Sr Sales Specialist

Purpose

Responsible for the achievement of defined sales targets. Provide specialist product line and breakthrough application/method solutions throughout the sales process cycle. Work with the Regional sales team to execute Product Positioning Strategy.

Key Responsibilities

PRE-SALES SUPPORT

• 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
• Nurture, maintain and develop Key Opinion Leaders (KOL) at territory 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 content for marketing collateral.

DEMO MANAGEMENT

• Plan and manage effective and timely high quality demonstrations in agreement with the Account Managers business plans. Manage the full demo cycle in line with sales priorities. Drive key activities in the region for breakthrough demonstration experience.

• Provide top-class technical expertise to the teams as and when required; including instrument demonstrations and sample running.
• Manage demonstration reporting to enable to progress the sale in PerkinElmer’s favour.
• Expertise on instrument configuration questions

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.
• Designing and executing territory Business Plans, through active confrontation on opportunity ranking and priority on new customers expansion.
• Develop and prove . Ability to act on tenders by defining configurations and application solutions that “fit” with customers’ requests. Ability to act as a 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 if required and any needed activity to revenue recognition. Enhance the value of knowledge sharing through SFDC customer data profile update.