Bruker Corporation

  • Market Segment Manager BNA Worldwide

    Job Locations US-WI-Madison
    Posted Date 3 weeks ago(4/5/2018 12:36 PM)
    Req. #
    2018-5902
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Responsibilities

    Responsibilities:

    Manage worldwide Mining and Geo Market Segment activities (Sales, Business Development Management, Segment Sales Application and Segment Marketing) in cooperation with RSMs, BNA Marketing and Product Managers.

    Manage Sales activities globally for all BNA products for respective market segment:

    • Decides on Sales Lead and Sales Opportunity ownership globally (exp. Via CRM data)
    • Manage regular updating of Single Sales Objective Plan SSOP (MH Blue Sheet) in CRM by specific account teams
    • Adapt standard BNA Sales Process to potential specific requirements in respective Market Segment
    • Discount approval for segment specific items (i.e. OEM price list items, AMICS)
    • Discount approval for segment specific Sales Opportunities
    • Execute on sales strategies in regards to identified successful applications (voice of customer, VOC) for BNA products in the segment
    • Provide Sales FC for market segment

     

    Manage Sales Application activities globally for all BNA products for respective market segment:

    • Supervises application development for respective segment
    • Prioritize and communicate internally Sales Application activities (sample testing, application demos and application notes) globally for respective segment
    • Manage planning and execution of segment specific workshops and other customer events globally

     

    Manage Segment Marketing activities globally for all BNA products for respective market segment:

    • Define the market TAM (Total Available) and SAM (Served Available) in units and revenue by region and product line for respective segment
    • Provide competitive intelligence for segment to all
    • Manage creation, distribution and internal training of segment specific sales support documents/collaterals
    • Decide with BNA Marketing on segment specific marketing activities globally
    • Work together with BNA Service on Service concepts and Service pricing for respective segment
    • Establish and manage segment specific price lists (i.e. OEM product price lists, segment specific products)

     

    Manage Business Development activities globally for respective segment:

    • Identify successful applications for BNA products in segment and set up BNA internal communication/training strategy for each of these applications
    • Develop marketing and sales strategies in regards to identified successful applications of BNA products
    • Manage the identification and development of new Sales Channels, Key- and OEM accounts in respective market segment
    • Manage regular updating of Large Account Management Plan LAMP (MH Gold Sheet) in CRM by specific account teams

    Qualifications

    Primary Deliverables:

    • Monthly Business Review Report for Segment
    • Monthly NOB FC globally for segment
    • Annual NOB growth FC for all BNA products in segment
    • BNA wide Market Communication Plan for respective Segment (incl. Budget, key trade show events, key branding & advertising activities)
    • TAMs and SAMs for respective segment by units and revenue
    • Input (i.e. selected slides) to Bruker's annual Strategic Planning (S1, S2 slide decks)
    • Sales channels for BNA products in the segment
    • Potential Key Accounts / OEM Accounts in the segment
    • Segment specific price lists for worldwide Sales & input on Service price list, incl. FRU lists, service contracts for segment
    • Segment specific BNA Sales Process if required
    • Constantly updated MH Blue & Gold Sheets in CRM
    • List of proven (VOC) successful applications for BNA products in the segment, incl. Marketing & Sales strategy and BNA internal training worldwide on each of these applications

     

     

    Minimum Requirements/Qualifications:

    • Bachelor degree in Material Sciences, Geology, Physics or Chemistry, respectively related sciences
    • Business degree (MBA or equivalent) respectively minimum 3 years of budget and/or PnL responsibility
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