Bruker Corporation

  • NI Sales Manager – North America

    Job Locations US-CA-Los Angeles
    Posted Date 2 weeks ago(10/4/2018 5:35 PM)
    Req. #
    2018-6588
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Overview

    As one of the world’s leading analytical instrumentation companies, Bruker covers a broad spectrum of advanced solutions in all fields of research and development. All our systems and instruments are designed to improve safety of products, accelerate time-to-market and support industries in successfully enhancing quality of life. We’ve been driving innovation in analytical instrumentation for 50 years now. Today, worldwide more than 6,000 employees are working on this permanent challenge, at over 70 locations on all continents.

    Responsibilities

    SUMMARY OF RESPONSIBILITIES:

     

    This NI Sales Manager position is dedicated to managing the sales of our Nano-Indentation (NI) products (Hysitron brand) in the US, Canada and Mexico.  This position will direct the sales efforts of the Bruker Nano Surfaces (BNS) Field Sales team and BNS Channel Partners to develop lead-generation and business development strategy, manage opportunities in the sales funnel and help to close sales of NI products.  The position will additionally be responsible for providing sales support, improving the expertise of the sales channels through joint visits/training, facilitating support from the NI business unit (located in Minneapolis) and providing feedback on target markets/applications, custom product specials and new product needs.   This individual must be a proven sales executive in the metrology instrumentation arena preferably with experience selling nano-indentation or other surface metrology tools with demonstrated experience in exceeding quota while selling complex solutions to engineering development teams and industrial partners.

     

    ESSENTIAL FUNCTIONS:

    • Meet or exceed all quarterly and annual sales objectives for NI products by managing the sales funnel of opportunities and also ensure accurate forecasting of results
    • Analyze the nano-indentation market segment to identify high-potential applications, develop lists of target accounts for those applications, identify target contacts involved in metrology at those accounts and develop action plans with proactive actions for field sales team and channel partners
    • Drive and lead the Bruker sales team and Bruker Channel Partners to efficiently focus on NI products to generate new leads and opportunities to expand the sales funnel and also ensure high conversion of opportunities
    • Understand and refine best success practice selling approaches for NI. Be the product expert with strong sales closing skills who will ensure wins in competitive situations.
    • Coordinate any required Business Unit resources required to support sales growth
    • Develop detailed knowledge of the customers within the region through visits and develop key relationships (at all appropriate levels) with strategic accounts and distributors
    • Develop customer presentations and help to perform instrument demonstrations for key customers in conjunction with local application team.
    • Clearly outline customer’s instrument needs and help the sales team in defining optimal configurations for product quotations and assist in getting product specials approved.
    • Understand the specifications, performance, unique selling points and pricing guidelines for NI products and also identify future product development/modification needs

     

    ADDITIONAL RESPONSIBILITIES:

     

    • Coordinate with Marketing to define the schedule of conferences, trade shows, workshops
    • Coordinate communication with the Service teams on NI customer issues.
    • Assist the business unit in identifying key market and application opportunities and assist in the creation of collateral and direct marketing efforts to address these.
    • Identify new channel partners for specific product/market combinations and help train them
    • Maximize cross-selling potential for other BNS products like Stylus Profilers, 3D Optical Microscopes and Atomic Force Microscopes with NI customers and prospects
    • Communicate competitive information back into the business unit.
    • Use SalesForce as a sales tracking and forecasting tool
    • Travel requirements are approximately 40% of the work time.

    Qualifications

    KNOWLEDGE, SKILLS, AND ABILITIES:

    • Able to understand needs of nano-indentation customers and establish credibility quickly
    • Capable of selling advanced technology instrumentation to both academic research and industry customers in the surface metrology area
    • Excellent communication skills and experienced in consultative value-added selling. Knowledge of Miller-Heiman selling processes is a plus
    • Able to work independently with good problem-solving skills while having the ability to establish close rapport with the field sales team and channel partners
    • Energetic self-starter with a strong work ethic who is able to travel as needed.
    • A positive team player who is result-oriented with strong analytical skills and a history of exceeding sales quota and other performance targets
    • Must be able to take ownership and drive NI sales for the North America region

     

    EDUCATIONAL/EXPERIENCE REQUIREMENTS:

     

    • S. in the pure or applied sciences (MS or PhD preferred) with a minimum of 5 years of sales experience including but not limited to the selling of products used in surface science and metrology applications.
    • Experience in working with nanomechanical testing and/or tribology applications
    • Direct experience selling nano Indentation instrumentation is preferred

     

    Bruker Corporation offers a comprehensive and competitive benefits package including medical, dental, 401(k), paid vacation, holidays, and tuition assistance (as applicable).

     

    Bruker is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.

     

    Certain positions at Bruker require compliance with export control laws and as a result, all interviewed candidates for all positions will be screened pre-interview to determine their eligibility in light of export control restrictions. 

     

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