Vanadis Commercial Leader Europe

4 settimane fa

Milano, Italia PerkinElmer A tempo pieno

**Purpose**

This role will act as a coordinator for all Vanadis activites across the region with accountability for ensuring in depth understanding the status of current pipeline, active customers and planned installations.

Key Responsibilities

**STRATEGY**
- Analyze markets, competitors and trends central to the** growth strategy for the business**:

- Define solutions’ **differentiating** elements for impactful sales value positioning in key markets
- Generate and maintain solid relationships with **Key Opinion Leaders** (KOL) for strategic positioning, trend setting and influence, under a business partnership model generation
- Propose new or improved sales argumentations in **key end market segments. Feed information to marketing for value proposition and content management**
- **Own VOC (Voice of Customer) process for EMEAI in key markets**:

- Provide leadership and support to the business planning process and ongoing performance metrics and reporting against business plan
- Socialize awareness of industry trends with internal stakeholders
- Support** internal communication and sharing **between end-market segments and Subject Matter Experts (SME) to ensure alignment between regional direction setting, field execution and messaging to customers
- Provide inputs and recommendations for segment products and solutions to the Pricing Leader.

**COMMERCIAL EXCELLENCE**
- In partnership with the relevant Solution Marketing Leader, propose specific **growth activities** within each assigned end-market, influencing field sales with strategic focus and business development.
- Support business plans to drive target achievement and support the growth strategy within assigned end-market via tactical plans for lead generation
- Partner with the Commercial Learning function to grow **product / solution positioning** **knowledge** amongst the commercial team and our customers.
- Maintain and expand customer base by counseling sales representatives.
- Build and maintain relationships with key customers. Identify new customer opportunities.
- Prioritize **new account **expansion initiatives
- Increase PKI equity through **regional** **corporate branding** initiatives

**Business Growth and Sales Excellence**
- Revenue Growth in assigned end market / segment
- New Customers acquisition rate $ associated with new business in specific segments
- Partnership and activities with KOLs
- EMEAI Revenue and Margin Achievements vs AOP in a specific segment

Requested Competences

**Education**
- Bachelor’s Degree or above, or equivalent combination of education and experience. Master/PhD degree is a plus.

**Business Skills**
- Motivation for sales, negotiation ability and results driven
- Customer, Market and Competition Knowledge
- Decision making capability
- Building relationships
- Managing Profitability
- Presentation Skills

**Leadership**
- Professional and Ethical attitude, with high Integrity.
- Possess excellent **leadership and influencing skills**, proactive mindset with strong sense of responsibility and **ownership**. Execute managerial skills to enhance a determined focus on **strong performance** and teamwork to achieve organizational goals.
- Strong global, multi-cultural leadership. Foster **collaboration** and teamwork in a **complex, fast-paced, changing environment** to deliver value-added results to the organization. Collaborate well with all PKI organizations.
- Demonstrate exceptional **communication** / presentation skills in verbal and written communications, following generally accepted rules of style and form.
- Attract, develop and maintain top **talent** / performing teams. Execute management through coaching.

**Financial Acumen**
- Prepare and manage a realistic **growth** **AOP / budget**:

- Accurate **forecasting** capability
- Deploy strategies to maximize **pricing**:

- Understand all facets of a **P&L**, Balance Sheet and Cash Flow statement

**Business**

**Acumen**
- Commercial **acumen** to help with market, product, customer strategy as well as selling skills in product line marketspace with relevant experience
- Advocate of customer experience: ability to define and promote added value solutions for customer.
- Effective **knowledge** of PKI products, services and end-market strategies as well as of selling tools. **Competitor’s** and **market** knowledge are critical.
- Set and exceed growth **commercial plan** through effective organizational design and deploy of resources to grow.

**Change Management**
- Open to **change** and new information; adapt behavior and work methods in response to new information and changing conditions. Adjust rapidly to new situations warranting attention and resolution; willing to **champion** new ideas and methods.
- Ability to lead major change management **projects**, such as acquisitions, divestitures and reorganizations.
- Implement enterprise wide sales **initiatives**.
- Strong at change management **communication** plans cascade.

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