Note: The job is a remote job and is open to candidates in USA. Bruker is enabling scientists and engineers to make breakthrough post-genomic discoveries and develop new applications that improve the quality of human life. The Business Development Applied Solutions role focuses on driving growth of mass spectrometry solutions across EMEA, specifically in applied markets such as clinical mass spectrometry and contaminant analysis, while collaborating closely with sales, marketing, and application teams.
Responsibilities
- Own and deliver applied markets MS growth across EMEA, with emphasis on clinical mass spectrometry and contaminant analysis, against annual bookings and pipeline targets
- Develop and execute the EMEA applied markets business plan: segmentation, prioritization, value propositions, competitive strategy, and country-level execution with sales leadership
- Identify, map, and develop target accounts across EMEA (clinical laboratories, hospital networks, reference labs, CROs, environmental labs, food testing labs, and industrial QA/QC) and drive account penetration plans
- Generate and develop new opportunities by aligning to customer workflows (sample preparation, LC-MS/MS methods, data integrity, QA) and emerging needs (new contaminants, evolving clinical assays, regulatory changes)
- Partner with EMEA field sales to qualify, shape, and close strategic opportunities; provide deal coaching, application positioning, and executive-level customer engagement
- Drive new account acquisition and expansion within existing accounts, ensuring strong customer experience and sustained adoption of Bruker MS solutions
- Maintain accurate forecasting and funnel hygiene; prepare and submit monthly and quarterly activity reports, sales forecasts, and pipeline growth reports for EMEA applied markets
- Identify and establish relationships with regional key opinion leaders (KOLs), professional societies, and reference sites in clinical MS and contaminant testing; leverage these relationships to position and promote Bruker solutions
- Collaborate with regional marketing on demand generation, campaigns, and content tailored to clinical MS and contaminant analysis; support regional events, workshops, and conferences
- Monitor the EMEA applied markets landscape including competitors, reimbursement and regulatory trends (e.g., IVDR where relevant), standardization, and emerging contaminants; translate insights into actionable growth initiatives
- Provide ongoing market and application training to sales and support teams; articulate customer requirements and demonstrate how Bruker solutions address compliance, throughput, sensitivity, specificity, and data integrity needs
- Collaborate across Bruker divisions and global product teams to ensure strong EMEA positioning, reference success, and a coordinated go-to-market approach for applied markets workflows
Skills
- Deep knowledge of applied markets, with demonstrated expertise in clinical mass spectrometry and/or contaminant analysis (environmental, food, consumer products, or industrial testing) including customer workflows and buying drivers
- Strong personal credibility to influence technical and financial decisions with laboratory leadership, quality/regulatory stakeholders, and procurement across EMEA
- Working knowledge of LC-MS/MS method development and validation, quantitative workflows, and high-resolution MS technologies
- Ability to present and promote Bruker solutions to a variety of prospects and customers, translating technical performance into outcomes such as improved turnaround time, compliance, and total cost of ownership
- Ability to set priorities, develop and execute plans in a matrixed, multicultural environment and manage stakeholders across multiple EMEA countries
- MS or PhD degree in chemistry, physics, or related disciplines
- Minimum 5 years of experience in business development or sales of capital equipment
- Experience in lead generation, new account penetration and management
- 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
- Familiarity with regulated environments (e.g., ISO 15189/17025, GxP) is desirable
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