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Market Development Manager

Company: Thermo Fisher
Location: Sunnyvale
Posted on: May 3, 2021

Job Description:

The Senior Manager, Market Development, Americas 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 bookings and revenue targets through close engagement with commercial organization. The Market Development manager will be responsible for leading and implementing strategic and tactical Go-to-Market and demand generation plans for our ion chromatography, sample prep and discrete industrial analyzer portfolios and be a key liaison between the BU and the commercial organization.

How you will make an impact?

The successful candidate will be a proven, results oriented leader who will coordinate closely with the business unit Strategic & Customer Marketing team, Product Management, Finance and Commercial Sales to help develop, lead, and execute integrated growth programs designed to achieve Americas Region sales and revenue goals, enhanced customer satisfaction, and market growth in a dynamic environment.

What will you do?

  • Define, execute and track short and long-term strategic and tactical regional growth plans for IC/SP/DIA business to meet/exceed Americas growth targets.
  • Develop and implement a key account strategy by working with commercial leaders to drive incremental growth through value proposition and workflow selling solutions.
  • 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.
  • Achieve financial and market goals for designated portfolio.
  • Together with Commercial Leadership, develop and implement an appropriate channel strategy for each product line.
  • 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 Strategy, Standard Work and insights on Pipeline Health and Bookings
  • 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.
  • Define and lead development of regional sales training program for the business unit
  • Working on special projects as assigned in connection with the Business Unit goals and strategy

Key Metrics

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


  • A Bachelors degree, an advanced degree highly desirable - MS, Ph.D. or MBA.
  • 8-12 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 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 countrys 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 and preferred proficiency in Spanish or Portuguese.
  • 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.


Preferred Location Sunnyvale, CA, Open to remote work location in US

Keywords: Thermo Fisher, Sunnyvale , Market Development Manager, Other , Sunnyvale, California

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