Develop and execute on molecular diagnostic strategy that aligns to the business units strategy.
Identify and evaluate potential new business opportunities to sell the Companys products and capabilities to diagnostic customers on a commercial supply basis. Initiate and develop productive client relationships in multiple functions (e.g R&D, in-licensing, production, procurement, marketing, quality, regulatory affairs) with client companies and at multiple levels within them (scientist, project manager, manager and executive levels), as may be necessary.
Actively participate on, and may lead, cross-functional teams to execute on client opportunities that include adept coordination of legal, licensing, manufacturing, marketing, R&D, etc
Collaborate with Licensing and Commercial Supply and business unit partners to develop business/partnership frameworks for large, complex, often multi-year mutually beneficial partnerships. Make highly informed judgments of value to the customer upon which to develop financial terms for highly customized products, for which easy benchmarks are often unavailable. Negotiate other business terms and conditions.
Monitor and manage large contracts and relationships with clients
Determine client needs, respond to inquiries, and resolve problems in a timely fashion. Investigates product issues and ensures satisfactory resolution of customer complaints.
Identify, evaluate and execute opportunities to out-license and supply products, on an OEM basis, to molecular diagnostic companies for their use in their products and services. Essential Functions
Identify and evaluate potential new business opportunities to sell the Companys products to other companies to be used by them on an OEM basis and/or license Companys intellectual property to third parties. Focus on molecular diagnostic related workflow (sample prep, qPCR, sequencing, Next Generation sequencing, micro-arrays).
Initiate and develop productive client relationships in multiple functions (e.g R&D, in-licensing, production, procurement, marketing, quality, regulatory affairs) with client companies and at multiple levels within them (scientist, project manager, manager and occasionally executive levels), as may be necessary.
Participate on, and may lead, cross-functional teams to execute on client opportunities that include legal, licensing, manufacturing, marketing, R&D, etc.
Develop pricing proposals for large, complex, often multi-year deals and contracts. Make informed judgments of value to the customer upon which to develop pricing proposals for highly customized products, for which easy benchmarks are often unavailable. Negotiate other terms and conditions.
Understand and act in accordance to applicable licenses and intellectual property, as well as monitor and manage contracts and relationships with clients and possibly the companys in-licensing team.
Coordinate technical support to determine client needs, respond to inquiries, and resolve problems in a timely fashion. Investigates product issues and ensures satisfactory resolution of customer complaints.
Nature and Scope:
Participates with other team members to develop business plans and objectives across the product and IP portfolios of the company.
Will often be with manager and colleagues in team selling situations. Erroneous decisions can have a considerable impact on the overall success of current and/or future company operations, both within the incumbents portfolio of products and IP, but also more broadly across the company, due to the strategic nature of many of the companys capabilities to a relatively small number but important clients.
Ability to effectively negotiate with and influence potential clients, partners, vendors, and internal staff required.
The ability to effectively shift priorities and work at a rapid pace required.
Proven relationship building skills required.
Excellent communication skills, including writing, articulating, listening, and questioning skills required.
Fluent English is a must
Ability to effectively interface with all levels inside and outside the company, including senior management required. Measures of Contribution/Impact Revenue growth.
New deal generation. Customer feedback from multiple levels and functions about incumbents effectiveness.
Knows the fundamental concepts of intellectual property, patents and contract law.
Knowledge of IVD regulations, CLIA and manufacturing quality standards.
Advanced knowledge of molecular biology and, specifically, of Company products. Excellence technical expertise needed on Genetic Analysis instruments (Capillary electrophoresis sequencing, qPCR, Next Generation Sequencing, micro-array).
Requires a minimum of 5 years of relevant experience, including lead development, negotiation of supply agreements, sales funnel management, product development/commercialization and competitive market research.
Demonstrated ability to lead teams without being the manager both internally and externally.
Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations required.
Requires a bachelors degree in any life science, or the equivalent combination of education and experience.
Advanced degree and/or MBA preferred.
Has contact with all levels of company employees as well as frequent interaction with potential partners/alliances.
Will work out of a home or company office.
Travel required (up to 40%) to customers and to meetings with colleagues at company sites in California, Texas, and Norway.
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