Process NIR (Near-Infrared) North American Business Development (US REMOTE)

Responsibilities

PerkinElmer seeks a dynamic and experienced sales professional to drive the expansion of our Perten process analyzer instrumentation, which delivers real-time analysis within the Food Industry. The ideal candidate will be instrumental in boosting sales by pursuing new customer opportunities and cultivating existing relationships across North America, while also supporting process sales efforts alongside our sales specialists. This candidate will focus solely on the NIR (Near-Infrared) Solutions (see link for details). Process NIR Analyzers | PerkinElmer

The primary job responsibility is to be the Perten Process NIR (Near-Infrared) Solutions expert and develop business for this sole product line through prospecting, qualifying and closing new opportunities and is accountable for quality and growth of the overall opportunity pipeline. The NIR Business Developer 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, from business development to contract negotiations, signing, purchase order receipt, post-sales support. They will effectively leverage the PerkinElmer sales model, account planning tools and SFDC to maximize revenue growth, achieve EBITDA targets and increase market share / penetration.

Our Team

The Food Sales Team represents PerkinElmer’s diverse range of instrumentation, including near-infrared, process NIR, and rheology technologies, targeting human and pet food processors and manufacturers. The successful candidate will manage a territory that requires travel throughout the region, serving our customer base and achieving substantial growth by identifying and engaging new accounts. We seek someone who is highly motivated, team-oriented, and eager to learn and apply new methods and technologies. A minimum of five years’ experience in capital equipment sales within the food industry is preferred, along with a strong drive for success.

Responsibilities:

Deliver growth of an opportunity pipeline and revenue regionally into defined key accounts along with potential regionally prospected accounts.

- Formulate and execute a strategic business plan to drive revenue growth for Perten’s Process NIR portfolio in the designated territory.

- Acquire and maintain an in-depth technical understanding of our product portfolio serving the food market.

- Oversee all aspects of territory management, including prospecting, building and maintaining relationships with food processors and testing accounts, and securing deals with both new and existing customers.

- Uncover and document opportunity leads in SFDC.

- Deliver compelling presentations.

- Manage and sustain a robust pipeline of opportunities, provide precise forecasts, and effectively convert prospects into revenue to achieve the sales quota for the product line.

- Exhibit strong initiative and a proactive approach to achieving results.

- Collect and share Voice-of-the-Customer with Perten Portfolio teams.

- Willingness to travel extensively, with up to 50% of the time spent overnight.

- Possess a valid driver’s license with a clean driving record.

- This role covers North America and would ideally be based in a major city.

- The candidate should have a solution-oriented mindset, with an entrepreneurial and project management approach to developing and growing accounts.

Basic Qualifications

- Bachelor's Degree

- MUST have knowledge/understanding of NIR (Near-Infrared) technology Process NIR Analyzers | PerkinElmer (ideally, please elaborate on your Near Infra-Red experience in a cover letter).

- 3+ years of experience in capital sales and/or business development with proven record of success

- 1+ years with production facility sales

- Ability to travel within North America average 50%

Preferred Qualifications

- 5+ years of experience in sales within the food testing and/or process sales industry.

- Understanding of existing and emerging customer needs related to process automation and digitization in a food processing environment.

Independent, self-motivated, competitive, high powered and polished experience with a capex instrumentation organization is required.

- Proven track record of meeting or exceeding a sales quota of $2M annually.

- Demonstrated ability to build and sustain relationships at a senior level within major strategic accounts.

- Excellent skills in written and verbal communication, as well as presentations.

- Self-motivated, energetic, and focused on achieving daily goals and activities.

- Ability to quickly learn new systems and retain technical information.

- Track record of successful customer negotiations and delivered revenue growth

- Ability to remain stationary for more than 25% of the time.

- Regularly engage in bending, squatting, stretching, and reaching as part of service functions.

- Capable of moving or lifting up to 25 pounds regularly and up to 50 pounds occasionally.

- Required vision abilities include close and distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus to perform essential job functions.

The annual compensation range for this full-time position is $90,000  to $131,000. 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.