Position SummaryAs the Alliance & Market Expansion Manager at LGC, you will be responsible for important strategic partnerships and growing our market presence. This role is highly important and offers the chance to work closely with our largest and most strategic customers. You will concentrate on two areas: strategic sales and engaging with partners' commercial leadership teams. Your contributions will be critical in converting end-user clinical diagnostics laboratories, network laboratories, and academic institutions, while also selling vital tools. If you bring strong IVD account management experience and knowledge of clinical biochemistry and immunoassay markets, this role suits you well!
Key responsibilities:- Manages and achieves sales targets, by leading a strategic sales process, accountable for revenue & business unit goals
- Be an internal champion for the strategic partner, striving for win-win results and building long term trust
- This role will require networking at various levels within targeted client organizations from C-level executives to laboratory scientists
- Performs sales analysis and builds out near, mid & long term forecast models
- You will be key in defining overall strategy with the strategic partner, developing a road map to capture key new products, opportunities, presenting proposals and managing senior level negotiations and contract agreements
- Driving business reviews with our strategic customer, presenting current business performance, growth areas and key projects, enabling future partnership growth
- Key sales contact for our corporate account, owning key commercial communications. Support the sales organization during the sales process as a primary sales resource
- The alliance manager will be expected to manage a solution-oriented sales process that will involve cross functional teams and will require strong project management.
- Manage and communicate customer demand and liaise with internal production on priorities & delivery expectations.
- Coordinate product delivery requirements between the customer and production
- Provide input to strategic planning & new product development pipeline and reviews.
- Drive international brand awareness including but not limited to global roadshows and tradeshows
- Other duties as assigned
Work Conditions- Travel & Time Expectations: Willing to travel up to 60%, including overnight (both domestically and internationally). This position may require evening or weekend hours in support of business and customer needs.
- Work Setting: Primarily a home-based work environment, dependent on business needs
QualificationsEssential Knowledge & Qualifications:- Bachelor's degree in biomedical scientist, or a related discipline e.g. clinical biochemistry
- Minimum 5+ years' experience in an IVD related sales management role, focusing on B2B strategic partnerships and/or corporate account management
- A strong connection to LATAM end user diagnostic laboratories and networks
- Biochemistry & immunoassay expertise is critical
- A team player, who can partner closely with our customers & LGC manufacturing sites to provide exceptional customer service
- Strong communication skills inc. presentation, comfortable with presenting to a senior level.
- Advanced Excel and finance skills to support with sales forecasting & complex price modelling
- Strong project management experience
- Excellent organizational and communication skills
- Fluent in speaking and writing English and Spanish.
Preferred Knowledge & Qualifications:- Molecular & serology expertise is preferred including biochemistry and immunoassay laboratory testing
- Portuguese language skills
- Connections to LATAM end user diagnostic laboratories and networks
- Understanding of13485, 15189, CLSI, CAP, and regional accreditation standards
- Experience with medical device registrations for CE, 510k, NMPA, & other global territories
Behavioural & Interpersonal Competencies:- Resonate and operate in line with LGC's core value behaviours: Passion, Curiosity, Integrity, Brilliance, and Respect
- "Can do" attitude, driven and motivated to provide an exceptional customer experience
- A proactive team player with the ability to work autonomously
- Naturally friendly, collaborative and approachable manner
- Able to communicate clearly and explain problems and solutions in an easy-to-understand manner
