National Key Account Manager

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 Title

National Key Account Manager

Location(s)

Bangalore, Hyderabad

Job Description

Responsibilities    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.

Basic QualificationsEducation: Any graduate/post-graduate preferably ScienceRequired 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)Preferred Characteristics•    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