Market Development Manager

Job Title: Market Development Manager, Diagnostics

Reports To: VP, Global Business Development

Position Location: Hybrid in Buffalo, NY, Franklin, MA or Vernon Hills, IL

FLSA Status: Exempt

Position Summary:

The Market Development Manager, Diagnostics is responsible for campaign development, implementation, and results driving global revenue and profitability within the Diagnostics portfolio. The successful individual will grow revenue and margin through effectively positioning and promoting products relative to customer needs and the competition. This role will act as scientific subject matter expert for our molecular control solutions, leading market insights, commercialization of new products, market segment programs, and promotional activities leading to customer acquisition, retention, and share of wallet expansion. The role will work with others in Global Marketing, Business Development, Sales, and Product Management.

Roles / Responsibilities:

• Achieve revenue and profitability targets for the assigned products, segments, and programs
• Develop a clear and competitive value proposition for all molecular (NATtrol™), serological, antigen, and reference control products
• Develop and execute product line positioning and customer centric messaging
• Develop market specific product content, campaigns, and programs, along with related materials for use by customers, sales, eCommerce, literature, print, email, events, etc. Partner on execution.
• Contribute to application specific content builds for key customer segments such as academic, clinical, diagnostics, and other industries
• Oversee and optimize the lead nurturing process, developing targeted email campaigns and workflows to warm up leads, drive engagement, and move prospects through the sales funnel
• Build and maintain relationships with Key Opinion Leaders (KOLs), design and execute Voice of Customer (VoC) initiatives to gather feedback, identify needs, and drive product innovation and messaging
• Catch new product introductions from Product Management and lead the launch commercialization process
• Partner with channel subject matter experts to set clear channel strategies for the portfolio, ensuring channel investments are commensurate with returns
• Lead the development and execution of cross-sell, upsell, and kitting activities
• Develop go-to-market campaigns by aligning and collaborating with Sales, R&D, Regulatory, and Operations teams
• Partner with Commercial Analytics to understand product and segment performance, adjusting strategy and tactics for accelerated growth
• Develop and lead a high-performance marketing team. Ability to drive changes and influence individuals at all levels.
• Performs other duties as assigned.

Education:

Experience:

• 3+ years of sales experience in related categories strongly preferred.
• 3+ years of experience leading direct reports and/or cross-functional teams

Minimum Requirements / Qualifications:

• Demonstrated track record of revenue and profitability growth
• Product, segment, and/or channel marketing experience
• Direct experience creating and delivering marketing programs for product categories or customer segments
• Analytical; understands data management and application of data to solve marketing problems
• Strong practices related to measuring campaign effectiveness, attribution/contribution, and testing
• Exhibits great creativity and resourcefulness, with the ability to take calculated and bold risks to meet desired results
• Ability to improve marketing ROI and directly impact revenue
• Thrives in a fast-paced, collaborative environment, efficiently works under pressure, within deadlines or other time essential constraints
• Self-motivated with the ability to manage and prioritize multiple projects
• Ability to travel infrequently
• Possessing a portfolio of past program successes that can be shared in the interview process
• Traditional marketing training in 4P/7P framework
• Hands-on work in new media, social, and online
• Customer insights experience including a VOC toolkit with relevant examples of prior achievements
• Marketing management experience is significantly more aligned for this role than product management experience

Compensation & Benefits:

• Salary Range: $115,000-$140,000, depending on location, experience, and qualifications.
• Annual-Incentive Plan (AIP): Manager-level 10%
• Benefits coverage begins day 1, including the following:

o Medical, Dental, Vision Insurance

o Disability Insurance

o Life Insurance

o 401(k) company match

o Paid Time Off (15 days annually)

o Paid Holiday time (10 company-designated days)

o Tuition Assistance

o Additional benefits available with company package

This position has not been approved for Relocation Assistance.

The above statements are intended to describe the general nature and level of the work being performed by people assigned to this job. They are not an exhaustive list of all the duties and responsibilities associated with it.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status.