Regional Sales Manager, Rocky Mountain Region
The Regional Sales Manager is responsible for building and maintaining strong customer/channel relationships directed toward growing PerkinElmer's market share, revenue and profitability consistent with strategic business goals. This will be accomplished through the implementation and effective execution of coverage designs and plans, business and channel development, and effectively selecting, developing and deploying sales talent and performance in concert with the service organization.
Business Development. Manage and drive profitable business growth for your sales region. Develop an annual regional business plan that supports the overall Instrument and Americas Field Organization business goals. Develop market strategy involving multi-channel and key accounts. Identify key market/customer opportunities for growth and development and implement action plans to grow deeper customer relationships in key accounts. Work with service partners to integrate product and service initiatives to meet customer needs. Participate in the development of strategies, tactics, and accurate sales forecasts to execute business plans and deliver on commitments. Effectively manage headcount and other budgeted expense/revenue plans to improve overall profitability.
Sales Team Development. Constantly upgrade sales talent by identifying critical skills and competencies necessary to provide best-in-class sales performance. Maximize desired coverage with existing resources to achieve sales plan. Continuously scan the marketplace for talent. Build and manage a talent pipeline to ensure that PerkinElmer has the most talented and productive sales team in the region. Work in partnership with individuals and teams among sales, service, product and support groups to ensure best-in-class sales and customer support objectives are consistently achieved. Communicate and support established performance metrics to drive results in total customer focus and key account development. Utilize LOR as a core process for driving performance through ongoing goal setting, results measurement, individual and team development and talent identification and deployment. Identify skill gaps in the organization and ensure that adequate time is provided to all team members for training & development programs and experiences.
Manage two-way Communication. Provide input to Regional Sales and Service Directors on business climate and other factors affecting our business on a local and national level. Analyze the competitive situation and communicate marketplace intelligence to facilitate better planning, positioning and execution. Ensure that corporate communications are effectively translated and put into context to ensure consistency of message to the sales team. Demonstrate accountability for maintaining the connection between the field and headquarters by fostering an ongoing dialogue and preventing an us vs. them mentality from taking root. Translate strategic goals and strategies actions and ensure effective execution in the field.
Management Reporting. Utilize standardized templates to collect and maintain sales data. On an as required basis, provides unit and dollar forecast for goods and services. Provide quarterly inventory reporting, and lost, won, and abandoned order reports. Ensure that sales team members are providing timely forecasts based on established standards and are fully utilizing the productivity tools provided to them
Critical Success Factors
Education/Work Experience. Bachelor degree or equivalent combination of education and experience. Five to seven years of related experience in field sales. This position requires travel up to 50% of the time, and demonstrated success developing and leading a motivated and highly productive sales team.
Business Knowledge/Intelligence. Knowledgeable about how organizations function in delivering products to customers; knows how to get things done both through formal channels and the informal network. Deals effectively with complex challenges. Demonstrates consistent intellectual sharpness, agility and capability. Learns quickly and on the fly and grasps the essence of the underlying organizational structure.
Energy & Enthusiasm. Hard working, persistent and full of energy for the things that he/she sees as challenges. Believes in the philosophy that "today is too late" while at the same time operating from a strong set of core values and principles.
Communication. Demonstrates exceptional skill in verbal and written communications. Prepares written material that follows generally accepted rules of style and form, is appropriate in tone, and accomplishes the intended purpose. Expresses information, in writing and orally, in a succinct and organized manner that is appropriate for the intended audience; effectively listens to others and clarifies information as needed. Ability to construct and deliver customer presentations that are professional and achieve their intended purpose.
Interpersonal/Relationship Building Skills. Experience working closely with all levels and areas of the organization internally and externally. Demonstrates ability to build and maintain positive and productive working relationships across a broad range of people and groups. Considers and responds appropriately to the needs, feelings and perspectives of different people in different situations; is tactful, compassionate and sensitive, and treats others with respect; relates well to people from varied backgrounds and different situations; is sensitive to cultural diversity, race, gender, disabilities, and other individual differences
Strategic Staffing. Is an exceptional judge of talent and has a solid track record in identifying, selecting and developing people; hires the best people available from inside and outside; is not afraid of selecting strong people; assembles a talented and diverse team.
Teambuilding. Understands the importance of teamwork in achieving organizational goals and builds strong organizational alliances. Ensures that all team members are accountable for both their own roles and for contributing to the efforts of the entire local sales and service team as well as the overall success of PerkinElmer. Takes a broad view of Teamwork and involves all parts of the organization in accomplishing collective goals
Leadership/Supervision. Is good at establishing clear directions and working with others to accomplish the work of the unit; distributes workload appropriately; monitors process, progress, and results appropriately; delivers timely and useful feedback on performance; demonstrates an interest in the development of people and prepares them to take on greater responsibilities; models and communicates and coaches others on PerkinElmer values, behaviors, and work practices; is someone that people like working with and for.
Resourcefulness and Flexibility. Open to change and new information; adapts behavior and work methods in response to new information, changing conditions, or unexpected obstacles; adjusts rapidly to new situations warranting attention and resolution; willing to champion new ideas and methods, despite opposition, when the organizational benefits outweigh the costs.
Judgement and Decision-Making. Makes sound, well informed, and objective decisions; perceives the impact and implications of these decisions; commits to action, even in uncertain situations, that support accomplishment of organizational goals. Balances customer demands with sound business management. Can effectively match resources to the job and execute to meet business needs.
Results Focused. Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers in the organization; very bottom line oriented and strategically focused; steadfastly pushes self and others for results.
Learning Orientation. Demonstrates a willingness to learn. Accepts feedback and responds appropriately. Is willing to try new approaches. Seeks out opportunities to learn and develop new skills.
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 demonstrate 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 judgement 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 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. 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 a "who first" 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 right things & consistently achieves results.
PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.
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