LSS Enterprise Sales Manager
Agilent inspires and supports discoveries that advance the quality of life. We provide life science, diagnostic and applied market laboratories worldwide with instruments, services, consumables, applications and expertise. Agilent enables customers to gain the answers and insights they seek ---- so they can do what they do best: improve the world around us. Information about Agilent is available at www.agilent.com.
The relentless focus towards identifying, embracing, and nurturing customers continues across all segments in EMEAI with considerable and consistent success over many years. One such segment is categorized as Enterprise or Strategic customers. Typically, these are global organizations with whom Agilent has considerable business engagements locally and strategically. There is now a need to design and deploy a specific strategic sales focus towards these customers leveraging the existing capabilities already in place as well as the partnerships already formed within the region for such customers.
To achieve this, we are searching for a region wide Enterprise Sales Channel Manager to lead the development and execution of the strategy that enables profitable growth in the Enterprise or Strategic customer segment. The selected individual will partner with the region senior staff to create alignment towards the developed strategy, execution path and overall sales channel design. Key responsibilities include defining the 3-year roadmap for Enterprise Sales Channel development, identifying potential Enterprise Account Managers, and executing tech refresh and overall asset management solutions at such accounts to drive wallet share gain. Join Agilent Technologies to drive profitable growth and gain valuable experience with global organizations.
Key Responsibilities are:
- Define the 3 year roadmap for Enterprise Sales Channel development in the region.
- Partner with EMEAI staff to finalize the channel model design including rules of engagement with local/country teams, identify potential Enterprise Account Managers, design a relevant compensation model, ensure adequate.
- Identify first set of key customers to apply the OneAgilent Sales approach towards.
- Share accountability for GM% in the selected accounts and partner with existing sales and service teams to drive margin improvement.
- Execute tech refresh and overall asset management solutions at such accounts to drive wallet share gain.
- Partner with the Global Strategic Customer program to ensure alignment between the WW and regional approach for such customers.
Key metrics include:
- Account growth
- Portfolio growth
- Wallet share gain
- GM%
- Customer Experience
- New accounts added/retained
- Bachelors or Master Degree in Chemistry, Biochemistry, Biology or other field of science, or a combination of education and experience. MBA preferred.
- 3+ years of demonstrated leadership in middle or higher management with proven track record of driving success.
- Proven Business and Channel Management skills.
- Change management and influencing skills.
- Expertise developing strategic customer relationships and being a customer advocate for change.
- Proven track record innovating business processes and boldly pursuing creative business solutions for customers.
- Ability to work and collaborate across organizations and geographies to successfully execute the program to achieve business objectives.
- Demonstrated experience in Sales Channel development in line with changing market needs.
- Demonstrated success in driving sales performance in new and recurrent markets.
- Excellence in verbal and written communication.
- Good understanding and experience in the Analytical Instruments Services market is not mandatory.
- Fluent in English both written and verbal.
- The position includes 30+% travel in the territory and occasional meetings outside of the territory.
