Chromatography National Sales Manager

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 Chrome National Sales Manager is responsible for PerkinElmer's Chromatography product lines within the Analytical Solutions Group. Duties include presenting PerkinElmer capabilities in the marketplace, providing an interface to the customer, and representing PerkinElmer Chromatography products and services across the assigned region. The territory for this position is the United States.  This role manages a team of (5) Sales Representatives, (2) Business Development Managers and (5) Field Application Scientists.

The individual must be located within the sales territory described 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 Chromatography (LC, LC/MS, GC and GC/MS) product portfolio.

• Responsible for driving install base growth through instruments, consumables and service revenue growth for Chromatography portfolio within the USA.
• Primary activities include setting consistently accurate orders and revenue forecasts, updating goals, key opportunities, and sales activities. 
• Provide high quality and consistent sales coaching to direct reports and leverage key account management practices to drive customer loyalty and repeat business.
• 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 (5) Sales Representatives, (2) Business Development Managers and (5) Field Application Scientists to execute commercial strategies and exceed sales targets, month to month, quarter to quarter, year over year.
• Routinely monitor the 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 region.
• Work cooperatively with Service, Strategic Marketing, Business Development, and Commercial Operations 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 essential responsibilities as determined by business necessity.

Requirements:
• 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 5 years of capital equipment sales experience.
• 5+ years sales management experience leading a team of Territory Reps.
 

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 technological developments as they relate to customer requirements in target market segments.
• Thorough understanding of business factors affecting customer account 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 continental 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.