Business Development Manager (m/f/d) – Geoscience and Forensic Science

Bruker BioSpin is a company that enables scientists and engineers to make breakthrough discoveries and develop applications to improve human life. The Business Development Manager will play a pivotal role in defining strategic activities across sales and product development, aiming to strengthen the company’s market position and drive sustainable revenue growth.

Responsibilities:

• Manage worldwide Market Segment activities (Sales, Business Development Management, Segment Sales Application and Segment Marketing) for the assigned Market Segment(s) in cooperation with HUB Managers/Directors, Bruker AXS Marketing and Product Managers reporting to the Business Development Director
• Manage worldwide assigned Key Accounts in cooperation with Sales, Bruker AXS Marketing and Product Managers reporting to the Business Development Director
• Co-Manage the development of Direct and Indirect Sales activities globally for all Bruker AXS products for respective market segment(s):
• Supports the decisions on Sales Lead and Sales Opportunity ownership globally (exp. Via CRM data)
• Defines the adaptation of the standard Bruker AXS Sales Process to potential specific requirements in respective Market Segment
• Discount approval support for segment specific items
• Discount approval support for segment specific Sales Opportunities
• Execute on sales strategies regarding identified successful applications (voice of customer, VOC) for Bruker AXS products in the segment
• Provide Sales FC for market segment
• Manage Sales Application activities globally for all Bruker AXS products for respective market segment:
• Supervises application development for respective segment
• Prioritize and communicate internally Sales Application activities (sample testing, application demos and application notes) globally for respective segment
• Manage planning and execution of segment specific workshops and other customer events globally
• Manage Segment Marketing activities globally for all Bruker AXS products for respective market segment:
• Define the market TAM (Total Available) and SAM (Served Available) in units and revenue by region and product line for respective segment
• Provide competitive intelligence for segment to all Bruker AXS
• Manage creation, distribution and internal training of segment specific sales support documents/collaterals
• Decide with Bruker AXS Marketing on segment specific marketing activities globally
• Work together with Bruker AXS Service on Service concepts and Service pricing for respective segment
• Support the establishment and management of segment specific price lists (i.e. segment specific products)
• Manage Business Development activities globally for respective segment:
• Identify successful applications for Bruker AXS products in segment and set up Bruker AXS internal communication/training strategy for each of these applications
• Develop marketing and sales strategies regarding identified successful applications of Bruker AXS products
• Manage the identification and development of new Sales Channels, Key accounts in respective market segment
• Manage the implementation of Segment Focused Inside Sales campaigns together with Application Managers, Product Managers and marketing:
• Ideal Customer Definition
• Inside Sales Campaign material creation (together with the team)
• Inside sales training management on the specific segment campaigns
• Support in customer facing tasks and follow-up activities when needed
• The Business Development Manager can also act as Key Account Manager if assigned to with following activities
• Oversee the assigned account
• Key HQ Account level dedicated actions and responsibilities
• Regular HQ visits/interactions
• Provide product introductions (in close connection with Product Managers), discuss application needs (in close connection with Application managers), Discuss Service needs (in close connection with Service managers), discuss product needs and roadmaps (in close connection with Product Managers)
• Establish and manage segment specific price lists (i.e. segment specific products) in close connection with Product managers
• Build strong relationships from Top down and with all levels
• Regional/Local Support Account level dedicated actions and responsibilities
• Visit major subsidiaries with local sales managers
• Visit other subsidiaries as required by local sales managers
• Decides on Sales Lead and Sales Opportunity ownership globally (exp. via CRM data)
• Internal communication dedicated actions and responsibilities
• Keep global sales team informed of co-operation and directions with regular calls/meetings and implementing an efficient internal communication strategy
• Keep SFDC KAM reference record up to date including
• Meeting minutes
• Organigram
• Global opportunities
• Pivot role with other internal functions to ensure constant and adequate level of attention from Bruker AXS organization to the KA customer

Requirements:

• Bachelor degree in Geoscience, Material Sciences, Physics or Chemistry, and respectively related sciences
• Business degree (MBA or equivalent) respectively minimum 3 years of budget and/or PnL responsibility and/or Strategic/technical Marketing and Business Development
• Qualify candidate should have minimum 5 years of experience in the Geoscience market industry with knowledge in Sales and Marketing in analytical techniques and specific processes
• A down-on-earth work attitude, problem-solving skills, and the ability to complete sales and marketing related tasks
• Strong understanding of mineral and oil&gas production processes and/or associated analysis technologies (micro-XRF, SEM-EDS, XRD, XRF, etc.)
• Sales experience and a track record of success in the high-tech sector, ideally in analytical instrumentation