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Vice President/General Manager Sales & Service, Americas  

PerkinElmer (company)


Posted on : 30 July 2017

Project Description

Job Type : Full Time
Career Level : Executive (SVP, VP, Department Head, etc)
Education : Bachelor's Degree
Location : Home-based/Telecommute
Job Description :

Purpose


Achieve North and South America sales and service Annual Operating Plan (AOP) targets for all product lines in Discovery and Analytical Solutions (DAS). Owns P&L responsibility for the region. Responsible for all aspects of Leading the region to sustained success with engaged employees and satisfied customers.


Key Responsibilities:
  • Owns Americas Sales & Service AOP for all product lines in DAS
  • Owns Americas Sales & Service Expense AOP (OPEX budget) for DAS
  • Is responsible for developing and maintaining a Region Business Plan that ties all activities together for running an effective Regional sales & service organization covering all available sales and service channels
  • Understands and articulates market trends and competition and how this relates to PKI’s market and competitive position; always able to effectively communicate PKI company directions and competitive benefits whilst recommending appropriate strategies and tactics internally to pre-empt or respond
  • Implements account penetration and counteractive plans to competitive actions
  • Actively contributes and develops the go-to-market strategy and field marketing strategy to ensure the lowest cost, highest return sales channels throughout the Americas
  • Actively contributes to the Strategic Goal Setting(SGS) process
  • Is responsible for accurate forecasting of both orders and sales on all product lines
  • Is responsible for the Territorial strategy and proper execution of the Incentive Compensation Plans to drive desired behaviors in the sales & service organization
  • Responsible for all aspects of talent acquisition, performance management systems, and strategic initiatives supported by Human Resources
  • Constantly upgrades sales talent by coaching on critical skills and competencies necessary to provide best-in-class sales and service performance
  • Recommends pricing and promotions and drives achievement of discount targets, with the goal of driving and preserving margin expansion
  • Drives efficient business process within the Territory including monthly and quarterly country and territory level reviews (MOR and QOR) that result in an action plan to achieve business targets
  • Effectively manages and leverages a matrix management structure to ensure best in class processes, relationships and communication with Global Business Units and enabling functions (such as, Customer Care, Finance, HR, IT etc.)
  • Drives customer satisfaction working cross-functionally in the organization
  • Generates and protects a strong customer referral base to effectively drive market penetration
  • Actively communicates vision, strategy, goals, achievement, accomplishments and direction to the organization.

Job Requirements :
Personal Profile:
  • High integrity and ethics
  • Leadership, coaching and team building skills with a “can-do” attitude
  • Energetic, results-driven with excellent organizational skills, ability to prioritize tasks and working to stretch goals
  • Ability to perform in a complex matrix organizational structure, and being able to effectively influence across functional and regional boundaries
  • Ability to operate independently and as part of a team with an aptitude and desire to manage a sales performance culture
  • Ability to articulate and defend strategic insights and solutions to the Senior Executive Team
  • Ability to define and promote added value solutions for customers at all hierarchical levels
  • Capability and skills to identify and retain top talent
  • Willing to travel across the Americas (~70% of time)

Education and experience:
  • Proven track record in the Life Sciences industry; preferably with an advanced Degree in Business and/or Bio-Chemistry, Biology, Chemistry or other Life Sciences-related disciplines
  • 15+ years of senior/executive level sales and marketing experience
  • In-depth knowledge of the Life Sciences market, accounts and business practices in the Americas


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