PerkinElmer Job opportunity - 3D Analysis Software Sales Specialist - UK, Ireland, Sweden, Norway, Denmark & Finland

[Cook, Joanne]

*****
To join, leave or search the confocal microscopy listserv, go to:
http://lists.umn.edu/cgi-bin/wa?A0=confocalmicroscopy
*****

For people. For the environment.
For the shared goal of a healthier future.

PerkinElmer, Inc. is a global leader focused on improving the health and safety of people and their environment. Engaged in a proactive fight against illness, including contamination and other threats to our well-being, PerkinElmer conceives and delivers scientific solutions to meet society's ever-changing needs. From critical therapeutic and disease research and prenatal screening to environmental testing and industrial monitoring, we are actively engaged in improving health and advancing quality of life all around the world.
HUMAN HEALTH
Our diagnostic and research instrumentation technologies, reagents and software are backed by clinical resources and support services to help fight disease more proactively, provide medical insights more accurately and develop therapies more quickly.

ENVIRONMENTAL HEALTH
PerkinElmer is dedicated to the quality and sustainability of the environment.  With our analytical instrumentation and leading laboratory services, we focus on improving the integrity and safety of the world we live in.


PerkinElmer currently have an opportunity for a 3D Analysis Software Sales Specialist.  As an integral member of the In-Vitro Imaging EU sales team, the 3D Analysis Software Sales Specialist will be responsible for developing and driving the Volocity sales in his territory.  This individual will interact extensively with cross-functional representatives within the organization and directly with customers.  This position has a strong focus on coherent and realistic field activities which support the development and execution of growth strategies.

Key Responsibilities


·  Directly responsible for all Volocity sales in UK, Ireland, Sweden, Norway, Denmark & Finland.

·  Understand and assess customer needs, differentiating from competition PKI's value proposition, handling customer objections and closing deals.

·  Plan and provide high level demos & sample analysis in agreement with Imaging Sales Director and Product Line Leader.
·  Work with the Line Leader to define standards of demonstrations, sales training and presentation material.

·  Develop skills for simple demos and independent selling.

·  Develop and execute a territory business plan in agreement with Imaging Sales Director and Product Line Leader.

·  Proactively provide competitive intelligence and market analysis to Product Line Leader and sales organization / SBU.

·  In association with our customers develop content/applications for Marcom collateral to improve win rates and increase opportunity Dollars.
·  Provide a field based technical application support to customers and confocal / HCS specialists in order to meet customer needs and propose a complete solution in a cross selling environment.

·  Provide high value training to new and existing Volocity customers.
·  Generate and maintain a strong customer reference list
·  Develop and maintain contacts, leads and opportunities databases in salesforce.com to enable accurate forecasting and long-term business growth.



Critical Success Factors
Ø   Technical Skills:  Direct knowledge and understanding of high value software sales in a competitive environment. 2+ years imaging sales experience with demonstrated success or equivalent.  Scientific and technical background or knowledge in relevant scientific disciplines, cell biology preferred.  Master's degree in Sciences; MBA desirable.  Sales and/or Technical/Customer Service experience a plus. Domain knowledge of confocal imaging and/or celluar image analysis market highly desirable.
Ø   Communication Skills:  Excellent written and oral communication skills.  Proven distinguished interpersonal skills & ability to work equally well with individuals and cross-functional teams.  Effectively communicates with and engages all individuals involved in the sales process ; translates technical decisions, strategies and customer needs into a solution ; produces clear, understandable commercial proposals. Fluent English, Swedish / Danish a plus.
Ø  Time & Resource Management: Proven good judgment and problem solving skills.  Strongly motivated and self-driven, ability to work independently, devise & implement solutions to problems, & make decisions on one's own intiative.  Allocates time and resources efficiently, focusing on ever-shifting priorities; continually seeks way to improve individual/team productivity.
Ø  Business & Organization Knowledge:  Understands the PerkinElmer business and Life Science & Technologies instrument, software and reagents offerings to leverage cross-selling strategies.

Ø   Change Management:  Exhibits an assertive personality with a strong bias for action with a results-based orientation; tackles tough problems with firm deadlines.  Demonstrates ability to be an effective team-player in a matrix-reporting environment.  Shows rapid and effective learning skills, adapting to new situations as they arise.


Computer:

Ø  Strong PC and Microsoft Windows skills (Word/Excel/PowerPoint/MS Access/MS Project).

