Principal Sales Specialist

When joining PerkinElmer, you select an experienced and trusted leader in scientific solutions, with the support of a global service network and distribution centers, providing the right solution, at the right time, to meet critical customer needs.  With over an 80+ year legacy of advancing science and a mission of innovating for a healthier world, our dedicated team collaborates closely with commercial, government, academic and healthcare customers to deliver our broad portfolio of analytical solutions, and OneSource services.

The Company

The “new” PerkinElmer business, a newly independent company as of March 13, 2023, is a global analytical services and solutions provider with offerings including the leading OneSource Field and Laboratory services business that serve the biopharma, food, environmental, safety and applied end markets to accelerate scientific outcomes. Since 1937, PerkinElmer has served as a trusted partner in laboratory analysis and management and today complements its service offerings with a broad portfolio of atomic spectroscopy, molecular spectroscopy, and chromatography instruments, consumables, and reagents. With a dedicated team of more than 6,000 team members, the Company serves customers in more than 35 countries. Additional information is available at www.perkinelmer.com

Purpose

The Analytical Solutions group services the Chemical, Industrial, Materials, Pharmaceutical, Food, Academic and Government sectors. We are looking for a Principal Sales Specialist to represent PerkinElmer's Atomic Spectroscopy, Materials Characterization, and Chromatography product lines. Duties include presenting PerkinElmer capabilities in the marketplace, providing an interface to the end user customer, and representing PerkinElmer products and services in an assigned territory. The territory includes Arizona and Utah. Residence in the Phoenix metro areas is required.

Responsibilities

Experience. Possess in-depth knowledge of the capital equipment sales cycle, as well as a working understanding of Atomic Spectroscopy (AA, ICP-OES, ICP-MAS), Chromatography (LC, LC/MS, GC and GC/MS) and Materials Characterization (Infrared, UV/VIS/NIR, Fluorescence, and Thermal) technologies. Previous experience selling in the defined geography and the markets we serve is desirable.

Grow Sales Volume. Execute a sales plan that is part of the region's and company's strategic objectives. Account management of our current customer base, identification of new targeted accounts, participation in trade shows and improvement of overall market share and profitability by utilizing resources effectively. Your responsibility is to develop a plan for each of the product lines which you sell to ensure that each line is fairly represented.

Develop and implement business plans. Maintain an effective time and territory management plan that includes an ability to present business and technical information, identify customer needs and trends, promote and position PerkinElmer support services to customers, provide information about techniques and products, follow up inquiries about goods and services, maintain customer information utilizing approved information tools and technologies such as the company’s Customer Relationship Software (CRM), timely updates to opportunity funnel and weekly forecast updates, and rigorous funnel management in order to achieve/improve monthly forecasting accuracy and growth targets.

Cultivate partnerships with customers and other suppliers to solve customer problems. Facilitate solving customer problems by recommending solutions that leverage your knowledge of competitive offerings and market dynamics. Requires that you maintain the necessary technical selling capability to function in a consultative role for the customer.

Teamwork Work closely with regional extended sales team, service team, field application scientists, and business units to promote a high level of customer service.  Plan and execute customer events throughout the year that support territory and market growth.

Basic Qualifications

• Bachelor’s degree in chemistry, Biology, or related discipline
• 10+ years of experience working with analytical instruments and software
• 10+ years of successful capital equipment sales history
• Excellent written and verbal communication skills
• Fluent in English with exceptional presentation skills

Preferred Qualifications

• Sales experience in both face-to-face and virtual environments
• Experience with key customers in the territory & working knowledge of markets served preferred
• Experience utilizing a CRM tool such as Salesforce.com
• Willing & able to travel up to 50% of the time
• Thorough understanding of business factors affecting account's profitability and competitive status
• Must possess a valid driver’s license with a clean driving record

EEO 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 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.