Job Description

Division: Genetic Sciences Division and Clinical Next Generation Sequencing Division Position Objective Identify, evaluate and execute opportunities to out-license and supply products, on an OEM (Original Equipment Manufacturer) basis, to molecular diagnostic companies for their use in their products and services.

• Identify and evaluate potential new business opportunities to sell the Company’s products to other companies to be used by them on an OEM basis and/or license Company’s intellectual property to third parties. Focus on molecular diagnostic related workflow (sample prep, qPCR, sequencing, Next Generation sequencing, micro-arrays).
• Participate on, and may lead, cross-functional teams to execute on client opportunities that include legal, licensing, manufacturing, marketing, R&D, etc.
• Develop pricing proposals for large, complex, often multi-year deals and contracts. Make informed judgments of value to the customer upon which to develop pricing proposals for highly customized products, for which easy benchmarks are often unavailable. Negotiate other terms and conditions.
• Understand and act in accordance to applicable licenses and intellectual property, as well as monitor and manage contracts and relationships with clients and possibly the company’s in-licensing team.
• Coordinate technical support to determine client needs, respond to inquiries, and resolve problems in a timely fashion. Investigates product issues and ensures satisfactory resolution of customer complaints.
• Build partnership relationships with OEM customers for Genetic Science and Genetic Testing Solutions.
• Develop and execute on molecular diagnostic OEM strategy that aligns to each business unit’s strategy.
• Identify and evaluate potential OEM commercial supply business opportunities to sell the Company’s products and capabilities to instrument providers, IVD (In Vitro Diagnostics) companies and assay developers.
• Create productive multi-level client relationships (e.g, “C” suite, department heads in R&D, production, commercial, etc. ) with client companies.
• Actively participate on, and may lead, cross-functional teams to execute on client opportunities that include coordination of legal, licensing, manufacturing, marketing, R&D, etc.
• Collaborate with Licensing and Commercial Supply team and business unit partners to develop business/partnership frameworks for large, complex, often multi-year mutually beneficial partnerships.
• Make highly informed judgments of value to the customer upon which to develop financial terms for highly customized products, for which easy benchmarks are often unavailable. Negotiate other business terms and conditions.
• Determine client needs, respond to inquiries, and resolve problems in a timely fashion. Investigates product issues and ensures satisfactory resolution of customer complaints.

• Participates with other team members to develop business plans and objectives across the product and IP portfolios of the company.
• Ability to effectively negotiate with and influence potential clients, partners, vendors, and internal staff required.
• The ability to effectively shift priorities and work at a rapid pace required.
• Proven relationship building skills required.
• Excellent communication skills, including writing, articulating, listening, and questioning skills required.
• Ability to effectively interface with all levels inside and outside the company, including senior management required.
• Knows the fundamental concepts of intellectual property, patents and contract law.
• Knowledge of IVD regulations, CLIA and manufacturing quality standards. Advanced knowledge of molecular biology and, specifically, of Company products.
• Excellence technical expertise needed on Genetic Analysis instruments (Capillary electrophoresis sequencing, qPCR, Next Generation Sequencing, micro-array).

• Requires a bachelor’s degree in any life science, or the equivalent combination of education and experience. Advanced degree and/or MBA preferred.

• Requires a minimum of 5 years of relevant experience, including lead development, negotiation of supply agreements, sales funnel management, product development/commercialization and competitive market research.
• Demonstrated ability to lead teams without being the manager both internally and externally.
• Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations required.