Bruker Corporation

  • PCI CHINA Sales Manager

    Job Locations CN-11-Beijing
    Posted Date 2 months ago(9/28/2018 2:27 AM)
    Req. #
    2018-6428
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Overview

    New opportunity for Country Sales Manager, to drive and manage Preclinical Imaging business for Bruker for all of China.

    Responsibilities

    • Ensure achievement of quarterly and yearly Sales Targets in China both in NOB’s and Revenue. 
    • Take leading role locally to execute the growth strategy in China for all PCI market segments, in MRI, mCT and NMI.
    • Manage and lead a small local team of sales / application specialists staff (4 people). Create team spirit and optimize local structure for PCI to gain in efficiency and customer focus.
    • Handle management of sales channels (agents, distributors) in close collaboration and in transparent and compliant manner according to Bruker standards.
    • Get Sales channels (direct and Third Party) to develop quarterly plans and report on results vs plan.
    • Define market potential for the whole PCI range and provide relevant Customer Specific Segmentation Market Analysis.
    • Collaborate with APAC Regional Sales Manager to identify, prioritize, and pursue market opportunities.
    • Execute sales growth and business development strategies for defined markets 
    • Build and manage the territory funnel - implement appropriate tactics and execute sales strategy to achieve targets.
    • Organize and implement local educational and promotional strategies to maximize customer awareness, including outreach to share marketing and product materials.
    • Communicate regularly with Senior Management and provide  monthly activity reports.
    • Interface with customers on a technical level to develop a solid understanding of the intricacies of the work customers currently perform and communicate the benefits of new system hardware/ software software along with the value provided by a new system.
    • Ensure full utilization of SFDC CRM for the territory and accurate NOB forecast to be reported to VP Global Sales every two weeks 
    • Prepare MDM business report monthly according to standard template
    • Ensure close relationship with PCI KOL’s in the territory and closely manage all Key Accounts, both in Academic and Pharma
    • Establish yearly and quarterly quotas and individual sales plan for each Sales Channel with clear NOB target, funnel development goals and Marketing initiatives. Monitor results and report quarterly on results and deviation vs goals.
    • Make regular visits of the defined priority targets in the territory, setting up meetings with key customers (Animal Labs, research centres…).
    • Coordinate with Marketing to organize the promotion of the PCI products through targeted Marketing actions to customer base and attending of local conferences (Life Sciences, Pre clinical Imaging, Neurosciences…) in the territories. Organize sites visits and demos to  PCI demo lab in Beijing or in Ettlingen for key prospects from the Territory and work with Market Management to organize Symposiums and roadshows at least once a year in each key country from the Territory 
    • Co-ordinate actions to gain Market Intelligence (TAM / TAVM) for all key markets in the Territory. 
    • Familiarize established important accounts with new applications, services and developments (market penetration).
    • Make sure all leads and opportunities are properly populated and kept up to date in SFDC
    • Notify Bruker of Market trends, competitive products, developing new fields etc…
    • Perform other duties as required.

     

    Qualifications

    • BA/ BS Degree in Life Sciences.
    • A self-motivated, adaptive, assertive, and rigorous Sales Professional with a minimum of about 10 years’ experience, including a proven track record of ongoing success and achievement selling capital scientific equipment for the research and diagnostic market. Recent experience selling imaging instrumentation preferably for in vivo application to the life science marketplace strongly preferred.
    • Understanding of imaging technology and unique requirements related to the research market.
    • Deep understanding of the small animal research market.
    • Prior experience in a preclinical PET, and/or microCT, company is preferred.
    • Strong experience in Distributor Sales and Distributor management
    • Experience and knowledge in Molecular Imaging and/or Micro CT - existing networks and affiliations
    • Good level of english is mandatory. Clear and seamless Communication with HQ is key.
    • Proven track record of developing and closing technical product and capital equipment sales, including lead development and account cultivation skills, effective negotiation and closing techniques, and superior relationship management capabilities.
    • Demonstrated ability to build, leverage, and optimize business relationships with all parties.
    • Demonstrated ability to lead, manage, and motivate a small team in a positive dynamic. 
    • Excellent verbal, written, interpersonal, computer, and technical communication, organizational, and presentation skills, including advanced MS Office proficiency and experience with CRM tools.   
    • Advanced sales communication, presentation, and follow through abilities in business correspondence and activities, including a strong sense of urgency, support, and customer response.
    • Ability to multi-task, prioritize, and work independently and within a team.
    • Valid Drivers’ License in good standing, issued by resident state required.
    • Valid passport with ability for frequent domestic and international travel required.

     

     

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