Market Sales Representative – FAS –Western & South Europe Job at Bruker – in Ettlingen
The Market Sales Representative Food Analysis Solutions – (FAS) is responsible for lead execution of the FAS Market Sales strategy in Southern and Western Europe, with the key objective to deliver on defined sales targets (Quarterly) and to drive growth in the FAS Market. 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 Market Sales Representative – FAS will work in close collaboration with the Market Manager FAS, 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 FAS Market, thus enabling BBIO to leverage its full existing Solution Portfolio across customers value chains.
The Market Sales Representative – FAS 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 FAS Market in the defined territory.
You are responsible for the sales of BBIO total solutions in the FAS market, and potentially specific selected Key Accounts (either in a Global KA sales role or in a regional support capacity). This role will generate sustainable growth by broadening value, with existing and novel solutions (for the customer end-to-end value chain), while strengthening the business and partnerships with established customers.
You have advanced specialized knowledge and understanding of the FAS market and should become a trusted partner for our customers in that segment. They will also develop our business by pro-actively targeting new customers in full alignment within the Commercial Organization.
Grow BBIO‘s sales through New Order Booking and Revenue Recognition in stated territory (FAS Markets) by leveraging the full BBIO portfolio relevant to Food Analysis Solution customers.
Through building sustainable business partnerships with major corporations in all FAS Subsegments, position BBIO as an End-to-End partner for the complete value chain in the segment and an endorsed supplier in the FAS marketplace.
Sell BBIO’s complete solution portfolio, ranging from Food Screeners, software, and services, to Benchtop based Application solutions in all subsegments of the FAS market.
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 FAS Accounts in stated territory that have been assigned. Drive all necessary communication, demo activity, legal requirements, quoting and follow up activities required to close sales 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 FAS 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 FAS markets in stated region.
Closely work with Market Manager – FAS 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 FAS Market trends, including changes in regulatory requirements which may pertain to the business, and providing feedback to Global Sales Manager – Market Sales – FAS and Market Management, as well as R&D team on a regular basis
Bachelor’s degree or 5+ years’ commensurate experience with active progress toward FAS/Industry-related education. MS and or PhD desirable.
Experience with US Stock-Listed standard, compliance training (code of conduct / FCPA…)
High Standard Sales methodology training (I.e. Miller Heiman strategic selling…)
Excellent written and verbal communication skills
Current valid driving licence
No visa disqualification from the USA or EU or China.
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
Company: Bruker –
Company Location: Ettlingen