Key Account Manager

Bruker is enabling scientists to make breakthrough 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 life science molecular and cell biology research, in applied and pharma applications, in microscopy and nanoanalysis, as well as in industrial applications. Today, worldwide more than 8500 employees are working on this permanent challenge at over 90 locations.

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As an important member of the Bruker Nano Surfaces and Metrology Division (BNSM) Sales Team, the Key Account Manager will manage and lead two strategic accounts and several regional accounts. The position is preferably located in Munich or Regensburg or Karlsruhe, Germany. The Key Account Manager will work with new and existing customers to address their AFM, X-Ray, optical metrology, and photomask repair needs. Bruker AFM, X-Ray, optical metrology, and photomask repair products are used in a wide range of applications within the largest semiconductor manufacturers in the world. Our customers’ reputations and success depend on our passion for solving their most complex measurement problems. This individual must be a proven semiconductor equipment sales executive with demonstrated experience in exceeding quota, leading account penetration activities, and selling complex solutions to engineering, manufacturing, and development teams.

Key Account Manager (m/f/d)

We are looking for a Key Account Manager (m/f/d) to join our Sales team.

 Responsibilities

• Develop key account strategies for promotion and sale of AFM, X-Ray, optical metrology and photomask repair equipment within assigned semiconductor key accounts and territory.
• Meet or exceed all quarterly objectives for assigned accounts & territories.
• Plan & execute annual Technology Roadmap Meetings (TRM) at our key accounts to include customer executives as well as Bruker executives.
• Become part of a high-performance team environment within Bruker, driven by winning.
• Develop and maintain effective customer relationships at all levels of the buying organization. Continually manage communication with the customer to further strengthen the relationships and ensure customer satisfaction.
• Develop key relationships (at all appropriate levels) within strategic accounts. Profile, call-on, and develop relationships with key executives (Directors, VPs, etc.)
• Provide accurate and timely forecasts along with the ability to maintain a significant opportunity pipeline to assure success and on-going sales growth at the key account(s).
• Develop detailed knowledge of the customers within the territory.
• Develop a strong understanding of the competitive landscape within the region.
• Develop and execute strategic and tactical sales plans for short- and long-term objectives.
• Evaluate and champion emerging and strategic accounts for Bruker Semiconductor Division.
• Work closely with sales, applications engineering, marketing, and field service to assure the highest level of customer engagement and satisfaction
• Establish and manage relationships with cross functional departments within Bruker for product fulfillment, customer service, pricing, etc.
• Provide timely information on competitive activities within the region and overall marketplace.
• Use SalesForce.com as a sales tracking and forecasting tool.
• Oversee the regional weekly sales reporting processes and present information to the Sales Director
• Travel requirements are approximately 30–50% of the work time.

Qualifications 

• B.Sc. with a minimum of 5 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.
• Prior experience in semiconductor capital equipment is a must.
• Positive “can do” attitude, a highly motivated self-starter.
• Prefers to work in a performance-driven environment.
• Very strong interpersonal skills and ability to interface with internal and external customers and support groups within Bruker.
• Excellent leadership, communication, interpersonal and negotiation skills
• Goal oriented with a good track record in achieving sales targets.
• Solid understanding of semiconductor metrology requirements
• Strong technical background – able to understand the problems that our customers are trying to solve, understand our customers’ current and future metrology requirements, and able to recommend new metrology opportunities to Bruker.

What we offer

At Bruker, you can expect an interdisciplinary work environment in an expanding business. You will be part of a highly qualified and dedicated team. Alongside above average employee benefits, we offer training and seminars that support your further development. Bruker is an equal opportunity employer. We evaluate qualified applicants without regard to race, ethnic origin, gender, religious beliefs, disability, age, sexual identity or any other protected characteristics.

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