Job Description

Title: Market Development Manager
Location: Singapore or ANZ The Asia Pacific Market Development Manager for the Ion Chromatography/ Sample Preparation (IC/SP) Business Unit is a member of Strategic & Customer Marketing team and plays a pivotal role in achieving regional bookings and revenue targets. As key liaison between the BU and the regional commercial organizations, this function will lead and implement strategic and tactical Go-to-Market and demand generation plans for our Ion Chromatography, Sample Prep and Discrete Industrial Analyzer portfolios. How you will make an impact? The successful candidate will be a proven, results oriented leader who will closely coordinate across Commercial Sales, Business Unit Strategic & Customer Marketing, Product Management and Finance teams to help develop, lead, and execute integrated growth programs to achieve Asia Pacific Region sales and revenue, enhanced customer satisfaction and market growth targets. What will you do?

• Define, execute and track short and long-term strategic and tactical plans for the business to meet/exceed regional growth targets.
• Assist commercial team by actively helping in identifying new opportunities, advancing them through the Pipeline stages, supporting in quoting process with recommendations on configurations, and ultimately closing orders.
• Develop and implement a key account strategy by working with commercial leaders to drive incremental growth through value proposition and workflow selling solutions.
• Define and lead development of regional sales training program for the business unit to gradually increase knowledge in IC/SP and DIA
• Thoroughly understand local markets and related dynamics and effectively share/cross pollinate within different APJ regions to maximize business opportunity
• Monitor and report on effectiveness of business performance and segments by gathering data and analytics to make strategic recommendations.
• Lead cross-functional teams as an individual contributor to develop tactical action plans that drive growth in key channels and/or customer segments.
• Proactively drive key business processes to support the IC/SP business strategy, including providing input to SIOP, Forecasting, leading Seed Unit Program Approval Process & Inventory management, Standard Work and insights on Pipeline Health and Bookings
• Gather feedback from customers, regional counterparts, and field sales to identify new market trends, opportunities and competitive challenges. Use this information to provide input to inform broader business/market development strategy and drive a sustainable competitive advantage as a strategic partner.
• Together with Commercial Leadership, develop and implement an appropriate channel strategy for each product line.
• Monitor market intelligence including competition, macroeconomics and the regulatory environment, and use it to influence/drive new product introduction (NPI) and deliver on incremental revenue targets for NPI.
• Working on special projects as assigned in connection with the Business Unit goals and strategy

• Track, analyze and report Pipeline and Bookings Growth and Outlook
• Meet or exceed regional growth target
• On-time & on-budget development and delivery of growth programs
• On-time execution of NPI commercialization

• A Bachelor’s degree, an advanced degree highly desirable - MS, Ph.D. or MBA.
• 5-10 years’ progressive experience in commercial, sales, business development or marketing roles in the laboratory and/or process instrument environment. Other industries with relevant experience will be considered.
• Strong Commercial Acumen
• Robust track record in achieving outstanding marketing and/or sales performance in terms of revenue, growth, margins, and customer allegiance/satisfaction.
• Experience with regional marketing responsibility with a demonstrated understanding of global business practices in a global matrix organization.
• Broad knowledge of key stakeholders in the application and use of laboratory products in market and industry domains, preferably in Ion Chromatography, wet chemistry and/or Sample Preparation domain
• Experience in managing stakeholders like distributors and partners, preferably on a country-wide and/or regional basis.
• Familiarity with major region’s government policy and funding practices, e.g., for laboratory products
• Experience in reviewing and assimilating complex and diverse information and customer issues and in recommending appropriate decisions expediently.
• Demonstrated leadership, management and project management experience
• Excellent in oral and written communications skills. Fluent proficiency in oral and written English.
• Ability to effectively communicate go-to-market strategy, metrics, successes, failures, best practices etc. to improve the overall marketing efficiency
• Ability to take a proactive approach along cross-functional lines in working through various levels of operating mechanisms to include internal and external partners in order to achieve goals of the company, customer, and colleagues
• Spend approximately 50% of time travelling.