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Account Manager North East Italy

Job TitleAccount Manager North East Italy
Location(s)Milan
Purpose
The Account Manager will develop and manage accounts/customers in his/her assigned territory - North East Italy proactively looking to expand business with new customers and maintaining the existing ones with high levels of customer satisfaction. Reach assigned target and achieve sales growth according to the Company plan.
Candidates must be based on territory which stretches from Padova to Trieste. Travel is estimated at approximately 50%.
Key Responsibilities
PROFITABLE GROWTH
Manage Sales Plans pushing on business expansion activities with New Customers whilst expanding share of wallet with the existing installed base
Actively participate in generating ideas for value positioning
Nurture, maintain and develop Key Opinion Leaders (KOL) at territory level
CUSTOMER EXPERIENCE
Constantly probing customers to better profile their needs and trends in order to make profitable revenue gains. Be a consultant to customers, providing high level explanations on solutions based on continuous learning and solid technical knowledge. Present PerkinElmer products and support services appropriately and effectively, being able to develop and deliver product demonstrations on less complex instruments (where applicable).
Develop and prove (SPI) PerkinElmer solutions. Position the benefits of products and service solutions in order to enhance margins and minimize price erosion. Focus on revenue/margin goals throughout the whole negotiation cycle, including discussions with purchasing depts.
Generate a valuable customer experience through the effective exploitation of Field Application Specialist (FAS) knowledge and skills, to whom you will provide all relevant information for effective Demo / sample measurement activities. Facilitate problem solving solutions for customers by assuring cross functional coordination, building solid long term relationships against competitive threats.
SALES EXCELLENCE
Design a structured Business Plan focused on value generation for existing and new customers. Execution is based on prioritization of business expansion. Responsible for ensuring the territory prospect pipeline is populated with a balance of short, mid and long term prospects sufficient for the continuous attainment of territory targets. Regularly performs business analysis focused on the continuous improvement of sales processes and results.
Ensure that financial and administration processes are managed successfully with a key focus on communication and customer satisfaction.
Cooperate with all teams (Service, Marketing, Tender administrators, Quality, Customer Care,?) in a positive and collaborative environment with the common goals of PerkinElmer's growth combined with customer and employee satisfaction. Participate in tradeshow/exhibitions.
The Account Manager should manage their time effectively, spending quality time in front of their customer base in order to maximize revenue generating activities
FORECASTING AND SalesForce.com (SFDC)
Accountable for updating opportunities in a timely manner to produce an accurate business forecast, which will provide the utmost confidence to the Business units and manufacturing that corporate business expectations will be met.
Update all customer information and pipeline evolution in SFDC according to PerkinElmer's processes and timelines. Won/lost/abandoned opportunities should be accurately reported to enable continuous business analysis and improvement.
Business KPIs
Profitable Growth
Revenue Target
Volume of orders
Margin Target
Sales Excellence
Revenue Achievements vs AOP
Forecasting Accuracy
Ratio from Prospect to Win
Number of Units sold
Business Expansion
New customers
Portfolio expansion on existing customers
Education:
Bachelor in science or higher (preferably in Chemistry, Materials Science or similar)
Previous experience in commercial roles is required
Proficient in English
Good knowledge of informatics tool
Technical/Skill Requirements
Professional
High Integrity Standards
Result oriented: combination of a high level of independence but also being able to be part of a sales team.
Excellent planning and organizational skills
Problem solving abilities
Excellent marketing acumen
Excellent verbal and written communication skills to be applied both inside and outside the company
A strong track record of championing a product range
Active agent for team motivation
Ability to perform in a complex matrix organizational structure, being able to effectively influence across functional boundaries.
Proactive mindset with strong sense of responsibility and ownership.
Priority setting
Willingness to travel is essential (50%+)



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