Overview:
Bruker is enabling scientists to make breakthrough discoveries and develop new applications that improve the quality of human life. Brukers high performance scientific instruments and high value analytical and diagnostic solutions enable scientists to explore life and materials at molecular, cellular, and microscopic levels. In close cooperation with our customers, Bruker is enabling innovation, improved productivity, and customer success in life science molecular and cell biology research, in applied and pharma applications, in microscopy and nanoanalysis, as well as in industrial applications. Today, worldwide more than 8500 employees are working on this permanent challenge at over 90 locations.
Bruker offers differentiated, high-value life science and diagnostics systems and solutions in preclinical imaging, clinical phenomics research, proteomics and multiomics, spatial and single-cell biology, functional structural and condensate biology, as well as in clinical microbiology and molecular diagnostics.
Please visit www.bruker.com.
This position is based in APAC and has as primary function the Leadership of the Preclinical Imaging Market sales team in APAC, along with the Management of Preclinical Imaging sales and business strategy (all PCI product lines) in that region. Some direct Sales activities are expected in Korea, Taiwan, Singapore and South East Asia, whilst other territories such as China and Japan will be covered via the management of direct reports, Imaging Market Sales Manager + Team for China and the same for Japan. Total number of Imaging Market sales team in APAC reporting to this position is 5 people.
He/she will work in close collaboration with the rest of the BBIO sales organization in APAC seeking alignment to leverage synergies.
He/she will deliver the annual and quarterly growth in NOBs and revenue and in a profitable way, and in accordance with BBIOs annual and quarterly financial objective for Market Sales Imaging in APAC.
This requires advanced specialized knowledge and understanding of the Imaging Research market and preclinical research field, to become a trusted partner for our customers in that segment.
Responsibilities:
Ensure achievement of quarterly and yearly NOB (New Order Booking) Targets in the Territory
Support achievement of quarterly and yearly Revenue Targets in the Territory
Take leading role in the territory to execute the growth strategy for all PCI business units, (MRI, microCT, Optical Imaging (OMI) and Nuclear Molecular Imaging (NMI)) and in all markets (Government/Academia, Research Hospitals, CRO, Pharma)
Closely manage all sales channels, including direct reports, BBIO shared resources (Korea, Malaysia, Thailand, and Australia) but also a large network of agents and distributors
Define and follow the market share and Market potential for the whole PCI range in APAC and provide relevant Customer Specific Segmentation Market Analysis.
Identify, prioritize, and pursue market opportunities to accelerate growth
Define and execute sales growth and business development strategies for the Territory in each Market segment : directly build and manage RO APAC funnel to implement appropriate tactics and execute sales directly to achieve targets.
Organize and implement local educational and promotional strategies to maximize customer awareness, including outreach to share marketing and product materials.
Ensure full utilisation of SFDC CRM for the territory and accurate NOB forecast for the territory to be reported to Market Sales Imaging Global Sales Director every two weeks
Prepare Monthly business review report for MDM meeting according to standard template
Ensure close relationship with PCI KOLs in the territory and closely manage all Key Accounts, both in Academic and Pharma Industry sectors.
Get Sales channels (direct and Third Party) to develop quarterly plans and report on results vs plan.
Establish yearly and quarterly quotas and individual sales plan for each Sales Channel with clear NOB target, funnel development goals and Marketing initiatives. Monitor results and report quarterly on results and deviation vs goals.
Make regular visits of the defined priority targets in the territory, setting up meetings with key customers (Animal Labs, research centres).
Work with Marketing to ensure the promotion of the PCI products through targeted Marketing actions to customer base and attending of local conferences (Life Sciences, Pre clinical Imaging, Neurosciences) in the territories.
Work with Market Management and Marcom to organize Symposiums and roadshows in each key country from the Territory
Co-ordinate actions to gain Market Intelligence (TAM / TAVM) for all key markets in the Territory.
Ensure achievement of unit sales of the different products lines set forth in the sales quota, targets or forecasts.
Set up a strategy to ensure familiarization of established important accounts with new applications, services and developments (market penetration).
Ensure full usage of sales Management tools by Imaging Market sales team in APAC (SFDC / SAP quoting)
Investigate policies and notifies Bruker of Market trends, competitive products, developing new fields.
Ensure steady development of the overall Preclinical Imaging business sales funnel to ensure future growth across APAC region.
To ensure that all customers are provided with high quality care and attention throughout the sales and support process, so that each customer is fully satisfied with the support they receive from Bruker PCI and Bruker PCI distributors
complete the administration requirements of the role in accordance with the quality system and Bruker BBIO internal processes in a timely and accurate manner.
follow at all times Bruker BBIO compliance policies.
To provide feedback to the Global Sales Director of any problems, solutions or opportunities which may need to be communicated to other parties.
To carry out without supervision core tasks within acceptable time-scales prompting escalation of the problem if required and maintaining ownership of problem until customer is satisfied.
Perform other duties as requiredQualifications:
Qualifications
Bachelor Degree or 5+ years commensurate experience with active progress toward Life Science related education. MS and or PhD desirable.
Experience with US Stock-Listed standard, compliance training (code of conduct / FCPA)
High Standard Sales methodology training (I.e. Miller Heiman strategic selling)
Excellent written and verbal communication skills
Current valid driving license
No visa disqualification from EU or China
Skills & Competence
Demonstrate clear and unambiguous communication skills with customers, Distributors, agents, and internal colleagues at Bruker
Highly self- motivated individual with a strong work ethic, experience in driving sales growth within a global, multi-cultural organization, and demonstrated excitement for new challenges and opportunity.
Proven ability to effectively manage multiple priorities and positive business relationships.
sales professional with successful track record in selling high value capital equipment in the Imaging field (ideally Preclinical)
10+ years sales work experience including minimum 3 years sales experience in APAC driving and managing a portfolio of technical life science industry product sales with associated market knowledge of Industrial markets
Able to demonstrate proven, successful sales experience in increasingly responsible roles across multiple vertical and market segments
Successful track record of business growth in Academia/Life Science or an adjacent Market.
Strong experience of usage and understanding of Complex & Strategic Selling strategies for business development and account share growth .
strong understanding of MRI technology
Deep understanding of Imaging Research Market.
Possess strong network of contacts in stated Market segments
Can demonstrate and convey theoretical and practical understanding of Imaging technology such as MRI, mCT and PET or Optical Imaging
Excellent English verbal, written, computer, technical, and proposal communication and presentation skills, including proficiency with MS Office Suite - inc MS Teams
Additional languages relevant to the stated territory would be advantageous.
Experience in daily use of Salesforce.com / SAP
