Bruker Corporation

  • Key Account Manager, Bruker SEMI Southeast Asia

    Job Locations SG-The Helios
    Posted Date 2 weeks ago(11/4/2018 6:41 PM)
    Req. #
    2018-6738
    # of Openings
    1
    Position Type
    Regular Full-Time
  • Overview

    Bruker enables scientists to make breakthrough discoveries and develop new applications that improve the quality of human life. Bruker’s high-performance scientific instruments and high-value analytical and diagnostic solutions enable scientists to explore life and materials at molecular, cellular and microscopic levels. In close cooperation with our customers, Bruker is enabling innovation, productivity and customer success in life science molecular research, in applied and pharma applications, and in microscopy, nano-analysis and industrial applications. In recent years, Bruker has also become a provider of high-performance systems for cell biology, preclinical imaging, clinical phenomics and proteomics research, clinical microbiology, and for molecular pathology research.

     

    Today, worldwide more than 6,000 employees are working on this permanent challenge at over 90 locations on all continents. Bruker continues to build upon its extensive range of products and solutions, its broad base of installed systems and a strong reputation among its customers. Being one of the world's leading analytical instrumentation companies, Bruker is strongly committed to further fully meet its customers’ needs as well as to continue to develop state-of-the-art technologies and innovative solutions for today's analytical questions.

    Responsibilities

    SUMMARY OF RESPONSIBILITIES:

    As an important member of Bruker’s Semiconductor Division Sales Team, the Southeast Asia Key Account Manager is based in Singapore and will manage and lead all sales activities within a strategic semiconductor account.  The Key Account Manager will work with new and existing customers to address their AFM & XRAY metrology needs.  Bruker AFM & XRAY products are used in a wide range of applications within the largest semiconductor manufacturers in the world.  Their reputations and success depend on our passion for solving their most complex measurement and monitoring problems.  This individual must be a proven semiconductor equipment sales executive with demonstrated experience in exceeding quota and leading account penetration activities while selling complex solutions to engineering, manufacturing, and development teams.

     

    SUPERVISION: 

    • Will hire and manage new applications engineering team in Singapore and other SE Asia nations.
    • Will have overall regional responsibility and will manage account team in a matrix environment.

     

    ESSENTIAL FUNCTIONS:

    • Develop key account strategies for promotion and sale of AFM & XRAY metrology equipment within assigned key accounts and territory.
    • Meet or exceed all quarterly objectives for assigned accounts & territories
    • Develop and maintain effective relationships with the customer at all levels in the buying and engineering organizations. Continually manage communication with the customer to further strengthen the relationships and ensure customer satisfaction.
    • Develop key relationships (at all appropriate levels) within strategic accounts. Profile, call-on, and develop relationships with key executives (Directors, VPs, etc.)
    • Provide accurate and timely forecasts along with the ability to maintain a significant opportunity pipeline to assure success and on-going sales growth at the key account(s).
    • Develop detailed knowledge of the customers within the territory.
    • Develop and execute strategic and tactical sales plans for short and long term objectives
    • Evaluate and champion emerging and strategic accounts for Bruker Semiconductor Div.
    • Assure that the highest level of customer engagement and support from Bruker Semiconductor divisional resources in sales, field applications engineering, marketing, inside sales, customer service, etc.
    • Coordinate with product marketing on the development of short-term and long-term sales strategies, product introductions, new products and features, etc.
    • Investigate new sales channels for outside Singapore and Malaysia territories.
    • Plan & execute annual Technology Roadmap Meetings (TRM) at our key accounts to include customer executives as well as Bruker executives.

     

     ADDITIONAL RESPONSIBILITIES:

    • Establish and manage relationships with cross functional departments within Bruker Semiconductor Div. for product fulfillment, customer service, pricing, etc.
    • Provide timely information on competitive activities within the region and overall market place
    • Oversee the regional weekly sales reporting processes and present information to the Sales Director
    • Use Salesforce (SFDC) as a sales tracking and forecasting tool
    • Travel requirements are approximately 50% of the work time mainly within SE Asia territories.

    Qualifications

    KNOWLEDGE, SKILLS, AND ABILITIES:

    • Very strong interpersonal skills and ability to interface with internal and external customers and support groups within Bruker
    • Highly organized with solid time management & strong multitasking skills
    • Strong communication skills, both written and verbal
    • Prior experience in semiconductor capital equipment is a must
    • Prior experience in Compound Semiconductor is a plus.
    • Knowledge and experience in the markets served by Bruker is desirable
    • Strong technical background - able to understand the problems that our customers are trying to solve, understanding of the customer’s current and future metrology requirements, and able to recommend new metrology opportunities to Bruker.
    •             

    EDUCATIONAL/EXPERIENCE REQUIREMENTS:

    • Degree with a minimum of 5-years work experience in a multi-tiered, technical selling environment, including but not limited to the selling of both software and hardware products
    • At least 5 years of demonstrated progressive management experience in a multi-tiered, technical selling environment, including but not limited to the selling of both software and hardware products

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