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When you're part of the team at Thermo Fisher Scientific, you'll do important work, and you'll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you'll find the resources and opportunities to make significant contributions to the world.
Location/Division Specific Information
The Sr. Regional Market Development Manager is part of the commercial organization supporting the Genetic Sciences Division (GSD) portfolio which provides high-value genomic data to assist critical decisions in research and applied markets
Sr. Regional Market Development Manager, Channel Management (Biosciences)
The Regional Market Development Manager (RMD) for Channel Management is the liaison between the Genetic Sciences and Biosciences Divisions to drive real-time PCR consumables revenue in North America through Go-to-Market strategy development, execution and demand generation. S/he will be responsible for defining and implementing regional and globally developed campaigns, events and promotions to build a pipeline of prospects, and engage with customers across research, biopharma and industrial segments. Reports to Director, Regional Market Development.
The successful candidate will be a results-oriented leader and will coordinate closely with Global Market Development, Product Management, Sales and other partners at various levels in the company. S/he acts as project lead and liaison to internal and outside vendors, maintaining excellent professional relationships, in order to facilitate the conversion of marketing ideas and messages into effective marketing programs.
Lead cross functional teams as an individual contributor to develop tactical action plans that drive revenue growth.
Develop annual strategic marketing plans and network them with Sales, Product Management and Global Market Development. Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Update plans quarterly based on the market opportunity and channel feedback.
Drive qualified lead generation and conversion programs that result in sales and long-term customer satisfaction. Measure and report on market effectiveness.
Develop messaging & tools that communicate the value/brand directly to customers through multiple channels, including sales force, digital marketing, events and word of mouth strategy.
Gain customer insights to develop tools and shorten the sales cycle and provide feedback to product management and global marketing for strategic message and product opportunities.
Maintain relevant knowledge of competitive activities and develop effective countermeasures.
Champion real-time PCR consumables within the Biosciences channel to gain mindshare and encourage business focus; Develop and implement sales force training with assistance from relevant partners; participate in sales discussions and customer visits, where possible.
Work collaboratively with the sales force on business development opportunities.
Lead and drive strategy, cross-business coordination and tactical execution for selected North America-based trade shows and conferences, from large international conferences, to smaller local workshops and seminars.
Establish relationships with key customers in each served market segments to serve as technology advocates and provide collateral content. Create centers of demand within key accounts to drive increased utilization.
Evaluate effectiveness of channel programs and improve upon them.
SKILLS and REQUIREMENTS
Required: Bachelor's degree in molecular biology, genetics, biology, microbiology, and/or cell biology or related discipline with >10 years' experience in a Life Sciences marketing or product marketing role. Sales experience a plus.
Preferred: Masters degree (or higher) in a life science area and/or MBA
Required: Has thorough functional understanding of corporate marketing functions, planning and strategy
Required: Customer focused, results driven and demonstrated business acumen
Preferred: In depth knowledge of the real-time PCR consumables market and competitors with knowledge of gene expression applications.
Required: Able to develop, align and execute impactful tactical plans with clear objectives, quality deliverables and key performance metrics.
Required: Ability to work on problems of routine to diverse scope. Ability to influence at a senior level without direct authority. Identifies problems, proposes resolutions, answers questions from customers and sales colleagues, gains cooperation of others to implement efficient solutions.
COMMUNICATION, WRITTEN AND ORAL
Solid coaching and leadership skills to lead and provide functional area guidance and expertise to the team.
Participate proactively and consistently, and play an active, positive role in working through various levels of operating mechanisms, including internal and external partners to achieve goals of the company, customer, and colleagues.
Provide routine updates through verbal and written communication of successes, failures, best practices, etc. to improve the overall operating efficiency of the team.
Must be willing to learn and take coaching from peers and supervisors/superiors, both in success and failure.
Field travel up to 30-40% travel.
Utilize proven organizational skills to successfully manage territory sales activities.
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