Account Executive III - Los Angeles - ref. v0485723
Overview:
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 research, in applied and pharma applications, in microscopy and nanoanalysis, and in industrial applications, as well as in cell biology, preclinical imaging, clinical phenomics and proteomics research and clinical microbiology.
Today, worldwide more than 8500 employees are working on this permanent challenge at over 90 locations on all continents. Bruker continues to build upon its extensive range of products and solutions, its broad base of installed systems and a strong reputation among its customers.Being one of the world's leading analytical instrumentation companies, Bruker is strongly committed to further fully meet its customers’ needs as well as to continue to develop state-of-the-art technologies and innovative solutions for today's analytical questions.
We are looking for a highly motivated Account Executive to support our comprehensive platform and consumables portfolio in the PNW region. This role will be responsible for driving strategic business expansion opportunities and developing relationships with Key Opinion Leaders (KOLs) and external executive leaders.The Account Executive will work closely with commercial leaders to drive the commercial strategy by achieving their revenue attainment plan within their territory.
Responsibilities:
- Develop and manage territory plan detailing activity for territory sales pipeline with prioritized leads, prospects, and qualified opportunities in support of meeting/exceeding the designated territory attainment plan
- Drive strategic business expansion opportunities with select large pharma/biotech companies pursuing improvements in cell line development and antibody discovery programs
- Develop and maintain relationships with Key Opinion Leaders (KOLs), CXOs, SVPs, VPs, Directors and Scientists at assigned accounts, in part by keeping them informed of the latest developments in BCA’s technology
- Structure strategic plans for gaining new clients while retaining and expanding existing relationships
- Collaborate with colleagues responsible for management and delivery of customer feasibility and milestone programs to ensure successful attainment of program objectives for customers located within the territory
- Work closely with the commercial leaders to drive the commercial strategy as it relates to products and services in pre-sales and post-selling activities. This will include developing and maintaining regular financial and forecast models/updates
- Continually analyze competitive landscapes and environment within assigned accounts to determine territory trends and provide customer feedback to BCA’s Sales leadership
- Evangelize and embody our customer success and respect driven culture at all times to external and internal constituents
- Other duties as assigned
Qualifications:
- BA/BS or MS degree in Life Sciences required, Ph.D. preferred
- Minimum 3 years of direct account management experience in life science tools to BioPharma customers with a history of meeting or exceeding annual revenue goals
- Demonstrated track record of success with significant revenue generation to pharmaceutical or relevant biotechnology companies; experience with capital equipment sales strongly preferred
- Successful record selling at the executive and VP levels
- Keen understanding of the environment, relevant topics and business drivers in the BioPharma antibody discovery and cell line development markets
- Outstanding strategic sales, customer service, and account planning skills
- Ability to handle sensitive information and maintain a very high level of confidentiality
- Advanced presentation skills and business acumen are a necessity, demonstrated by proficiency with Microsoft Office –particularly Excel and PowerPoint
- Ability to travel >50% throughout the territory, as needed
Full-time employees may also be eligible for a performance-related incentive in addition to a full range of benefits including 401(k) with company match, an employee stock purchase plan, medical and dental plans, life insurance, short-term and long-term disability insurance, employee assistance program and paid time off including vacation, sick time and holidays, and more.
Bruker is an equal-opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.
Certain positions at Bruker require compliance with export control laws and as a result, all interviewed candidates for all positions will be screened pre-interview to determine their eligibility in light of export control restrictions