Customer Segment Manager – Tomography and SEM applications, Pharma

at  Thermo Fisher Scientific

JOB DESCRIPTION

Position Summary:
To drive the growth of electron microscopy within the Life Sciences Business Unit, we are adding a Customer Segment Manager responsible for Cell Biology, Pathology and Drug Formulations applications. In this role, you will define segment strategy and workflow/product requirements to deliver accelerated in-house adoption of cryo-electron tomography (cryo-ET), volume EM and scanning electron microscopy (SEM) in industrial life sciences applications.

Key Responsibilities/Activities:

• Assess needs of customers and markets, develop business plans that will gain market share for cryo-ET and SEM applications in the market.

• Collect Voice of Customer input through direct communication with customers to define areas where cryo- EM and SEM workflows can deliver outstanding value to the customers.

• Build customer value propositions and conceptualize new business models. Validate these propositions with key customers.

• Build Market Requirements Documents (MRD) that are used by R&D to develop future products and a strong roadmap.
• Partner with our marketing teams to develop highly tailored go-to-market collaterals such as presentations, demonstrations, datasheets, white papers, customer testimonials and web pages.
• Review key indicators to ensure achievement of the marketing plan and effective product launches.
• Build and deliver training for sales partners and a diverse set of internal team members.
• Develop the overall strategy for in situ and volume imaging solutions (global go-to-market strategy, outbound marketing strategy, specific regionalized go-to-market plans).
• Establish relationships with key opinion leaders and work to develop them into reference customers to help sales in a region or globally.
• Conduct competitive analysis and develop adaptable positioning.
• You will conduct market intelligence on the specific segments in Pharma and Biotech, analyzing trends and build a comprehensive overview of the present and future state of the segment.
• Develop and deliver onboarding and upskilling programs for field teams.

Proficiencies:

• Master’s or Ph.D. in a relevant Life Sciences field.
• Deep knowledge of cell and tissue imaging applications in Pharma and/or Biotech businesses.
• Additional knowledge of SEM applications (e.g. focused ion-beam milling).
• Experience in strategic market analysis and business development, preferably in a life science or healthcare environment, with success.
• Experience with the end-to-end Cryo-ET workflow in either an academic or pharma desirable.
• General knowledge of drug formulation development and its applications.
• Ability to build strong networks with customers and/or collaborators.
• Experience in developing cases and completing projects.
• Excellent customer interfacing skills.
• Ability to guide cross-functional and cross-cultural teams.

This position is based on-site in Eindhoven / Netherlands, one of our headquarter facilities. Travel up to 50% per year globally

• Assess needs of customers and markets, develop business plans that will gain market share for cryo-ET and SEM applications in the market