Purpose
PerkinElmer is looking for a high potential leader to manage and grow its Analytical Solutions business in China, streamline commercial and operations across functions by building excellent teams and processes, and support the customer journey end to end within their scope of responsibility. The Sales Director, Analytical Solutions China who will play a critical leadership role, driving the strategic vision and execution of business strategy, marketing execution (digital & traditional) and overall product & marketing initiative alignment in China. This position requires a visionary leader with a deep understanding of market dynamics, customer needs, and competitive landscapes in addition to strategic planning, execution & best-in-class product launch & lifecycle processes. S/he also has responsibility for day-to-day operations of the business unit and related services, ensuring that the team delivers high-quality, cost-effective solutions and services with a growing EBITDA. In this role, s/he is responsible for leading directly and indirectly cross-functional teams and establishing efficient, customer-centric processes to help PerkinElmer accelerate scientific outcomes with world-class service.
Responsibilities
- Provide leadership to the Direct Sales and Channel team in China and be responsible for executing the go-to-market strategy to deliver short and long-term commercial success
- Develop and deploy a sales strategy that is aligned with the broader commercial organization and leads to increased customer value creation and gains market share
- Achieve or exceed revenue goals and drive growth through sales and marketing partnership and strong execution
- Partner across the organization to advocate for the customer, for quality and compliance and provide excellence in customer solutions
- Contribute to corporate planning as required (may include Commission Plans, Strategic Planning, Brand, Contracts/Agreements, Pricing, Business Development, Quality, etc.)
- Recruit and hire resources to support forecasted sales targets
- Lead and develop the sales teams to build, improve and broaden the capability and competence of the field team and sales managers
- Provide ongoing continual feedback and recognition as well as proactively manage performance concerns
- Directly manage the team through goal setting and using activity and sales metrics to coach and develop
- Develop pricing policies, including volume discounts and terms and conditions in partnership with Finance
- Provide input on market trends and customer feature/product requests for new product development
- Actively participate in the establishment of processes, metrics, compensation programs to successfully drive performance to consistently achieve quotas and goals
- Ensure accuracy of forecasting future sales and forming sales plans to adapt to the constant shifts in the marketplace
Basic Qualifications
- Demonstrated ability to inspire and motivate a team via vision and strategy
- Ability to lead teams to effectively manage multiple complex priorities within demanding timeframes in various time zones, ensuring teams know what to prioritize to drive results
- Proven leadership experience, strong interpersonal and problem-solving skills with excellent judgment and decision-making capabilities
- Ability to influence internal and external audiences through excellent communication, presentation, and negotiation skills
- Multi-years of commercial experience in selling instruments and solutions in academics, industrial, biopharma and other general industries
- Experience selling platform technologies with both capital sales (instrumentation) and consumables sales
- Demonstrable, detailed industry knowledge and solid understanding of market trends within academics, industrial, biopharma and other general industries
- Strong verbal and written English communication skills
- Strong analytical, planning, forecasting and budgeting/financial skills
- In-depth understanding of the sales, sales training, marketing and customer service processes
- In-depth understanding of systems that support and track sales and contract performance
- Able to give and receive continual feedback and integrate and apply received feedback in a professional manner
- Ability and willingness to travel domestically, minimum 50% in order to be in person with customers and travel with sales teams on a regular basis
- Bachelor's Degree, or equivalent in Chemical, Bio or Life Sciences