Ø  Strong knowledge of Mac environment a plus.

Ø  Use of email, familiarity with on-line tools (Internet and intranet usage).





PerkinElmer Leadership Values & Associated Behaviors



Vision and Purpose.  Sees possibilities where others see only problems and acts to overcome them in a positive way. Performs in ways that demonstrates an understanding of and commitment to the vision and strategy of the company, business unit or team.  Inspires and motivates others by modeling the vision and values of the organization and encouraging others through his or her example.  Supports a common goal.



Ethics and Integrity.  Applies common sense and good judgment in all business dealings even when it might be easier to "bend the rules."  Understands and obeys all laws and regulations as they pertain to our business and takes great care to protect the organization from exposure to liability. Is widely trusted.  Enhances reputation of the organization through the consistent application of the highest standards of business conduct. Lives by PerkinElmer values and sets an example for others.



Bias for Action.  Demonstrates a sense of urgency in meeting the needs of customers or internal partners.  Responds quickly and professionally to achieve important goals. Focuses on speed in getting things done without sacrificing quality.  Sets priorities, seizes opportunities to meet and achieve goals.   Displays high energy and energizes others.  Displays edge in making people and portfolio decisions but does so with compassion and principles.   Reduces cycle time and bureaucracy.  Does not hold to outmoded ways of doing things.  Looks for opportunities to improve processes.  Eliminates waste and unnecessary work.  Is a change agent for the organization and helps others effectively adapt to and respond to continuous change.  Consistently adapts with positive outlook and understanding of the need to change.



Teamwork.  Initiates and supports meaningful projects that are customer focused and value adding.  Willingly participates in cross-functional projects and accepts accountability for his/her role on a project team.  Demonstrates trust in team members, empowers them to solve problems and make decisions.  Cooperates with other members, shares knowledge and follows through on commitments.  Demonstrates boundaryless behavior by sharing resources cross functionally and demonstrating willingness to break through established boundaries. Demonstrates professionalism in interactions with others and works to constructively arrive at solutions to problems.  Does not protect turf.



Innovation.  Promotes or exhibits creativity and informed risk-taking.  As a team leader, encourages "out of the box" thinking that leads to new ways to accomplish organizational goals.  As an individual contributor, consistently initiates new approaches to meeting customer needs, reducing costs, increasing efficiency and enhancing quality.   Strives for technical and market leadership through a thorough understanding of market demands & customer needs and taking steps to enhance PerkinElmer's value proposition.  Establishes processes for continuous improvement.  Consistently seeks opportunities to improve processes & quality and acts in the best interest of the customer and the company.



Developing People.  Emphasizes an approach to ensuring the right people are in the right roles to achieve department and organizational goals.  Recruits and selects a diverse team of talented individuals.  Not afraid to hire people more talented than him or herself.  Makes right calls on selecting, assigning and redeploying people consistent with the organization's strategic initiatives.  Consistently drives development of his/her team through effective use of LOR, by providing frequent and candid feedback and through consistent modeling of PerkinElmer leadership initiatives.  Creates stretch assignments for people that develop their skills and contribute increased value to PerkinElmer's leadership bench.  Consistently provides feedback, recognition and rewards in ways that motivate and inspire others to achieve their true potential.  Is a model of leadership for others to follow.  Communicates consistently and effectively with peers, direct reports and internal partners in a way that strengthens alignment with and accomplishment of organizational goals.


Customer Commitment.  Puts the customer first in all aspects of work.  Understands who his/her customers are and focuses all work process toward the achievement of total customer satisfaction.  Communicates commitments and meets or exceeds them every time.  Demonstrates in both words and actions that meeting customer needs is a priority.  Communicates this to others.  Drives this value throughout the organization by developing others and being a champion for customer satisfaction.

Performance.  Understands the goals of the organization and sets and achieves ambitious goals that are consistent with the goals of the organization.  Establishes clear metrics for tracking results and measuring success.  Measures the right things and consistently achieves results.  Understands critical role played in the department or organization and can be counted on to meet and exceed performance expectations.

To apply, please forward your CV to [hidden email]<mailto:[hidden email]>

This email is from PerkinElmer LAS (UK) Limited/PerkinElmer Ltd which is a limited company registered in England & Wales with company number 3763278 / 3758366. Its registered office is Chalfont Road, Seer Green, Beaconsfield, Buckinghamshire, HP9 2FX.