Sales Channel Manager - Latin America

 

Overview:

As one of the world’s leading analytical instrumentation companies, Bruker covers a broad spectrum of advanced solutions in all fields of research and development. All our systems and instruments are designed to improve safety of products, to accelerate time-to-market, and to support industries in successfully enhancing quality of life. We have been driving innovation in analytical instrumentation for over 60 years now. Today, more than 7,500 employees distributed across 90 locations around the world continue to delight our customers with innovative solutions.

Bruker Nano, one of Bruker’s four operating segments, provides customers in academic and governmental institutions, life science, materials, and applied industries with the tools to determine the characteristics of matter and visualize the structure of molecules. Divisions within BNANO include Bruker AXS, Bruker Nano Analytics, Bruker Nano Surfaces and Metrology, Fluorescence Microscopy, and Canopy.

As part of the Bruker Nano Analytics Team, the Latin America Sales Channel Manager will plan, coordinate and execute the company’s sales’ plan in Latin America with specific emphasis on Brazil. This position is responsible for the development and management of sales channels and OEM partners for the sales of the XMP and EMA product portfolios. To perform this job successfully, this individual must be motivated and able to work independently. This individual must be a proven sales and/or sales manager within the metrology instrumentation arena with demonstrated experience working with distributors, OEMs, and sales representatives.

Responsibilities:

• Work with the Regional Sales Manager and Sales Team to develop and execute a sales and marketing plan for Latin America
• Establish and maintain a strategic sales channels for XMP products in Latin America
• Act as a liaison between OEM channel partners and BNA, supporting OEM partners as necessary in sales of EMA products
• Meet or exceed all quarterly objectives for assigned geographical area in sales
• Establish a thorough and detailed knowledge of all assigned products and their applications including specifications, method of operation, feature advantage benefits, prices, terms, deliveries, etc.
• Maintain a significant opportunity pipeline to assure success and on-going growth for the region
• Develop and execute strategic and tactical sales plans for short and long term objectives
• Develop detailed knowledge of the customers within the region
• Develop key relationships (at all appropriate levels) with strategic accounts and distributors
• Evaluate and champion emerging and strategic accounts for Bruker-Nano
• Assure the highest level of customer engagement and support from Bruker-Nano resources in sales, field applications engineers, marketing, inside sales, customer service, manufacturing sales representatives, distributors, etc.
• Oversee the ongoing management of other sales engineers, field sales application engineers, manufacturers sales representatives (these are matrixed relationships) in their region
• Coordinate with product marketing on the development of short and long-term sales strategies, product introductions, new products and features, etc.
• Establish and manage relationships with cross functional departments within Bruker-Nano for product fulfillment, customer service, pricing, etc.
• Provide timely information on competitive activities within the region and overall market place
• Oversee the regional weekly sales reporting processes and present information to the Director of North American Sales
• Use Salesforce as a sales tracking and forecasting tool
• Travel requirements are approximately 50% of the work time.
• Planning, organizing, coordinating and executing his/her own activities within the framework of the company, marketing department, and sales region, policies, procedures and budgets.
• Adequate customer contact and direct sales activity to ensure maximum sales of assigned products in an assigned territory. Efforts shall include locating all prospects, evaluating worth of all prospects, determining needs of prospects, making sales strategy for each prospect, selling each prospect on advantages, etc. of using company's products and most importantly securing orders.
• Being truly of service to each customer and prospect by keeping them aware of all company's products, by helping solve customers' individual problems, to establish and maintain effective personal relations with each customer and prospect.
• Establishing and maintaining a professional competence with latest sales methods and techniques.
• Submitting weekly expense reports, monthly customer/territory status reports (including won/lost sales data), quarterly long range forecasts, and other reports as requested on a timely basis.
• Preparing and issuing quotations or proposals in response to customers' RFQ's on a timely basis on standard company products in accordance with prices and terms of company's standard price schedules.
• Participation in local trade shows as requested.
• Maintaining an up-to-date customer and contact database in the company approved format.
• Other assignments as requested from the Sales Director

Qualifications:

• B.S. with a minimum of 10-years work experience in a multi-tiered, technical selling environment, including but not limited to the selling of both software and hardware products
• At least 5 years of demonstrated progressive management experience in a multi-tiered, technical selling environment, including but not limited to the selling of both software and hardware products
• Very strong interpersonal skills and ability to interface with internal and external customers and support groups within Bruker-Nano
• Highly organized with solid time management & strong multitasking skills
• Strong communication skills both written and verbal
• Prior experience with multiple sales channels is a PLUS
• B.S. in chemistry, physics, engineering or a related field.
• Knowledge of sales techniques, ability to work without direct supervision.
• Fluent in English, Portuguese and Spanish

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