Strategic Account Manager (SAM) - Global Pharma

Bruker is one of the world's leading analytical instrumentation companies enabling scientist to make breakthrough discoveries and develop new application that improve the quality of human life. Our high-performance products and high-value life science and diagnostic solutions are trusted by leading businesses, institutes, and scientists worldwide. Today, more than 8,500 employees at over 90 locations are working on this permanent challenge to make the world a better place.

The Strategic Account Manager for Global Accounts in the Pharmaceutical and CRO segments will be responsible for driving revenue growth, building strong client relationships, and delivering innovative solutions for a portfolio of high-value global accounts. You will play a critical role in driving long-term value, building trusted partnerships, and overseeing the strategic growth of key global accounts within pharmaceutical companies and CROs, focusing on understanding client challenges and providing tailored solutions that support drug discovery and development, regulatory compliance, and operational efficiency. The role requires a deep understanding of the pharmaceutical and CRO industries, with a focus on managing complex, multi-tiered client relationships across various regions and functions.

Key Responsibilities:

Strategic Account Planning:

Develop and execute strategic account plans tailored to each client, ensuring alignment with corporate objectives and revenue goals.
• Conduct detailed account mapping and segmentation to identify growth opportunities within assigned accounts.
• Work with cross-functional teams, including R&D, marketing, and operations, to align solutions with the specific needs and objectives of pharmaceutical and CRO clients.

Relationship Building & Client Engagement:

• Establish and strengthen relationships with key stakeholders, influencers, and executives with C-level across client organizations, ensuring the company is viewed as a trusted partner.
• Serve as a trusted advisor, understanding clients' strategic goals, and acting as the main point of contact for all engagements - overseeing and coordinating all client interactions to ensure seamless delivery of products, support, and services.
• Regularly conduct client business reviews to communicate the value delivered, address challenges, and identify new business opportunities.

Revenue Growth & Business Development:

• Identify and drive growth opportunities within existing accounts, including cross-sell and upsell opportunities, aligned with clients' drug discovery and development needs.
• Create and maintain a healthy funnel of current and future opportunities in assigned accounts - prospecting for instrument, consumables, and service opportunities.
• Work closely with internal sales and business teams to create customized proposals and deliver presentations that showcase the company's value.
• Achieve or exceed revenue targets for assigned accounts, actively tracking and regularly reporting on account performance and revenue forecasts.

Cross-Functional Collaboration:

• Work closely with internal teams (sales, operations, product development, legal, and finance) to deliver consistent, high-quality service and address client needs effectively.
• Support account-based marketing strategies and campaigns in collaboration with the marketing team to enhance account engagement.
• Facilitate communication with other global account teams, ensuring consistent messaging and execution of account plans.

Market Insights & Thought Leadership:

• Stay up to date with trends, regulatory changes, and industry advancements in the pharmaceutical and CRO sectors, identifying potential opportunities and risks.
• Leverage insights to proactively propose new ideas and solutions that help clients address market challenges and drive value.
• Collaborate with product and innovation teams to communicate client feedback, influencing new offerings and enhancements that align with industry needs.

Account Performance & Reporting:

• Maintain account dashboards and regularly update performance metrics, revenue forecasts, and client satisfaction metrics.
• Conduct regular account health checks and risk assessments on accounts to identify issues and proactively address them.
• Prepare and present quarterly account performance reviews to internal stakeholders, highlighting account health, opportunities, and any challenges.

Qualifications:

• Education: Bachelor's degree in Life Sciences, Business, or a related field; advanced degree (MBA, MS/PhD in Life Sciences, or related) preferred.
• Experience: 8-12+ years of experience in strategic account management or consultative sales within the life sciences industry, with a specific focus on pharmaceutical and CRO segments.
• Skills:
• Demonstrated success in growing and managing complex, global accounts, ideally within pharmaceutical and CRO sectors.
• Utilize competitive, customer, and product knowledge to lead and assist in establishing competitive barriers to market penetration by positioning Bruker Spatial Biology solutions.
• Strong technical/scientific acumen, protein and RNA biomarker technologies supporting drug discovery and development, technology requirements in regulated environments. Histopathology acumen is a plus.
• Strong business acumen and knowledge of drug discovery and development, regulatory frameworks, and operational processes within the pharmaceutical and CRO industries.
• Exceptional interpersonal and communication skills, with experience presenting to and engaging all stakeholder levels, including C-level stakeholders.
• Ability to navigate and coordinate within complex, matrixed organizations and manage cross-functional teams across regions.
• Analytical and strategic mindset, with experience using CRM and analytics tools to drive account strategy and decision-making.
• Flexibility for national and international travel to support client engagement as needed - up to 50%.

At Bruker, base salary is part of our total compensation. The estimated base salary range for this full-time position is between $80,000 and $120,000 provides an opportunity to progress as you grow and develop within a role.The base salary for the role will depend on a several job-related factors, including, but not limited to education, training, experience, the geographic location of the successful candidate, skills, competencies, job-related knowledge and travel requirements for this position. 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