Bruker Corporation

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AIC Regional Distribution Manager – Southeast Asia and Pacifica

AIC Regional Distribution Manager – Southeast Asia and Pacifica

Req. # 
2017-5517
# of Openings 
1
Job Locations 
TH-Bangkok
MY-Petaling Jaya
SG-The Helios
Position Type 
Regular Full-Time
Posted Date 
12/22/2017

More information about this job

Overview

Function

The function of the Sales and Distribution Manager – Southeast Asia and Pacifica is to generate sustainable and profitable growth for our benchtop NMR/EPR product ranges, accessories, services in all application areas for Applied, Industrial and Clinical market segments within Bruker BioSpin's AIC’s portfolio areas. To achieve said goal in such a vast geographic area, the role holder will be responsible for the management, growth and retention of an effective Value-Based Dealer network in Southeast Asia and Pacifica.

Objectives

The primary objectives are:

  • Manage, grow and retain AIC’s Value-Based Dealer network in Southeast Asia and Pacifica regions.
  • To ensure the value based dealer network effectively sells products and services into the AIC current and future market segments for benchtop NMR and EPR products.
  • To build and develop sustainable and profitable revenue streams through business scaling with the value based dealer network, based on product performance, suitability of application and customer satisfaction.

Location

 

The position is based from a home office and day-to-day attendance at the office is not a pre-requisite. The majority of time will be spent visiting distribution partners to discuss requirements and applications, organising instrument demonstrations. An office space at one of Bruker organisations will be made available.

 

Responsibilities

Job duties will include the following tasks:

  • Help build an effective value based distribution network for Southeast Asia and Pacifica. Identify key distributors in the area to ensure proper market coverage in line with AIC’s growth strategy.
  • Through the value based dealer network, grow AIC’s new opportunities in the curent and future markets for the benchtop NMR and EPR systems.
  • Performance manage and collaborate with the key Value-Based dealers in the growing SEA-Pacific market. This includes regular sales performance reviews to track and drive their sales success rates, pro-active sales cycle management (KPIs: opportunity conversion rate, time to order), and regular support in distributor sales calls.
  • Together with the value based dealers, professionally present convincing commercial and technical sales arguments with integrity in highly competitive situations while maintaining ALL the elements set forth in our FCPA policies
  • Ensure value based dealers take responsibility for the complete project sales cycle from initiation through to completion of placing the order to the factory in accordance to our clean order process
  • Successfully organise and manage product demonstrations and plant trials in collaboration with the distribution network
  • Ensure that all key value based dealers are equipped to perform customer demonstrations on site or in-house for all major benchtop NMR/EPR products (MiniSpec, microESR)
  • Produce solution/application specific sales materials to drive distribution sales
  • Ensure key value dealers are properly trained
  • Work with our technical support teams (Global) to put in place an efficient after-sales support function for customers
  • Distribution network support, organisation of training and applications development
  • Support the onboarding and development of the Field Application Specialist Southeast Asia – Pacifica to ensure an effective AIC sales and support team is established for the region

The geographic area of responsibility includes the following primary territories:

 

  • Australia
  • Indonesia
  • Malaysia
  • New Zealand
  • Philippines
  • Singapore
  • Taiwan
  • Thailand
  • Vietnam

Qualifications

Qualifications

  • Graduate (minimum) qualification in an appropriate science
  • Ideally, good knowledge of NMR/EPR spectroscopy
  • Current valid driving licence / ability to travel internationally with no restrictions.
  • Ability to travel to all aforementioned countries or regions without restriction (legal, personal, or otherwise)

 

Skills and Experience

  • Proven track record in promotion and sales of scientific instruments in industry and academia
  • Experience managing and building regional, indirect (distribution network) sales channels
  • Commercial acumen and the ability to promote unique benefits of technical solutions to the customer
  • Computer literacy, especially with regard to modern scientific user interfaces, process communication protocols, document and presentation preparation and report writing
  • Excellent communication skills in English, written and spoken.
  • Excellent relationship development skills, to grow distribution network.

 

Personal

Furthermore, to carry out the duties to the level expected, the minimum competencies are:

  • Determination and self-motivation inspired by success with enthusiasm, drive and initiative directed towards sales growth
  • Ability to operate alone and to meet ambitious but achievable targets, particularly with regard to sales figures and call rates
  • An outgoing and likeable personality with a high degree of personal presentation and integrity
  • A natural team player, willing and able to build confidence and to establish co-operative relationships with personnel throughout the Company and our external partners.