Key Account Manager

Responsibilities

Job Responsibilities:

• Drive customer relationships to expand the book of business with the Accounts assigned
• Drive Professional Service Sales – expanding new site locations within the United States and extending services in existing sites
• Build and execute account plan to drive increased revenue and margin
• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions
• Maintain monthly and quarterly communication with the extended regional salesteam
• Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio
• Participate in Quarterly status or PMT (monthly) meetings with the customer
• Lead and support renewal Enterprise business
• Prepare Briefing Documents for each account for internal leadership reviews
• Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teamsto impact the Portfolio roadmap
• Draft and negotiate all SOW and MSA agreements. Engage customer regarding any proposed/potential changes and amendments
• Accountable for entering all opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Mgt.
• Advance relationships with the business and customer leadership teams (C Suite)
• Demonstrates the ability to interact with regional account managers and assist sales cycles where possible. Help drive to closure at the highest-level relationship within the Global Account
• Work to become a trusted advisor within the business vs. Procurement only relationships

Basic Qualifications:

• BS/BA and 5+ years’ service sales or complex solution sales experience
• Independent, self-motivated, competitive, high powered and polished experience with a Service organization
• Ability to travel to assigned accounts

Preferred Qualifications:

• Familiarity with science-based companies’ workflows (R&D, Operations, etc) and the GxP environment is preferred. This requirement can also apply to science-based workflows in Food and Industrial.
• Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer
• Excellent written and oral communication skills, strong Analytical Skills, understanding of Sales Processes and Service Delivery Requirements and complex negotiation skills
• Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives; Demonstrated success in remote management of a professional team
• Experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers
• Skill Set should include: Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment
• Must work well in a team environment, with multiple resources
• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus
• Knowledge of CRM tools like SFDC

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The annual compensation range for this full-time position is $109,720.00 to $164,840.00. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.