National Key Account Manager - Sales

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.

Job TitleNational Key Account Manager - Sales
Location(s)Hyderabad

Education: Any graduate/post-graduate preferably Science

Required work experience:

• 10-12 years of experience in key account management or sales, preferably at a regional level.
• Proven track record of successfully managing large accounts and driving revenue growth.

Strategic Perspective:

• Provides innovative growth ideas.
• Collaborates well across PKI
• Develop Service coverage and sales plan (customers)

• Strong negotiation, communication, and presentation skills.
• Ability to build and maintain strong client relationships.
• Strategic thinking with the ability to analyze and act on data.
• Excellent problem-solving abilities and attention to detail.
• Proficiency in CRM systems and sales tools

• Account Management

• Relationship Building: Develop and maintain strong, long-lasting relationships with key national accounts at CXO level.
• Client Retention: Ensure customer satisfaction and retention by meeting the needs and expectations of key clients.
• Strategic Account Planning: Create detailed plans for each key account, focusing on long-term growth and profitability.

• Follow National Key Account module, dashboard and execute Account plan, Opportunity plan to achieve KPI’s.

• Sales and Revenue Generation

• Sales Targets: Achieve or exceed sales targets set for the designated National key accounts.
• Cross-Selling and Upselling: Identify opportunities to sell additional products or services to existing clients to grow revenue.
• Forecasting: Provide accurate sales forecasts for the accounts under management.

• Negotiation and Contract Management

• Contract Management: Oversee contract negotiations and ensure compliance with terms.
• Pricing Strategy: Develop pricing strategies in collaboration with the marketing and product teams to stay competitive while maximizing margins.

•  Collaboration and Communication

• Internal Coordination: Work closely with other departments such as marketing, customer support, product development, and logistics to deliver exceptional service to key clients.
• Team Leadership: Coordinate with the sales team to implement account strategies and support day-to-day operations.
• Reporting: Provide regular reports on account performance, sales activities, and opportunities to senior management.

• Market Intelligence and Strategy

• Market Trends: Monitor market trends and competitors to understand industry dynamics and develop strategies to outperform competitors.
• Custom Solutions: Develop tailored solutions for clients that meet their specific business needs, integrating products and services accordingly.
• Product Feedback: Collect client feedback and communicate it to the relevant teams for continuous product improvement.

• Problem Solving and Conflict Resolution

• Issue Resolution: Address and resolve any issues or challenges faced by the client, ensuring their concerns are dealt with promptly.
• Proactive Problem-Solving: Identify potential issues or risks to the account’s health and proactively manage solutions.

• Financial Management

• Profitability: Ensure that accounts are managed profitably, ensuring both customer satisfaction and strong margins for the business.
• Budget Management: Oversee the budget for key accounts and track expenses to maintain profitability.

• New Business Development

• Lead Generation: Seek out new national account opportunities and bring in new business to expand the company’s presence in the market.
• Presentations and Pitches: Lead the creation of proposals and presentations to win new business from strategic accounts.
• Lead EBR’s ( Executive Business Reviews) with CXO of Key account organizations periodically.

• Customer Service Excellence

• Service Delivery: Work with customer service teams to ensure seamless delivery of products or services.
• After-Sales Support: Provide ongoing support to key accounts after sales, ensuring smooth implementation and satisfaction.

• Travel and On-Site Visits

• Client Visits: Regular travel to meet clients in person, ensuring face-to-face interaction and fostering strong relationships.

Key Skills & Qualifications:

• Sales Expertise: In-depth understanding of sales techniques, key account management, and sales cycle management.
• Negotiation Skills: Strong negotiation abilities to manage contracts and relationships.
• Analytical Skills: Ability to analyze data, forecast sales, and make informed decisions.
• Communication Skills: Excellent verbal and written communication skills to interact with clients and internal teams.
• Industry Knowledge: Deep knowledge of the industry and market trends relevant to the accounts managed.
• Problem-Solving: Ability to anticipate and resolve client issues and challenges efficiently.
• Leadership: Capacity to lead internal teams, including sales and support staff, to deliver on account goals.