Alliance & Market Expansion Manager

Company Description

LGC Group is a global leader in life science tools, partnering with customers to find solutions that diagnose, treat, feed and protect our growing population.  Working collaboratively with our partners in the scientific community, our products and services help to solve some of the most complex challenges facing society and the planet.  Together we respond to global pandemics, pioneer innovative precision medicine, and improve the safety of our food, medicines and environment. 

Our LGC Diagnostics and Genomics (D&G) business unit includes: 

Clinical Diagnostics, who partner with IVD developers, end user diagnostics laboratories, biopharma, CROs, and academic institutions to support the entire diagnostic pipeline, from early research to routine clinical use.  We offer premium diagnostic solutions and components through our seven brands, serving over 27,500 customers in over 120 countries across key areas like biochemistry, immunoassay, infectious diseases, oncology, NIPT, and more. 

Biosearch Technologies has developed and supplied advanced diagnostics tools to support global healthcare.  We offer end-to-end solutions from design to commercialisation, specialising in infectious diseases, oncology, prenatal testing, and more.  Operating under cGMP standards, we ensure high-quality, GMP-compliant products tailored to customer needs, including oligos, enzymes, beads and other components feeding into molecular workflows, while meeting regulatory standards like GMP, and ISO certifications for seamless compliance and quality assurance. 

Job Description

Position Summary

As 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, along with managing key accounts at manufacturing and R&D sites across APAC. 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:

• Manage and achieve sales targets by leading a strategic sales process, accountable for revenue & business unit goals
• Serve as an internal champion for the strategic partner, striving for a great outcome for everyone and building long-term trust
• Network at various levels within targeted client organizations, from C-level executives to laboratory scientists
• Perform sales analysis and build near, mid & long term forecast models
• Define overall strategy with the strategic partner, formulate a road map to capture key new products and opportunities, present proposals, and conduct senior-level negotiations and contract agreements
• Drive business reviews with our strategic customer, present current business performance, growth areas, and key projects, enabling future partnership growth
• Act as the key sales contact for our corporate account, owning key commercial communications and supporting the sales organization as a primary sales resource
• Lead a sales process aimed at delivering effective outcomes, involving cross-functional teams and requiring strong project management
• Communicate customer demand and liaise with internal production on priorities & delivery expectations
• Coordinate product delivery requirements between the customer and production
• Provide input to long-term planning and new product development pipeline and reviews
• Drive international brand awareness, including global roadshows and tradeshows
• Perform 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

Qualifications

Essential Knowledge & Qualifications:

• Bachelor’s degree or equivalent experience in biomedical science or a related field (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 solid relationship with APAC end-user diagnostic laboratories and networks
• Biochemistry & immunoassay expertise is critical
• A great teammate who can partner closely with our customers & LGC manufacturing sites to provide outstanding customer service
• Strong communication skills, including presentation, comfortable with presenting to a senior level
• Advanced Excel and finance skills to support sales forecasting & complex price modelling
• Solid experience in managing projects
• Excellent organizational and communication skills
• Proficient in speaking and writing English

Preferred Knowledge & Qualifications:

• Knowledge in molecular and serology techniques, including biochemistry and immunoassay laboratory testing
• APAC language skills
• Relationships with APAC end-user diagnostic laboratories and networks
• Understanding of 13485, 15189, CLSI, CAP, and regional accreditation standards
• Experience with medical device registrations for CE, 510k, NMPA, & other global territories

Behavioural & Interpersonal Skills:

• 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 outstanding customer experience
• A proactive great teammate 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

Additional Information

ABOUT LGC:

LGC is a leading, global life science tools company, providing mission-critical components and solutions into high-growth application areas across the human healthcare and applied market segments. Its high-quality product portfolio is comprised of mission-critical tools for genomic analysis and for quality assurance applications, which are typically embedded and recurring within our customers’ products and workflows and are valued for their performance, quality, and range. 

OUR VALUES

• PASSION
• CURIOSITY 
• INTEGRITY
• BRILLIANCE
• RESPECT

EQUAL OPPORTUNITIES 

LGC strongly believes that every job applicant and employee should be valued for their individual talents regardless of age, disability, race, color, ethnic or national origin, sex, sexual orientation, gender reassignment, marital or civil partnership, pregnancy or maternity, religion, or belief. Short listing, interviewing and selection will always be carried out without regard to gender, sexual orientation, marital status, color, race, nationality, ethnic or national origins, religion or belief, age, or trade union membership.

For more information about LGC, please visit our website www.lgcgroup.com

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