Business Development Manager IND Market Sales Europe

at  Bruker

Overview:
Business Development Manager – IND Market Sales Europe is responsible for lead execution of the IND Market Sales strategy in Europe, with the key objective to deliver on defined sales targets (Quarterly) and to drive growth in the IND Market in strategic applications. They are accountable for defining a Business/Sales Plan to successfully grow BBIO business in stated markets and achieve the business goals defined as per the BBIO strategic Business Plan (5Y). The Person will work in close collaboration with the Head of Business Unit Industrial, as well as with the Regional Sales group, to define and execute customized Go to Market approaches and to support Key Account sales strategy in the IND Market, thus enabling BBIO to leverage its full existing Solution Portfolio across customers value chains. The candidate will deliver the annual and quarterly growth in NOBs and revenue, in a profitable way, and in accordance with BBIO’s annual and quarterly financial objective for the IND Market in the defined territory.

Responsibilities:

• Grow BBIO‘s sales through New Order Booking and Revenue Recognition in stated territory (IND Markets) by leveraging the full BBIO portfolio relevant to Industrial customers.
• Through building sustainable business partnerships with major corporations in all IND Subsegments including Forensics community, position BBIO as an End-to-End partner for the complete value chain in the segment and an endorsed supplier in the IND market place.
• Sell BBIO’s complete solution portfolio, ranging from Industrial Screeners, software and services,to Benchtop based Application solutions in all subsegments of the IND market.
• Establish BBIO as the preferred NMR partner in the Forensic community (e.g. but not limited to: customs, border control, scientific police). Leverage international adoption for expansion in stated region .
• Identify a balanced mix of target customers, qualify & maximize BBIO’s business potential for “Designed-In” solutions, and establish sustainable business co-operations with their Decision & Buyer Center in order to deliver business performance (NOB, Revenue, GM) according to the annual and quarterly plan.
• Act as Key Account Sales Manager for specific IND Accounts in stated territory that have been assigned. Drive all necessary communication, demo activity, legal requirements, quoting and follow up activities required to close sale in designated opportunities.
• Focus on penetration strategies for assigned qualified Key Accounts with the goal to achieve “Design-In” projects when possible.
• For assigned qualified Key Accounts, maintain strong account knowledge and management, ensure that all required resources are utilized in an effective and timely manner to meet the defined customer issue resolution needs (SLS, Back Office) where required. Protect and enhance BBIO’s customer facing reputation. Lead regular interdisciplinary key account task force meetings to resolve pending topics quickly and efficiently.
• Work in accordance with Miller Heiman Strategic and Key Account Selling Methodologies.
• Accountable for business results, including annual and quarterly NOB and revenue/market share targets in the IND Market in stated territories. Own, measure and report sales progress and accurate forecasting within a timely manner through a set of relevant KPI’s within CRM (Salesforce.com).
• Responsible for implementing the BBIO sales expansion strategies for IND markets in stated region.
• Closely work with Head of BU IND and BBIO Marcom to create and execute impactful market lead generation and awareness campaigns in stated region, with the aim of maximising sales growth. Attend specialized events to promote BBIO’s solutions, and assist with the proactive follow up of leads generated
• Closely work with local Field Application Experts to minimize Sales cycle and time to money for opportunities (time to convert Lead2NOB).
• Keep abreast of key priorities and changes in IND Market trends, including changes in regulatory requirements which may pertain to the business, and providing feedback to Global Sales Director – IND and Market Management, as well as R&D team on a regular basis

Qualifications:

• High level of autonomy, Self-disciplined and reliable, strong time management skills
• Strong sales-oriented attitude combined with Performance culture
• High productivity, high quality work
• Strong drive and enthusiasm combined with can-do attitude
• Excellent interpersonal skills and teamwork spirit
• Ability to adapt to change rapidly if needed
• Strong analytical and organizational skills
• Problem-solving positive attitude
• Accessible and open personality
• Excellent communication (both written and oral) skills
• Impeccable personal presentation
• A proven team player with a strong work ethic who will enhance the performance of the BBIO Market Sales 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.
• Success in working in a global, multi–cultural organization. Is comfortable with ambiguity

• Grow BBIO‘s sales through New Order Booking and Revenue Recognition in stated territory (IND Markets) by leveraging the full BBIO portfolio relevant to Industrial customers.
• Through building sustainable business partnerships with major corporations in all IND Subsegments including Forensics community, position BBIO as an End-to-End partner for the complete value chain in the segment and an endorsed supplier in the IND market place.
• Sell BBIO’s complete solution portfolio, ranging from Industrial Screeners, software and services,to Benchtop based Application solutions in all subsegments of the IND market.
• Establish BBIO as the preferred NMR partner in the Forensic community (e.g. but not limited to: customs, border control, scientific police). Leverage international adoption for expansion in stated region .
• Identify a balanced mix of target customers, qualify & maximize BBIO’s business potential for “Designed-In” solutions, and establish sustainable business co-operations with their Decision & Buyer Center in order to deliver business performance (NOB, Revenue, GM) according to the annual and quarterly plan.
• Act as Key Account Sales Manager for specific IND Accounts in stated territory that have been assigned. Drive all necessary communication, demo activity, legal requirements, quoting and follow up activities required to close sale in designated opportunities.
• Focus on penetration strategies for assigned qualified Key Accounts with the goal to achieve “Design-In” projects when possible.
• For assigned qualified Key Accounts, maintain strong account knowledge and management, ensure that all required resources are utilized in an effective and timely manner to meet the defined customer issue resolution needs (SLS, Back Office) where required. Protect and enhance BBIO’s customer facing reputation. Lead regular interdisciplinary key account task force meetings to resolve pending topics quickly and efficiently.
• Work in accordance with Miller Heiman Strategic and Key Account Selling Methodologies.
• Accountable for business results, including annual and quarterly NOB and revenue/market share targets in the IND Market in stated territories. Own, measure and report sales progress and accurate forecasting within a timely manner through a set of relevant KPI’s within CRM (Salesforce.com).
• Responsible for implementing the BBIO sales expansion strategies for IND markets in stated region.
• Closely work with Head of BU IND and BBIO Marcom to create and execute impactful market lead generation and awareness campaigns in stated region, with the aim of maximising sales growth. Attend specialized events to promote BBIO’s solutions, and assist with the proactive follow up of leads generated
• Closely work with local Field Application Experts to minimize Sales cycle and time to money for opportunities (time to convert Lead2NOB).
• Keep abreast of key priorities and changes in IND Market trends, including changes in regulatory requirements which may pertain to the business, and providing feedback to Global Sales Director – IND and Market Management, as well as R&D team on a regular basi