Key Account Manager Testing Lab Solutions – Analytical Solutions

Responsibilities

We are seeking a driven and strategic Key Account Manager to oversee the Testing Laboratory Solutions business and spearhead growth strategies for our Analytical Solutions instrument portfolio (Atomic Spectroscopy, Molecular Spectroscopy and Chromatography), Customer Enablement business (service) and Consumables within specific key accounts across the USA & Canada.

The North American Key Account Manager for Testing Laboratory Solutions is responsible for developing and expanding revenue across a network of hand selected key accounts across the United States and Canada. This role drives revenue growth, increases market penetration, expands visibility, improves win rate and ensures the successful promotion and support of the company's portfolio of analytical instrumentation solutions, service offerings and consumables by leveraging executive level relationships across the assigned target key accounts. This position will serve as the primary interface between the company and the selected accounts, aligning commercial strategy and performance metrics to meet annual growth targets.

In this strategic role, you will develop and execute a growth-focused key account program that expands market share, accelerates sales cycles, and unlocks undiscovered market opportunities for our analytical instrumentation, aftermarket service and consumables portfolio. You will act as a commercial growth catalyst—energizing and enabling our commercial organization to capture market share by opening doors of sales opportunity and expansion within the targeted key account networks. The KAM will serve as the primary commercial interface for key accounts, driving revenue growth, solution adoption, and long-term customer loyalty.

Responsibilities

• Account Strategy & Growth
  • Own the commercial strategy for a select number of high-value accounts; develop multi-year account plans with measurable growth goals to deliver above-market growth across instrument, service and consumables business segments.
  • Build multi-level relationships with senior decision-makers, technical leaders, and procurement stakeholders.
  • Conduct quarterly and annual business reviews to position PerkinElmer as a preferred partner while exercising a constant improvement philosophy across all aspects of the customer experience.
  • Identify opportunities for cross-selling and upselling across the full PerkinElmer analytical portfolio (instruments, consumables, software, and services).
  • Leverage CRM and partner dashboards to assess funnel health, growth levers, and execution gaps.
  • Support accurate funnel management within CRM and ensure sales specialists and their respective sales managers are accurately forecasting monthly and quarterly business for the target accounts.
  • Monitor quarterly performance against growth targets and lead corrective action planning when needed.

• Business Growth & Solution Selling (vs. Transactional Sales)
  • Identify opportunities for workflow integration, cross-selling, and upselling across PerkinElmer’s full portfolio (instruments, consumables, software, services).
  • Navigate complex procurement cycles, contract negotiations, and enterprise agreements.
  • Drive adoption of value-added solutions such as new product introductions, informatics, and long-term service partnerships.

• Collaboration & Leadership (vs. Individual Sales Execution)
  • Act as the “account quarterback,” coordinating sales specialists, field application specialists, service engineers, product line leaders, and R&D leads to deliver holistic solutions and meet customer expectations.
  • Provide account intelligence and voice-of-customer insights to internal stakeholders to shape product development and strategy.
  • Mentor Territory Sales Specialists, Field Applications Specialists and Service Engineers when joint coverage is required at a large account.
  • Where possible partner with Channel Partner Manager to leverage channel strategies that expand access to addressable markets within target key accounts.

• Performance & Market Impact
  • Achieve revenue, margin, and share-of-wallet growth targets within assigned accounts.
  • Defend and expand business against competitive threats.
  • Influence customer innovation pipelines by aligning PerkinElmer’s capabilities with their future needs.
  • Institutionalize Quarterly Business Reviews (QBRs) to align expectations, evaluate results, and recalibrate plans.

• Impacting Win Rate
  • Support Sales Specialists in crafting and delivering impactful financial value propositions that result in positive sales outcomes for the PerkinElmer instrument portfolio within the target accounts
  • Helps refine product messaging to resonate with each key account — aligning technical features with customer pain points.
  • Serving as a strategic multiplier that increases win rates, the Key Account Manager ensures sales teams are focused, prepared, and supported with the necessary account intelligence, relevant application details and value selling insight they need to win more deals within the target key accounts.

The annual compensation range for this full-time position is $(110,000) to $(160,000). 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.