VCO Sales Manager, South Europe

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 Company

PerkinElmer is a global analytical services and solutions provider with offerings including the leading OneSource Field and Laboratory services business that serve the biopharma, food, environmental, safety and applied end markets to accelerate scientific outcomes. Since 1937, PerkinElmer has served as a trusted partner in laboratory analysis and management and today complements its service offerings with a broad portfolio of atomic spectroscopy, molecular spectroscopy, and chromatography instruments, consumables, and reagents. With a dedicated team of more than 5,000 team members, the Company serves customers in more than 35 countries. Additional information is available at www.perkinelmer.com

Purpose

PerkinElmer is seeking a Manager, VCO for the Value Creation Office (VCO), to drive commercial and sales initiatives within the US market. This role will be responsible for driving major operational improvement and growth initiatives in close partnership with members of the Executive Leadership Team (ELT), as well as country and regional commercial leaders.

Manager, VCO will lead one or several workstreams in the VCO focused on helping a focus country or region develop a robust sales / marketing strategy and deliver against it to help drive profitable growth. It is expected that this person will have a “T-shaped” expertise profile, with a deep knowledge and experience in one or multiple functional areas, and an ability to act as a versatile athlete across the full spectrum of business priorities. The role will require a driven and entrepreneurial mindset with a laser-like focus on execution focus. The successful candidate will work with minimal supervision to successfully drive the planning and implementation of improvements and help the organization bring these improvements over the finish line.

Responsibilities

Sales management

• Develop and implement comprehensive sales strategies to achieve annual revenue targets, working closely with country managers and VCO leadership.
• Collaborate with sales managers and sales reps to create and execute sales plans.
• Develop sales strategy, including territory design and target setting.
• Create and own tracking and reporting mechanisms within VCO governance structure to monitor sales / marketing initiative value delivery and take corrective actions, e.g., rolling up pipeline, rolling up forecast.
• Build and maintain strong relationships with business leaders in relevant areas, serving as a trusted partner to help them deliver on performance targets and ambitious growth objectives.
• Collect and analyze data to understand root causes of performance below full potential, benchmark efficiency and effectiveness, and set improvement targets.

Marketing and business development

• Evaluate focus markets / sectors and analyze market needs against PerkinElmer product portfolio.
• Conduct market research in support of marketing / sales strategy.
• Articulate product value proposition and positioning in the market.
• Define business development strategy, including lead sourcing / identification.
• Develop marketing strategy and drive implementation.
• Build marketing collateral for internal / external use.

Project management / sales ops

• Coordinate VCO, country leadership, and country sales organization with respect to sales / marketing strategy development and execution, e.g., through cadence of calls, setting up tracking templates
• Liaise across functions to ensure sales orders can be delivered and recognized, including operations
• Work closely with data analyst(s) to develop and use targeted pipeline/ sales tracking tools, as well as other necessary templates.
• Combine first principles problem solving with functional knowledge and expertise to design solutions and implement new processes, tools, and ways of working.
• Frame up strategic and operational decisions for senior company leadership in partnership with the relevant stakeholders.
• Develop workplans that represent shortest path to successful outcomes while accounting for and mitigating constraints.
• Collaborate effectively with the rest of the organization to identify and involve necessary resources in driving the improvements.

VCO development and continuous improvement

• Contribute to VCO team’s professional development by providing coaching, mentorship, and creating step-up opportunities for other team members.
• Identify new value creation opportunities across the business that may fit in the Value Creation Office framework, integrate them into new or existing workstreams, and drive execution.

Basic Qualifications

• Bachelor's degree in Business Administration, Economics or Finance (or a related field), or Engineering (with subsequent strong business experience).
• Minimum of 5 years of work experience, including at least 2-4 years of driving operational value creation initiatives with demonstrated bottom line impact.
• Experience driving sales and marketing projects, including market and competitive analysis, customer segmentation, sales strategy.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation abilities.
• Proficiency with Microsoft office suite.
• Language: English and Italian. French a plus.

Preferred Characteristics

• Sales operations preferred.
• Strong experience in process execution across a variety of fields, including finance, logistics, professional services, or others.
• Experience with a prominent consulting firm preferred.
• Sales or technical sales experience, with a proven track record of meeting and exceeding a sales target.
• Professional experience as part of the sales & marketing organization of a mid-cap ($1-5b revenue) company, preferably focused on analytical and scientific instruments, and/or laboratory environments and solutions.
• Proficiency with data analysis and visualization, e.g., PowerBI, Tableau.
• Proficiency in CRM software (SalesForce) and sales tracking tools.
• Ability to design, structure and deliver performance improvement initiatives with strong quantified effect on operational KPIs and verified bottom line impact.
• Distinctive record of managerial and professional achievement and impact.
• High ownership, strong motivation, low ego, no-nonsense attitude.
• Ability to balance multiple competing priorities and projects.
• Excellent prioritization skills and "nose for value" that focuses efforts on the highest ROI work.
• Experience working in a PE-owned company as an employee or serving PE-owned companies as a consultant on value creation programs preferred.
• Exposure to international cultures and ability to navigate and find common ground with different working styles.