Regional Sales and Applications Specialist (m/f/d)

Overview

Bruker is enabling scientists and engineers to make breakthrough post-genomic 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 post-genomic life science molecular and cell biology research, in applied and biopharma applications, in microscopy and nanoanalysis, as well as in industrial and cleantech research, and next-gen semiconductor metrology in support of AI. Bruker offers differentiated, high-value life science and diagnostics systems and solutions in preclinical imaging, clinical phenomics research, proteomics and multiomics, spatial and single-cell biology, functional structural and condensate biology, as well as in clinical microbiology and molecular diagnostics. 

For more information, please visit www.bruker.com.

The Infection Diagnostics division of Bruker SA (Pty) Ltd. is a leading supplier of a full range of “state of the art” diagnostic solutions in the Southern African market. Starting out as Hain Lifescience SA, an entity of Hain Lifescience GmbH (Germany), following acquisition of the global business in 2019, the legacy Hain molecular diagnostic business was merged with Bruker’s Microbiology business to form the Bruker Microbiology and Infection Diagnostics (BMID) division, under Bruker Daltonics (Bruker Corporation, USA). We take great pride in the manufacturer, supply and support to high quality, accurate and cost-effective molecular diagnostic solutions for tuberculosis, HIV, and other infectious diseases, with Bruker SA BMID division holding both ISO 9001 and ISO 13485 certifications. During the last year, Bruker has successfully completed acquisition of the molecular diagnostics division of ELITech Group S.p.a. (Turin, Italy) further expanding our broad portfolio to include sample-to-result molecular diagnostics solutions. Geographies covered by the Bruker SA Infection Diagnostics division team include SA, Lesotho, Eswatini, Mozambique, Zimbabwe, Botswana, Namibia, Angola, Zambia, Malawi, Rwanda, Uganda, Djibouti, Ethiopia and Nigeria.

Bruker SA (Pty) Ltd. is seeking a suitable candidate, to be based out of our Johannesburg office (Woodmead), to fill the position of Regional Sales and Application Specialist within the Infection Diagnostics division. This individual will be responsible for both public and private sector engagement within South Africa and African territories, as well as engagement and management of 3rd party distribution partners in African territories. The successful candidate will be responsible for the implementation and execution of commercial strategies within their territory to protect and grow the existing customer base and revenue generation, to further expand revenue generation and market-share through development of new customer relationships.

Responsibilities will also include training and applications support for all products within the Bruker Infection Diagnostics portfolio, troubleshooting and resolution of customer queries/complaints/challenges, gathering of market intelligence and competitor insights, ensuring regulatory compliance in all territories, development of revenue and product forecasts, and contributing to strategic planning.

Responsibilities

• Establish, develop and maintain positive business, customer, key stakeholder and 3rd party distributor relationships through regular visitation and contact, with strong emphasis on pro-active engagement and development of new business relationships.
• Present, promote and sell products/services using solid, logical arguments and collateral materials to existing and new/prospective customers.
• Actively drive new business development through development of new leads and sales pipeline both in South Africa and in assigned African territories. This includes but is not limited to joint visitations to Ministries of Health, National Reference Labs and key stakeholders in African territories in conjunction with 3rd party distribution partners.
• Provide applications support and training to existing and new customers, and co-ordinate applications support to African customers with 3rd party distribution partners.
• Gather all information relating to customer queries/complaints/challenges on products and perform troubleshooting, in collaborations with technical services and technical support teams, to ensure expedited resolution of customer queries/complaints/challenges to maximum satisfaction.
• Achieve monthly targets and outcomes within schedule. This includes but is not limited to execution of defined sales strategies, monthly engagement with 3rd party distribution partners to discuss market trends, strategies and market opportunities, as well as attendance of relevant conferences, symposiums.
• Coordinate sales effort with team members and other departments, including but not limited to sharing of successful and unsuccessful strategies and approaches, market trends, competitor information, scientific information, articles and press releases.
• Completion and submission of tenders and requests for quotations (RFQs) within required deadlines.
• Ensuring regulatory compliance in assigned territories in conjunction with 3rd party distribution partners.
• Analyze overall market potential for Bruker Infection Diagnostics products and services.
• Actively gather current marketplace information on existing and newly introduced products, delivery schedules, pricing, merchandising techniques and services in order to monitor competition.
• Supply management with all required reports and feedback on sales opportunities, sales pipeline, revenue forecasts, customer needs, problems, interests, competitor activities, potential for new products, specialized laboratory projects/studies and current market trends, within stipulated timelines.
• Attend all meetings and conference calls, sales and marketing events, industry trade meetings and training sessions to keep abreast of the latest developments and provide market insights.
• Adhere to processes and procedures outline in Quality Management System (ISO 9001 and ISO 13485).
• Prompt response to communications or communication attempts by customers, stakeholders, team members, management and other departments.

The abovementioned responsibilities are by no means comprehensive or exhaustive, and may be amended to fit the company’s requirements.

Qualifications

Mandatory requirements

• Bachelor of Science degree in microbiology, virology, molecular biology or closely related field.
• Minimum of 3 years of sales experience, with at least 2 of those years of experience being in IVD medical diagnostics sales market, and a track record of commercial execution and excellence in achievement of revenue targets and key strategic objectives AND/OR equivalent demonstratable laboratory experience with Bruker LiquidArray system and/or ELITech InGenius system.
• In the absence of sales experience, strong demonstratable applications support experience with IVD molecular diagnostic systems and assays will be considered.
• Computer literacy including experience on MS Word, Excel and Powerpoint.
• Experience with CRM systems for management of customer information and engagements, and ERP systems.
• Drivers License Code B/08.
• Willingness to travel within South Africa and to assigned African territories.

Advantageous experience

• Sales experience with molecular diagnostic and sample-to-result IVD solutions related to Tuberculosis, HIV, sexually transmitted infections, respiratory pathogens and other infectious diseases.
• Sales experience in Africa including onboarding, maintenance, regular engagement with 3rd party distribution partners and regulatory compliance.
• Engagement with key stakeholders at regional/provincial/national level within focus segments (public and private diagnostic pathology laboratories, Ministries of Health, academic and research institutions, NGO’s).
• Experience with Sales Force CRM and SAP ERP systems.
• Revenue and product forecasting.
• Experience in ISO 9001 and ISO 13485 certified organizations.

Personal Skills

• Developing new and maintaining existing customer relationships.
• Strong communication, verbal and written, and presentation skillsets.
• Strongly self-motivated and displays initiative and pro-activeness.
• Leadership and mentoring qualities.
• Excellent planning, organizational and time-management skills with strong attention to detail.
• Track record of meeting deadlines and commitments.
• Ability to work in a team environment and collaborate cross-functionally across the organization to achievement targets and objectives
• Conflict resolution
• Strong financial, business acumen and good judgment

Ability to research and collate complete, accurate and up-to-date data/information/feedback, and utilize available tools to develop complex customer-specific solutions and proposals.