Regional Account Manager (m/f/d)

Overview

Bruker is enabling scientists and engineers to make breakthrough post-genomic 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 post-genomic life science molecular and cell biology research, in applied and biopharma applications, in microscopy and nanoanalysis, as well as in industrial and cleantech research, and next-gen semiconductor metrology in support of AI. Bruker offers differentiated, high-value life science and diagnostics systems and solutions in preclinical imaging, clinical phenomics research, proteomics and multiomics, spatial and single-cell biology, functional structural and condensate biology, as well as in clinical microbiology and molecular diagnostics.Bruker Spatial Biology is a provider of life science tools for translational research. The company\’s technology enables a wide variety of basic research and translational medicine applications.

This Regional Account Manager will provide strategic direction and tactical focus for the nCounter Platform as well as the Spatial Platforms within the assigned territory to meet and exceed quarterly and annual revenue goals. The RAM is responsible for identifying and establishing relationships with new customer accounts for the sale of capital equipment and pilot projects leading to instrument sales. The RAM will work closely with Sales, Marketing and Field Application teams to ensure successful partnering to achieve territory revenue goals. The RAM is responsible for generating revenue by selling directly to customers primarily via face-to-face customer interactions.

Responsibilities

• Establish relationships with new accounts and secure sales with new customers that achieve assigned sales quotas including monthly and quarterly targets.
• Drive the entire capital equipment sales cycle from initial customer engagement to closed sales including pilot projects.
• Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking and partnering with Field Application Scientists and other sales roles.
• Qualify prospects against company criteria for ideal customers and sales stage gating.
• Consult with prospect about business challenges and requirements, as well as the range of options and value proposition of each.
• Maintain a high level of relevant domain knowledge related to the Platforms in order to have meaningful conversations with prospects.
• Identify and present to key decision makers including senior executives and managers.
• Work with technical support and marketing product specialists where required to address customer requirements.
• Develop and maintain territory plans with Marketing and Field Applications team, which outline how sales targets will be met on an ongoing basis.
• Develop and maintain account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
• Highly effective CRM management including detailed notes on prospect and customer interactions and funnel management to enable forecasts on best case and most likely sales revenue for current and next quarter.
• Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers (i.e. cell sorting and quality antibodies).
• Partner with Marketing to plan and execute lead generation campaigns.
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
• Identify sales support requirements and work with marketing to develop improved sales tools.
• Be a positive representative of the company and its brand in the marketplace.
• Conduct all sales activities with the highest degree of professionalism and integrity.

Qualifications

• MS or BS in Molecular Biology, Biochemistry or related field
• A strong understanding and familiarity with gene expression technology, single cell and spatial biology is required.
• A minimum of 5 or more years of field experience with a proven track record of success.
• Excellent communication skills, as well as a pre-existing knowledge of the life sciences market and accounts in the territory preferred.
• Ability to create and deliver highly effective presentations.
• Strong working knowledge of the sales process (quoting, purchasing, revenue recognition) as well as a good understanding of the Miller Heiman selling process and terminology required.
• An ability to travel 25-50% of the time (South of Germany & Switzerland).
• Fluent level of German and English.
• Ability to create and deliver highly effective presentations
• Highly self-motivated with a desire to participate in the growth and success of the commercial team.
• Effective organizational and administration skills including CRM and process documentation experience with a focus on accuracy and efficiency.
• Exceptional communication skills, both verbal and written.
• Excellent time management and project management skills.
• Ability to effectively participate in cross functional teams to launch new products or investigate customer issues