Principal Key Account Manager

Available locations: Waltham, MA; New York, NY; and Trenton, NJ.

The Key Account Manager will sell Services directly to identified customers in a given regional territory and provide overlay support for Instruments sales to the regional Key Accounts that span Life Science, Food and Energy.

Primary job responsibility is to sell solutions and related services into a defined set of regional Key Accounts. This individual will identify, qualifies and closes new opportunities. This includes the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. They will leverage the sales model, accounting planning tools and SFDC to maximize revenue growth and increase local market share.

Responsibilities

• Drive customer relationships to expand the book of business regionally into defined Key accounts along with potential regionally prospected accounts.
• Each Key Account Manager will be provided a target list of accounts within his/her region.  Domestic travel will be required to support various sites around a given territory.
• For accounts that have a corresponding given international location, the KAM will be required to work coordinate sales and opportunities to make sure discounts are in alignment within a given region.  This coordination and communication should happen on a weekly/monthly basis.
• Drive Professional Service Sales – expanding new sites locations regionally and extend services in existing sites.
• Regarding Instrument support, in order to receive overlay credit, the KAM will be required to enter the regional instrument opportunity in SFDC and when required, assist with customer procurement support to close the opportunity. Only instrument opportunities entered into SFDC by the KAM will qualify for payment.
• For all MAP (Global Agreements) and Enterprise agreements, understand the OS Margin and report out rebate and discount metrics internally and prepare customer facing documents to be leveraged during quarterly regional governance sessions.  Where a combined global session is required, the regional KAM’s will work together on content and the presentation with support of the Sales Operations team.
• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions.
• Maintains monthly and quarterly communication with the extended regional sales team.
• Conduct annual ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio.
• Conduct Quarterly status or PMT (monthly) meetings with the customer where there is no CSM (Customer Success Manager) is in place.
• Renew existing Enterprise business through drafting SOW’s and contracts with the support of the professional Services business team
• Enter opportunity leads into SFDC for regional product pull through.
• Create Annual Account Plans for large Key Accounts where OneSource Revenue exceeds 2M annually.
• Prepare Briefing Documents for each account for internal leadership review before any meeting
• Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teams to impact the Solution roadmap.
• Draft and negotiate all new SOW and MSA agreements.
• Accountable for entering all service opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Mgt.
• Advance relationships with the business and customer leadership teams (C Suite)
• Demonstrates the ability to interact with regional account managers and assist sales cycles where possible. Help drive to closure at the highest-level relationship within each Key Account.
• Work to become a trusted advisor within the business vs. Procurement only relationships.
• Work very closely with the service on site team for complains handling, expansion and renewal

Minimum Requirements

• Authorization to work in the US for any employer without requiring further sponsorship.
• Bachelor’s Degree
• 8+ years’ experience in sales; selling to medium and large size customers
• 8+ years’ experience wit Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment

Preferred Qualifications

• Independent, self-motivated, competitive, high powered and polished Experience with a Service organization is required.
• Familiarity with science-based companies’ workflows (R&D, Operations, etc.) and the GxP environment is preferred.   Can also apply to science-based workflows in Food and Industrial.
• Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer.
• Excellent written and oral communication skills, strong Analytical Skills, understanding of Sales Processes and Service Delivery Requirements and complex negotiation skills
• Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives; Demonstrated success in remote management of a professional team.
• Must work well in a team environment, with multiple resources.
• Demonstrated understanding of our industry, customer needs and competitive landscape.
• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus
• Knowledge of CRM tools like SFDC is plus.

Women and Minorities are encouraged to apply.