Senior Technical Sales Manager EMEA (m/f/d)

Since its inception in 1951 in Tokyo, Japan, Rigaku has been at the forefront of analytical and industrial instrumentation technology. Today, with over 2,000 employees in more than 60 countries and with hundreds of major innovations to its credit, the Rigaku group of companies is a world leader in the fields of general X-ray diffraction, thin film analysis, X-ray fluorescence spectrometry, small-angle X-ray scattering, protein and small molecule X-ray crystallography, Raman spectroscopy, X-ray optics, semiconductor metrology, X-ray sources, computed tomography, non-destructive testing, and thermal analysis.


 

Role Summary
 The Senior Technical Distribution Manager (m/f/d) is the primary technical authority for Rigaku’s analytical instrumentation portfolio within the EMEA distributor network. The role provides deep application knowledge - especially in XRD - and supports distributors and internal sales teams with advanced technical expertise.

The position works day-to-day under the direction of the Senior Distribution Manager (Commercial) to ensure technical efforts align with commercial priorities, customer needs, and regional growth targets.

This role serves as the go-to technical expert for Distribution Sales Managers and partners, supporting solution design, technical communication, and competitive positioning.
Additionally, the role collaborates closely with Headquarters technical teams and the Application Lab to share field insights, coordinate evaluations, and ensure consistency in technical messaging.

• Serve as the primary technical expert for all distributor-related sales activities across EMEA.
• Support the distribution network throughout the full technical sales cycle, including solution configuration, demonstrations, and advanced technical discussions.
• Act as the go-to person for technical questions from Distribution Sales Managers.
• Provide technical training, onboarding, and competence development for distributors and internal teams.

• Align daily activities and priorities with the Senior Distribution Manager (Commercial).
• Provide technical input for proposals, tenders, and strategic opportunities identified by the commercial team.
• Support accurate pipeline qualification through technical insights.
• Ensure technical messaging and solution design reinforce commercial strategy.

• Serve as a technical advocate between EMEA and Headquarters for:
• Product technical updates and roadmap communication
• Advanced technical questions beyond regional capability
• Complex customer requirements or non-standard configurations
• Provide structured, field-based technical feedback to Product Management and HQ technical teams.
• Align on technical positioning, competitive benchmarking, and application-specific messaging.

• Work closely with the Application Lab team to coordinate:
  • Sample measurements and demonstrations
  • Feasibility studies and technical evaluations
  • Application notes, best practices, and knowledge-sharing
  • Ensure that technical findings from the Lab are communicated effectively to distributors and regional sales teams.

• Support key accounts with high-impact technical guidance and application expertise.
• Participate in trade shows, conferences, webinars, and customer-facing events as the primary technical representative.
• Assist in building tailored technical solutions that address specific customer needs, especially for XRD opportunities.

• Prepare detailed technical documentation, system configurations, and handover packages for post-sales transition.
• Ensure CRM entries reflect accurate technical information (requirements, configurations, risks, etc.).
• Provide regular updates to the Senior Distribution Manager (Commercial) on technical activities, challenges, and opportunities.

• Deep technical expertise in XRD (Rigaku experience preferred); additional XRF/CT knowledge beneficial.
• Excellent ability to translate complex technology into clear technical arguments and customer value.
• Strong communicator capable of supporting both technical and commercial stakeholders.
• Highly collaborative, especially in working with commercial leadership, HQ technical teams, and the Application Lab.
• Structured approach to technical problem-solving and solution development.

• Strong background in analytical instrumentation, ideally with extensive hands-on experience in XRD technologies.
• Experience in technical sales support, applications engineering, or similar customer-facing technical roles.
• Proven ability to support distributors and act as a technical authority within a sales organization.
• Experience collaborating with Product Management, Application Labs, or HQ technical teams.
• Strong communication and presentation skills.
• Degree in physics, materials science, engineering, or related technical discipline (or equivalent experience).
• Proficiency with Microsoft Office and CRM tools such as Salesforce.
• Willingness to travel approximately 50% throughout Europe and internationally

• A multinational work environment
• An attractive compensation package that rewards your expertise and dedication
• Performance-based bonuses that recognise your hard work and contributions
• Opportunities for continuous learning and career advancement
• A modern work environment with state-of-the-art office facilities and technology
• A supportive and inclusive workplace with a focus on teamwork and innovation