Regional Sales Manager (US West and Canada)

Purpose

The Regional Sales Manager is responsible for PerkinElmer's Inorganic, Chromatography and Material Characterization product lines within the Analytical Solutions Group. Duties include presenting PerkinElmer capabilities in the marketplace, providing an interface to the customer, and representing PerkinElmer products and services in an assigned territory. The territory for this position is United States West & Canada. This role manages a team of (10) Sales and (10) Field Application Scientists. The individual must be located near a major airport within the Western United States territory and will be required to travel overnight ~50% of the time and work with the individual product sales & service teams. The qualified candidate will have an in-depth knowledge of the capital equipment sales cycle, as well as a working understanding of the Inorganic (AA, ICP and ICP/MS), Chromatography (LC, LC/MS, GC and GC/MS) and MatChar (IR, UV and Thermal) products.

Responsibilities

• Responsible for driving install base growth through instrument, consumables and service revenue growth for the Western US & Canada.
• Primary activities include setting orders and revenue forecasts, updating goals, key opportunities, and sales activities.
• Provide consistent coaching and key account management will also be required to be successful.
• Develop and execute a regional sales plan that aligns with corporate objectives and drives growth.
• Promote sales strategies to sell directly to C-Suite at target accounts.
• Lead, support, and mentor a team of (10) Sales and (10) Field Application Scientists to execute commercial strategies and exceed sales targets.
• Routinely monitor performance of the sales team and implement timely development plans to improve individual and team performance on a weekly basis.
• Accurately and routinely forecast sales, order installations, and revenue for the district and its territories.
• Work cooperatively with Field Marketing, Strategic Marketing, Business Development, Commercial Operations and other teams within the organization to ensure that product capabilities and commercial strategy are effectively communicated to the sales team.
• Recruit, develop, and retain world class sales and applications personnel.
• Utilize Salesforce.com according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal teams.
• Ensure team compliance with the highest professional standards and company policies.

• Network and interface with internal colleagues to share information and best practices.
• Develop new business, grow existing business, and troubleshooting customer problems.

The employee may be required to perform all, or a combination of the following essential responsibilities as determined by business necessity.

Basic Qualifications

• Undergraduate degree in Business or Science. Advanced degree preferred.
• Minimum 7 years or equivalent direct sales experience selling into laboratories in the analytical markets, with at least 3 years of capital equipment sales experience.
• Prior Management experience preferred.
• Competitive nature and proven track record of consistent sales achievement.
• Extraordinary leadership skills with the ability to manage a team as well as cross functional interactions within the organization.
• Proficiency working at the highest levels within customer organizations is critical (President/CEO, CTO/CSO and CFO and other key influencers)
• Strong understanding of scientific applications and technology developments as they relate to customer requirements in target market segments.
• Thorough understanding of business factors effecting account's profitability and competitive status as well as laboratory operations.
• Role will require a home office and 50% travel at a minimum.
• Home office must be within proximity to a major airport within the Western United States.

EEO and Pay Transparency Statement

PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.

The annual compensation range for this full-time position is $150,000 to $180,000. 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.