Business Development Manager – Government Applied Markets

Bruker Daltonics division offers Mass Spectrometry (MS) solutions for a wide spectrum of analytical applications and market segments.

Bruker Government Applied Markets Business Development Manager will be responsible for growing MS sales to Federal Government accounts in the environmental, agricultural, food, toxicological, forensic, synthetic materials and industrial chemicals analysis market segments in conjunction with the field sales and marketing teams.

This position supports the sales and strategic objectives in the Government Applied Markets in North America.

The objectives include generation of better-than-market business growth within the market segment, acceleration of sales and pipeline development, tracking and timely engagement with emerging government business opportunities, identification and penetration of new accounts and development of business relationships with existing ones, conglomeration of knowledge within the market area, positioning and promotion of Bruker Mass Spectrometry solutions.

Responsibilities:

•  Drive growth of MS sales in North America, within the Government Applied Markets toward an annual sales quota.

•  Understand the customer’s value chain, critical success factors, and key initiatives based on which the business plan and sales strategy are developed.

•  Identify and map target accounts in North America, develop and execute account penetration and development plans.

•  Generate and develop new sales opportunities as part of continued pipeline development for the region.

•  Partner with sales representatives in driving growth of the Government Applied Markets in North America.

•  Support and track the new order bookings and brand image, focusing on new accounts.

•  Prepare and submit monthly and quarterly activity reports, sales forecasts, and pipeline growth reports.

•  Track and timely act on Government business opportunities, FRQs, FRIs, etc.

•  Identify and establish working relationship with Government Key Opinion Leaders (KOLs) and decision makers; leverage these relationships to position and promote Bruker solutions within the applied market segments.

•  Collaborate with North American marketing team on lead generation and nurturing.

•  Study all aspects of the market, including market size in the North American territories, competitive products, technology developments, business opportunities, standardization, and regulations, in order to promote sales.

•  Provide continual education to the Sales and Support teams for key requirements for the Government Applied Markets , communicate how Bruker solutions address customer’s needs, formulate, and present their value proposition.

•  Collaborate with other Bruker divisions offering solutions for the Government Applied Markets to ensure Bruker positioning and leadership in the market.

Qualifications

**Extensive travel required, including international travel.

As conditions of employment, position requires a valid passport.

•  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skill, and/or ability required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

•  Deep knowledge of the Government Applied Markets (customer categories, key accounts, analytical technologies and their typical applications, etc.).

•  Strong personal credibility to influence technical and financial decisions at a high level.

•  Working knowledge of MALDI and HRAM-MS technologies is very desirable.

•  Ability to present and promote Bruker solutions to a variety of prospects and customers.

•  Ability to set priorities, develop and execute plans in a rapidly changing environment.

Education and/or Experience:

•  MS or PhD degree in chemistry, physics, or related disciplines.

•  Minimum 5 years of experience in Government sales or business development.

•  Experience in lead generation, penetration and management of Government accounts.

•  Sound background in analytical technology, and Mass Spectrometry in particular.

•  Working knowledge of Microsoft Office and Salesforce CRM.

• 50% of travel time will be expected both for sales activities and trade shows