Bruker Corporation

  • Key Account Sales Executive – Clinical Market

    Job Locations CN-31-Shanghai
    Posted Date 3 months ago(3 months ago)
    Req. #
    2018-6250
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Overview

    Roll out AIC’s 2- Tier Go To Market model by successfully establishing BBIO/AIC as a strategic supplier to major Global and Regional corporations in the Clinical market segment.  Deliver AIC’s solution and service portfolio throughout the end-to-end production value chain of the Global/Regional Account customer and position AIC as a recognized value added supplier.Achieve and deliver annual and quarterly growth in revenue, new order bookings, profitability and brand image according to AIC’s annual and quarterly objectives.  

    Responsibilities

    • Grow AIC New Order Booking and Revenue in the territory allocated with the identified Global and Regional Key Account (KA) customers in the Clinical industry for all products and services
    • Build sustainable business partnerships with major corporations in Clinical markets and position AIC as a strong supplier in the end-to end value chain in the Clinical segment.
    • Work closely with the AIC Divisional KA Director  to identify a balanced mix of Global & Domestic accounts as potential customers, qualify & maximize AIC business potential for a “Design-In” (Miller Heiman methodology), and establish sustainable business cooperation with the Decision & Buyer Center in order to deliver business performance (NOB, Revenue, GM) according to annual and quarterly plan.
    • Successfully articulate and present AIC value propositions at the executive customer level.
    • Understand the Customer’s Value Chain, Critical Success Factors, and Key Initiatives based on which the account plan and sales strategy is developed (Miller Heiman Blue sheet). Communicate, in business terms, how AIC solutions address customer needs.
    • Deliver target amount of Design In’s (as defined in AIC customer categorization-document) per year.
    • Introduce and deliver a one year solution vitality rate which increases NOBs by 10% in the Clinical screener markets.
    • Accountable for business results, including annual and quarterly NOB and revenue targets along with market share targets within applicable key accounts. Measure and report progress through a set of relevant KPI’s (Sales KPI Bowler).
    • Implement AIC key account strategies for Clinical markets, measure and provide feedback on the effectiveness of strategic planning, and work with the KA Director to adapt and improve key account strategies.
    • Monitor and assess performance against plan on a weekly basis to identify and address gaps along with successes that can be leveraged across all channels to market.
    • Perform accurate forecasting through use and management of the Company pipeline management system and provide regular forecast commitments to the KA Director.
    • Proactively manage the Sales Force opportunity pipeline for individual Key Account portfolio and implement gap closure plans/ activities as agreed with and directed by the KA Director.
    • Identify all key decision points within each Key Account and develop sustainable relationships at appropriate levels to ensure AIC is viewed as a preferred technology partner in the value chain.
    • Remain current with marketplace changes and industry trends, including regulatory requirements that may pertain to business, and provide regular feedback to the KA Director.
    • Proactively introduce new solutions and applications of products within the Clinical product portfolio: monitor and report on ROI using the Sales KPI Bowler.
    • Actively provide input on industry trends and specific requirements in key areas for Industry Segments to the AIC Market Product Manager and R&D teams.  
    • Perform other duties as required.

    Qualifications

    Experience and Education:

    • 15+ years’ work experience including 7 years’ Clinical or Pre-Clinical experience driving and managing a portfolio of technical life science industry product sales with associated market knowledge of in vitro diagnostic testing, metabolite analysis or biomarker measurement.
    • Proven track record of key account management and business growth, including value chain management and implementation of Complex & Strategic Selling for business development and account share growth (“TAS” or Miller Heiman Sales methodology) along with progressively increased responsibility and achievement.
    • Bachelor Degree or 10+ years’ commensurate experience with active progress toward industry-related education. MS and or PhD desirable.
    • Demonstrated experience with cost analysis and justifications required and the ability to present developed business case analysis to executive management.
    • Expertise in value chain management with proven analytical and problem solving abilities required to diagnosis customer needs and propose technical solutions that address business requirements.

     

    Computer Skills and Abilities:

    • Excellent verbal, written, computer, technical, and proposal communication and presentation skills, including proficiency with MS Office Suite, Sales Force, and Miller Heiman.

     

    Other Skills and Abilities:

    • Highly self- motivated individual with a strong work ethic, experience developing high performance teams 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.
    • Rudimentary knowledge of Nuclear Magnetic Resonance Spectroscopy and its role in the clinical market segment would considered to be a highly valued asset

     

    Work Environment:

    • Ability to maintain home office with telephone lines and computer connectivity. 
    • Proven flexibility with ability to prioritize and manage differing time constraints. 
    • Ability to maintain valid passport with flexibility for extensive international travel.
    • Valid Driver License in good standing, issued by resident state or governing location.
    • May be required to pass security clearance investigation.

     

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