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Bruker’s Nano Surfaces and Metrology Division (BNSM) is seeking to appoint a Director of Sales, EMEA and LATAM, responsible for managing a team of direct sales and sales applications staff, field assistants, order admin and marcom staff, as well as a network of channel partners across the EMEA (Europe, Middle East and Africa) and LATAM (Latin America) regions. This position will be responsible for creating and delivering sales strategy for BNSM within the regions and will play a fundamental role in developing future growth as well as providing vision, direction and leadership to the BNS sales team.

SUMMARY OF RESPONSIBILITIES:

• Leading a team of direct sales staff, sales applications scientists, field assistants, order admin and marcom staff and channel partners to achieve and exceed quarterly and annual sales goals across multiple product lines within the regions.
• Developing and executing of the Sales Strategy to maximize bookings growth and winrate for all product lines.
• Accurate forecasting of the expecting bookings in the current and out quarters.
• Product lines include Atomic Force Microscopes for materials science, Atomic Force Microscopes for Life Science, Nanoscale Infrared Spectrometry, Stylus and Optical Metrology, Tribology Testing and Instrumented Nanoindentation.
• Territory includes Europe, Middle East, Africa and Latin America.
• Position reports into Senior Vice President, Sales and Service

ESSENTIAL DUTIES:

• Develops and executes on an optimal regional sales strategy based on the global BNSM sales strategy to maximize bookings growth and winrate for all product lines.
• Delivers accurate product sales forecasts through close management of sales forecasting via CRM (salesforce)
• Day to day tactical management of the sales teams in EMEA and LATAM
• Works closely with the Business Units to develop sales strategies that deliver growth for all product lines
• Performance management including coaching and mentoring of sales team members to achieve maximum personal potential and continuous monitoring of performance to KPIs.
• Encourages best practice in the sales team via understanding and adoption of sales process.
• Reviews and evaluates organization structure and design to optimize results for multiple product lines
• Develops a strong understanding of the competitive landscape within the region
• Works closely with colleagues in MarCom to develop lead generation strategies
• Close management of sales plans in targeted strategic vertical markets
• Identifies key opinion-leading customers in the region and ensures maintenance of good working relationships
• Formal reporting and feedback to executive management and Business Units on the execution of sales strategy and overall business performance within the region

WORK LOCATION:

• Germany preferred; Western Europe.

PHYSICAL/ENVIRONMENTAL REQUIREMENTS:

• Up to 70% travel as required to support the role, depending on workplace location

KNOWLEDGE, SKILLS, AND ABILITIES:

• A strong leader, ability to inspire, motivate and lead a team to exceed both tactical and strategic objectives
• Positive “can do” attitude, a highly motivated self-starter.
• Relishes working in a performance-driven environment
• Resourceful, proactive, analytical, meticulous.
• A natural team player, able to work as part of a multi-disciplinary leadership team to achieve shared goals
• Excellent leadership, communication, interpersonal and negotiation skills.
• Goal oriented with good track record in leading teams to achieving sales targets
• Competent PC skills, particularly with MS office software
• Highly competent in CRM (SFDC preferred)
• Able to travel both domestically and internationally on short notice.

EDUCATIONAL/EXPERIENCE REQUIREMENTS:

• Minimum Bachelor of Science or Engineering
• Experience and a proven track record of performance in sales of scientific instrumentation is essential to both academic as well as industrial customers.
• Ideally a minimum 7 years experience in sales management, preferably includes channel partner management
• Experience of Atomic Force Microscopy, Surface Profiling and/or materials testing instrumentation is preferred.