Must be results-driven with an aptitude to learn new systems and retain technical information

Technical

  • Ability to navigate complex data and systems
  • Proficient in software technologies to drive sales enablement including CRM, Marketing Automation, Sales Engagement/Content Platforms and Sales Methodology/Process
  • Experience with Salesforce.com, Eloqua, Showpad and/or SalesLoft a plus
  • Expertise in MS Office 365 applications (Word, Excel, PowerPoint, Outlook, OneDrive)

Project Oversight and Decisioning

  • Highly developed skills in priority setting and alignment of project priorities with commercial strategy
  • Ability to break down complex problems and projects into manageable goals
  • Ability to get to the heart of the problem and make sound and timely decisions to resolve problems

COMPANY DESCRIPTION:

Are you ready to help improve the lives of millions of people and create a healthier world? When you work at PerkinElmer, that’s exactly what you’ll do. From our dedicated scientists and world-class operations employees to our innovative R&D professionals and committed sales and service groups, we’re a unique team of global colleagues who come to work every day knowing we’re making a difference. Through innovation, collaboration, and belief in our mission, we strive to create an inspiring and inclusive culture for our employees, so they can be their best and, together, create a better tomorrow.

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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