Bruker Corporation

  • Key Account Sales Executive-Food Analyses Solutions and LabScape Consultant

    Job Locations AU-Sydney | AU-Melbourne
    Posted Date 3 weeks ago(10/30/2018 10:39 PM)
    Req. #
    2018-6616
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Overview

    Job purpose: To establish BBIO as a preferred business partner in the Forensic Market and in the Food, Feed, Beverage market (FFB) segment (all subsegments). To deliver AIC’s solution and LabScape portfolio throughout the end-to-end production value chain of the Global/Regional Account customer. Deliver the annual and quarterly growth in revenue and new order bookings in a profitable way according to AIC‘s and SLS’ annual and quarterly financial objectives.  

    Responsibilities

    Business and Key Account Sales Management

     

    1. Grow AIC‘s New Order Booking and Revenue in the ANZ region and with the identified and targeted Global and Regional Key Account customers in selected markets (FFB, Forensics) for all products and services by building sustainable business partnerships with major corporations in FFB and the Forensics community. Position AIC as an End-to-End partner for the complete value chain in the FFB segment and as an endorsed supplier in the Forensics community.

          2. Grow SLS’s revenue by establishing the LabScape portfolio in the ANZ region in all Applied BBIO market segments.  

    1. Sell AIC’s complete Food Analyses solution portfolio, ranging from FoodScreeners to Benchtop based food solutions in all subsegments of the FFB market. Cross-sell AIC’s complete Food Analyses solution portfolio to targeted Key Accounts.
    1. Establish Biospins AIC division as the preferred NMR partner in the Forensic community (e.g. but not limited to: border control, scientific police). Leverage international adaption for expansion in ANZ.
    1. Closely work with the AIC divisional Key Account Director to identify a balanced mix of global & domestic target customers, qualify & maximize AIC’s business potential for a “Design-In” acc to Miller Heiman methodology and establish sustainable business cooperations with their Decision & Buyer Center in order to deliver the business performance (New order bookings, Revenue, Gross marge) according to the annual and quarterly plan.
    1. Deliver a minimal amount of Design-Ins (as defined in the AIC customer categorization document) per year.
    1. Accountable for business results, including annual and quarterly New Order Bookings (NOB) and revenue targets; market share targets within applicable key accounts.
      Measure and report progress through a set of relevant KPI’s ( Sales KPI Bowler)

    1. Responsible for implementing the AIC key account strategies for FFB and Expansion strategy in Forensics. Provide feedback of the effectiveness of the strategic planning and working with the Key Account Director to adapt and improve Key Account strategy.     
    1. Plan and provide timely and accurate forecasting through the use and management of the Company’s pipeline management system, and regular forecast commitments to the Key Account Director. Closely work with Market Manager FFB, Forensic and Marcom to create and execute impactful market lead generation and awareness campaigns in ANZ. Attend specialized events to promote AIC’s Forensic solutions and assist with the proactive follow up of leads generated from these events where appropriate.
    1. Proactively create and manage the opportunity pipeline in Sales Force (CRM) for his/her Key Account portfolio and implement gap closure plans and sales activities as agreed with and directed by the Key Account Director.
    2. Closely work with local Field Application Expert to minimize sales cycle and time to money for opportunities (time to convert Lead2NOB).
    1. Keep abreast of key priorities and changes in the marketplace and industry trends, including changes in regulatory requirements which may pertain to the business, and providing feedback to the Key Account Director on a regular basis.
    1. Actively provide input on Applied Market trends and specific requirements in the key area for the segments to the AIC and SLS Market Product Management and R&D teams.  

    Qualifications

    1. A demonstrable success record of Key Account sales management and business growth for analytical solutions in FFB market or an adjacent industry sector with demonstratable success in selling total solutions, including services and consumables.
    1. A proven team player with a strong work ethic who will enhance the performance of the AIC leadership team and will complement the capabilities already in place. Must have the ability to react quickly to market requirements with excellent account evaluation and qualification skills. A progression of a successful sales experience in increasingly responsible roles across multiple vertical and market segments.
    1. Has demonstrative experience of usage and understanding of Complex & Strategic Selling strategies for business development and account share growth (“TAS” or Miller Heiman Sales methodology).
    1. A driven and highly motivated, self-starting sales professional with excellent communication skills and experience with developing high performance teams.
    1. Success in working in a global, multi–cultural organization. Can navigate ambiguity in developing and potentially fast paced dynamic sales environment and thrives on new challenges.
    1. Understanding of FFB value chains. Has expertise with Value Chain Management and the provision of technical solutions to address a business requirement within in the value chain.
    1. Can demonstrate and convey practical understanding of NMR/TD/EPR technology as well as competing analytical tools (MS, IR)

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