Senior APAC Sales Manager - Imaging Market

Overview

Bruker is enabling 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, improved productivity, and customer success in life science molecular and cell biology research, in applied and pharma applications, in microscopy and nanoanalysis, as well as in industrial applications. Today, worldwide more than 8500 employees are working on this permanent challenge at over 90 locations.

This position is based in APAC and has as primary function the Leadership of the Preclinical Imaging Market sales team in APAC, along with the Management of Preclinical Imaging sales and business strategy (all PCI product lines) in that region. Some direct Sales activities are expected in Korea, Taiwan, Singapore and South East Asia, whilst other territories such as China and Japan will be covered via the management of direct reports, Imaging Market Sales Manager + Team for China and the same for Japan. Total number of Imaging Market sales team in APAC reporting to this position is 5 people.

He/she will work in close collaboration with the rest of the BBIO sales organization in APAC seeking alignment to leverage synergies.

He/she will deliver the annual and quarterly growth in NOBs and revenue and in a profitable way, and in accordance with BBIO’s annual and quarterly financial objective for Market Sales Imaging in APAC.

This requires advanced specialized knowledge and understanding of the Imaging Research market and preclinical research field, to become a trusted partner for our customers in that segment.

Responsibilities

• Ensure achievement of quarterly and yearly NOB (New Order Booking) Targets in the Territory.
• Support achievement of quarterly and yearly Revenue Targets in the Territory.
• Take leading role in the territory to execute the growth strategy for all PCI business units, (MRI, microCT, Optical Imaging (OMI) and Nuclear Molecular Imaging (NMI)) and in all markets (Government/Academia, Research Hospitals, CRO, Pharma).
• Closely manage all sales channels, including direct reports, BBIO shared resources (Korea, Malaysia, Thailand, and Australia) but also a large network of agents and distributors.
• Define and follow the market share and Market potential for the whole PCI range in APAC and provide relevant Customer Specific Segmentation Market Analysis.
• Identify, prioritize, and pursue market opportunities to accelerate growth.
• Define and execute sales growth and business development strategies for the Territory in each Market segment.
• Organize and implement local educational and promotional strategies to maximize customer awareness.
• Ensure full utilization of SFDC CRM for the territory and accurate NOB forecast.
• Prepare Monthly business review report for MDM meeting according to standard template.
• Ensure close relationship with PCI KOL’s in the territory and closely manage all Key Accounts.
• Get Sales channels (direct and Third Party) to develop quarterly plans and report on results vs plan.
• Establish yearly and quarterly quotas and individual sales plan for each Sales Channel.
• Make regular visits of the defined priority targets in the territory.
• Work with Marketing to ensure the promotion of the PCI products through targeted Marketing actions.
• Work with Market Management and Marcom to organize Symposiums and roadshows.
• Co-ordinate actions to gain Market Intelligence for all key markets in the Territory.
• Ensure achievement of unit sales of the different product lines set forth in the sales quota.
• Set up a strategy to ensure familiarization of established important accounts with new applications.
• Ensure full usage of sales Management tools by Imaging Market sales team in APAC.
• Investigate policies and notify Bruker of Market trends and competitive products.
• Ensure steady development of the overall Preclinical Imaging business sales funnel.
• To ensure that all customers are provided with high quality care and attention throughout the sales and support process.
• Complete the administration requirements of the role in accordance with the quality system and Bruker BBIO internal processes.
• Follow at all times Bruker BBIO compliance policies.
• To provide feedback to the Global Sales Director of any problems, solutions or opportunities.
• To carry out without supervision core tasks within acceptable time-scales.
• Perform other duties as required.

Qualifications

Qualifications

• Bachelor Degree or 5+ years’ commensurate experience with active progress toward Life Science related education. MS and or PhD desirable.
• Experience with US Stock-Listed standard, compliance training.
• High Standard Sales methodology training.
• Excellent written and verbal communication skills.
• Current valid driving license.
• No visa disqualification from EU or China.

Skills & Competence

• Demonstrate clear and unambiguous communication skills with customers, Distributors, agents, and internal colleagues at Bruker.
• Highly self-motivated individual with a strong work ethic.
• Proven ability to effectively manage multiple priorities and positive business relationships.
• Sales professional with successful track record in selling high value capital equipment in the Imaging field.
• 10+ years’ sales work experience including minimum 3 years’ sales experience in APAC.
• Able to demonstrate proven, successful sales experience in increasingly responsible roles.
• Strong experience of usage and understanding of Complex & Strategic Selling strategies.
• Strong understanding of MRI technology.
• Deep understanding of Imaging Research Market.
• Possess strong network of contacts in stated Market segments.
• Can demonstrate and convey theoretical and practical understanding of Imaging technology.
• Excellent English verbal, written, computer, technical, and proposal communication and presentation skills.
• Additional languages relevant to the stated territory would be advantageous.
• Experience in daily use of Salesforce.com / SAP.