Responsibilities

Purpose

Responsible for providing pre-sales support to Account Managers in the achievement of defined sales targets. Provide specialist product line and breakthrough application/method solutions throughout the sales process cycle. Work with the Regional and European BLL to execute Product Positioning Strategy.

Key Responsibilities

PRE-SALES SUPPORT

• Adhere to company risk assessments and methods developed in line with ISO standards and health, safety and environment requirements
• In charge to develop a brand new value propositioning collateral, generating content and  crafting new sales tools such which include disruptive applications that aid demand generation and win at the country and regional level
• Actively participate in generating ideas for value positioning
• Focus on continuous learning and developing their scientific network to guarantee best-in-class knowledge and brand recognition within the market
• Provide technical competitive intelligence to Regional and EMEA BLLs for differentiation over competition and reaction to their tactical activities
• Provide content for marketing collateral.

DEMO MANAGEMENT

• Plan and manage effective and timely high quality demonstrations in agreement with the Regional BLL and Account Managers business plans. Manage the full demo cycle in line with sales priorities. Drive key data gathering (global view) for breakthrough demonstration experience.

• Provide top-class technical expertise to the local sales teams; including instrument demonstrations and sample running.
• Manage demonstration reporting to enable the Account Manager to progress the sale in PerkinElmer’s favour.
• Act as a technical guide on instrument configuration questions
• Own the demonstration inventory for their defined product lines, responsible for ensuring instrument condition and demonstration environment is optimized to provide the best quality customer experience
• Lab Management: adhere to laboratory rules and ensure work execution is in line with safety and environmental procedures and legal requirements.

SALES EXCELLENCE

• Work with the sales team to improve sales execution and maximization of prospect conversion rates; ensuring, during customer interaction, customer needs are well qualified, presenting & demonstrating PKI solutions, effective competitive positioning of our benefits and price, and ultimately improving our win rate within the available market to grow our share position. Capable to handle customer objections.
• Support Account Managers in designing and executing territory Business Plans, through active confrontation on opportunity ranking and priority on new customers expansion.
• Support Account Managers in the develop and prove phase (SPI). Provide support for tenders by defining configurations and application solutions that “fit” with customers’ requests. Act as a technical consultant to our customer quoting process to ensure the suggested configurations meet customer needs and all commitments made fall within the performance specifications of the instrument.
• Assist instrument installation testing and any needed activity linked to specific application tests and to revenue recognition. Enhance the value of knowledge sharing through SFDC customer data profile update
• Develop sales professionals’ skills for simple demos and independent selling. Promote technical updates and knowledge sharing with sales and service departments.