Bruker Corporation

  • Senior Distribution & Key Account Manager

    Job Locations DE-BW-Rheinstetten | CH-ZH-Faellanden
    Posted Date 2 months ago(4/26/2018 9:29 AM)
    Req. #
    2018-6003
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Overview

    The function of the Senior Destribution & key Account Manager is to generate sustainable and profitable growth for our benchtop NMR and EPR product ranges in all application areas for Applied, Industrial and Clinical market segments within AIC’s portfolio areas. To achieve said goal in the assigned geographic region (details below), the role holder will be responsible for the management, growth and retention of an effective Value-Based Dealer network in Europe, Middle East, and Africa (EMEA) for AIC’s key market segments.

    Responsibilities

    • Manage, grow and retain AIC’s Value-Based Dealer network in EMEA regions by ensuring an optimized market coverage map in accordance with AIC’s EMEA go to market strategy to the best of his ability, in compliance with all applicable laws, Bruker BioSpin’s (BBIO) directives and the terms and conditions set forth.
    • Ensure that the value based dealer network effectively sells products and services into the AIC horizon 1 (Food Feed Beverage, Personal care, Plastics/Chemicals and Polymers) and horizon 2 (Petrochemical, Academia and Teaching) market segments for benchtop NMR and EPR products.
    • 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.
    • Closely partner with existing and targeted global and regional key account customers in order to shorten the sales cycle for newly launched and existing applications, to close design-ins, and to help identify new and scalable business opportunities which capitalize on the existing AIC benchtop product portfolio or AIC’s technologies and core capabilities (TD-NMR and EPR product solutions).
    • Recruit, appoint, on-board, and manage a junior distribution manager EMEA (Jr DM EMEA) or an Inside Sales Representative. This should allow the DM EMEA to focus on performance managing the top tier value based distributors.

    Qualifications

    Personal

    • 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.

    Qualifications

    • Graduate (minimum) qualification in an appropriate science or economics
    • Ideally, good knowledge of NMR/EPR spectroscopy, but tech-savy/ability is a must
    • 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/technology-intensive instruments in industry
    • 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.

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