Job Description

As a global leader in mass spectrometry, SCIEX delivers solutions for precision detection and quantification of molecules to help protect and advance the wellness and safety of all. Because of our 50 years of groundbreaking innovation, our customers can quickly respond to environmental hazards, better understand biomarkers relevant to disease, improve patient care in the clinic, bring relevant drugs to market faster, and keep food healthier and safer. At SCIEX, you\xe2\x80\x99ll find a rewarding role that amplifies your impact on the world and helps you realize life\xe2\x80\x99s potential. SCIEX is proud to work alongside a community of nine fellow Danaher Life Sciences companies. Together, we\xe2\x80\x99re pioneering the future of science and medicine, developing products that enable researchers in the fight to save lives. Purpose of this role: The Business Development Manager will develop and execute a growth focused business strategy aimed at expanding Echo MS into the Pharma and Biopharma Discovery market. This role will be responsible for Echo MS revenue achievement through the identification, development and closing of opportunities across all markets within the assigned sales region. In addition, this role will engage and advocate with R&D and Product Management teams to ensure adequate Voice of the Customer penetrates strategic planning at the global, regional, product and business unit levels for EchoMS. It will be a priority for this role to maintain and develop customer relationships and work in close collaboration with and through the generalist Sales Team, the Applications/Support Team, Market Development Managers and the global Marketing Teams to position the best possible solutions to the customer and develop sales strategies. The Business Development Manager will develop a network of lead-finding partners and work with thought leading customers to explore and drive new innovative product sales. Lastly, this role will play a critical role, in partnership with our scientific team, to develop applications and workflows for Echo MS to address new potential market and application opportunities. This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following: Business Development & Marketing:

• In addition to Pharma and Biopharma Discovery HTS applications, the candidate will identify new market opportunities and applications that the Echo MS system can uniquely serve
• Develop the value proposition, positioning, and go-to-market strategy for target segments
• Partner with the technical applications team to determine supporting content and collateral required to drive demand in target markets
• Create marketing communication plan and campaigns to generate demand to achieve revenue targets
• Build business cases for new product development aligned to unique business opportunities
• Collect and Document competitive intelligence across product lines and think strategically when preparing custom solutions and workflow proposals
• Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition of EchoMS
• Collaborate with the regional and global field applications teams to define and prioritize product demonstrations and the development of collateral such as tech notes, scientific articles and applications methods that will support sales growth in new markets
• Work with Global Marketing Managers to drive opportunities through regional conferences, seminars, lunch and learns, etc.
• Maintain the latest information on key workflows and market trends and incorporate into local sales strategies.
• Work with the Application/Support Team to manage key demos for associated opportunities including pre-positioning, data review and data presentation.

Customer Intimacy:

• Develop strategic technical, application, and commercial collaborations with customers
• Drive enhanced customer engagement through targeted nurturing programs
• Manage and maintain satisfactory customer expectations for service and support
• Effectively communicate and describe client need to the EchoMS technical team pre-sale
• Manage customer expectation and act as customer advocate for EchoMS
• Successfully match customer requirement/pain to proposed solution \xe2\x80\x93 with knowledge and consensus of best technical solution
• Understand what our customers want to achieve and work with the rest of the EchoMS team to translate this understanding into plans for feasibility, development, build, and validation (from ideation to revenue-recognition to long term support of the custom application).
• Assist in the definition of project scope and objectives, by properly documenting requirements and customer expectations
• Collect Voice of Customer (VOC) and market information and feedback to the organization
• Work with Market Development Managers, and Though Leader portfolio manager to leverage existing and identify new regional Thought-Leaders.
• Build/maintain relationships with customers in target market

Sales Process:

• Support Regional Sales and Service teams with solution selling into prospect account base
• Partner with Sales Leaders to prepare and execute on strategic deals in complex sales cycles.
• Manage all technical aspects of RFP/RFI responses and customer presentations
• Primary negotiator for all sales activities and will be responsible for screening potential business deals for profitability, assembling proposals and contracts.
• Lead and hold team accountable for opportunity funnel management and forecasting to meet key performance and financial targets
• Coordinate and provide regular updates and training to the commercial team on emerging business opportunities
• Engage with SCIEX commercial team to ensure the broadest possible visibility to new market opportunities. Partner with the field organization to identify target accounts and prospects
• Model the financial business case associated with each sales opportunity (COGS/Margin/Sales Pricing strategic)
• Provide on-site sales management support throughout the region, travelling extensively with sales partners or individually.
• Territory Management activities including direct sales, working & training sales partners (internal/external), and promotion/marketing of EchoMS through public speaking opportunities.
• Support the sales team with the positioning, presentation and technical questions during visits and demo requests.

Why you? Basic Qualifications: We are looking for professionals with these required skills to achieve our goals:

• BS or equivalent degree in life sciences or engineering or related field, and minimum of 5 years overall experience in a commercial role in the analytical sciences or drug discovery industry
• Proven track record of success in field sales within key markets Pharma/Biopharma, with ability to travel within region up to 50%
• Good knowledge of HTS for in-vitro pharmacology, medicinal chemistry, compound management and HTS ADME applications and workflow, automation, assays & instruments
• LC-MS experience desired but not required.
  

When you join us, you\xe2\x80\x99ll also be joining Danaher\xe2\x80\x99s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you\xe2\x80\x99ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization. Danaher is committed to a diverse and inclusive culture where everyone feels they belong and all voices are heard. We believe in our associates and the unique perspectives they bring to every challenge, which is why we\xe2\x80\x99ll empower you to push the boundaries of what\xe2\x80\x99s possible. If you\xe2\x80\x99ve ever wondered what\xe2\x80\x99s within you, there\xe2\x80\x99s no better time to find out.