Key Account Manager

Responsibilities

Location(s) Boston, Massachusetts, Albany, New York, Annapolis, Maryland, Concord, New Hampshire, Harrisburg, Pennsylvania, Hartford, Connecticut, Montpelier, Vermont, Providence, Rhode Island, Trenton, New Jersey Status Regular Job ID REQ-052724

Job Responsibilities:

• Drive customer relationships to expand the book of business with the Accounts assigned

• Drive Professional Service Sales - expanding new site locations within the United States and extending services in existing sites

• Build and execute account plan to drive increased revenue and margin

• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions

• Maintain monthly and quarterly communication with the extended regional salesteam

• Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio

• Participate in Quarterly status or PMT (monthly) meetings with the customer

• Lead and support renewal Enterprise business

• Prepare Briefing Documents for each account for internal leadership reviews

• Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teamsto impact the Portfolio roadmap

• Draft and negotiate all SOW and MSA agreements. Engage customer regarding any proposed/potential changes and amendments

• Accountable for entering all 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 the Global Account

• Work to become a trusted advisor within the business vs. Procurement only relationships

Basic Qualifications:

• BS/BA and 5+ years' service sales or complex solution sales experience

• Independent, self-motivated, competitive, high powered and polished experience with a Service organization

• Ability to travel to assigned accounts

Preferred Qualifications:

• Familiarity with science-based companies' workflows (R&D, Operations, etc) and the GxP environment is preferred. This requirement 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

• Experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers

• Skill Set should include: Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment

• Must work well in a team environment, with multiple resources

• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus

• Knowledge of CRM tools like SFDC

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The annual compensation range for this full-time position is $109,720.00 to $164,840.00. 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.