Responsibilities Location(s) Harrisburg, Pennsylvania Status Regular Job ID REQ-054161

Job Responsibilities

Drive customer relationships to Land, Adopt, Expand and Renew the book of business globally with the 1-3 Global Accounts assigned.Drive Professional Service Sales – expanding new site locations globally and extending services in existing sites.Build and execute account plan to drive increased revenue and margin.Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions.Understand best practices from other Enterprise programs to leverage across their accounts.Maintain monthly and quarterly communication with the account leadership team and customer team.Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer.  Participate in Quarterly status or monthly meetings with the customer.Lead and support the renewal of the business.Prepare Briefing Documents for each account for internal leadership reviews.Partner to implement Voice-of-the-Customer feedback to OneSource Product Management and R&D teams to impact the Portfolio roadmap.Follow new document renewal and approval workflow to draft and negotiate all SOW and MSA agreements. Engage customer regarding any proposed/potential changes and amendments.Understand favorable and unfavorable business terms. Accountable for entering all opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Mgt.Advance relationships with the business and customer leadership teams (C Suite)Demonstrates the ability to interact with regional account managers and assist sales cycles where possible. Help drive to closure at the highest-level relationship within the Global AccountWork to become a trusted advisor within the business vs. Procurement only relationshipsMaintain training and compliance in areas of health and safety, security, environmental and operational aspects of daily activities in the working environment

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities of this job at any time.

Critical Skills

Excellent written and oral communication skillsMust work well in a team environment, with multiple resources.Self-motivated and able to work independently

Basic Qualifications

BS/BA or equivalent 10+ years’ service sales or complex solution sales experience5+ years’ experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service ProvidersExperience with a Service organization is required.

Preferred Characteristics

Familiarity with science-based companies’ workflows (R&D, Operations, etc.) and the GxP environment is preferred. This requirement can also apply to science-based workflows in Food and Industrial. Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer.Strong Analytical Skills, understanding of Sales Processes and Service Delivery Requirements and complex negotiation skills.Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives; Demonstrated success in remote management of a professional team.Skill Set should include Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment.Knowledge of big data and how that data can be leveraged in a sales cycle is a plus.Knowledge of CRM tools such as SFDC

Working Environment:

Must be able to work in a laboratory, controlled environments requiring personal protective equipment (e.g., lab coat, safety glasses, etc.) in laboratory.  Job pace may be fast and job completion demands may be high.  Must be able to remain in a stationary position more than 25% of the time  The person needs to occasionally move between labs, corridors, adjoining rooms, and buildings onsite Frequently operate on instruments, objects, tools or controls, which will require regularly bending, squatting, stretching and reaching in order to perform in a service function.    Occasionally move or lift up to 25 pounds (potential for occasional lifting of up to 50 pounds).  Specific vision abilities required by this position include without limitation, the ability to observe details at close range distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus in order to perform the essential service functions of this position.    Occasionally operates a computer and other office machinery, such as a calculator, copy machine, and computer printer.  Employee may be required to handle hazardous waste according to local, state, and federal regulations.  Duties may include identifying, handling, generating, accumulating, storing and labeling hazardous waste.  Potential risk to lab-based hazards including but not limited to extreme temperature, biological materials, and hazardous chemicals. May be required to complete Medical Clearance, Respiratory Protection Training, and Fit Testing to wear a respirator as protection against hazards present in the laboratory environment.

The annual compensation range for this full-time position is $146,640 to $219,440. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.