Market Development Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and take charge of ONI’s bioprocessing market strategy, focusing on key segments, use cases, customer profiles, competitive positioning, market entry strategies, and investment decisions.

• Position ONI as a trusted analytical partner in bioprocess development, process characterization, and quality-related research workflows.

• Specify business requirements, prioritize the portfolio, and establish strategic alliances for ONI’s instruments, software, reagents, services, and scientific expertise.

• Assess the addressable market and prioritize segments within bioprocessing.

• Manage market performance assessments and provide recommendations for investments, sequencing, or strategic adjustments to the executive team.

• Develop capabilities, operational rhythms, and cross-functional alignment for an independent business vertical.

• Take ownership of the annual business plan, market forecasts, growth objectives, and performance metrics.

• Formulate commercial business cases and market requirements for application notes, validation studies, software functionalities, reagents, services, and future product innovations.

• Convert market and customer insights into recommendations for portfolio, pricing, packaging, partnerships, and commercial strategies.

• Collaborate with Product Marketing on positioning, messaging, launch planning, campaigns, and sales materials.

• Cultivate relationships with bioprocess leaders, key opinion leaders (KOLs), reference laboratories, biopharma companies, contract development and manufacturing organizations (CDMOs), technology providers, and industry consortia.

• Represent ONI at industry events, conferences, working groups, and executive customer forums.

• Build a network of advocates and create strategic alliances, co-development opportunities, channel partnerships, and ecosystem collaborations.

• Align Sales, FAS, Customer Success, and distributors with priority customers, use cases, qualification standards, and growth objectives for segments.

• Establish operational rhythms, performance metrics, and mechanisms for field feedback across regions.

• Define the voice-of-customer framework and transform customer insights into prioritized actions across Product, R&D, Marketing, Applications, Customer Success, Operations, and Commercial leadership.

• Lead through influence across various functions, resolve trade-offs, and uphold shared accountability for market outcomes.

⛳️ Requirements

• Generally, a minimum of 10 years of relevant experience in life-science tools, bioprocessing, biopharma, analytical technologies, market development, product management, strategy, or commercial leadership.

• Proven track record in creating markets, launching scientific workflows or products, developing strategic accounts, and translating technical value into quantifiable commercial success.

• Strong grasp of bioprocess development and characterization principles.

• Experience in biologics, cell and gene therapy, extracellular vesicles, nanoparticles, advanced analytics, or related modalities is highly regarded.

• Background in developing business plans, market models, portfolio recommendations, pricing or packaging strategies, and executive-level investment proposals.

• Established credibility with scientists, process-development leaders, senior biopharma stakeholders, partners, and commercial teams.

• Ability to lead on a global scale and across functions without dependence on formal authority.

• Comfortable navigating between strategy, customer discovery, technical details, and execution.

• Advanced degree in a relevant scientific or engineering field is preferred.

• An MBA or equivalent commercial experience is beneficial.

• Willingness to travel internationally as necessary.

🏝️ Benefits

• Competitive salary.

• 28 days of annual leave plus bank holidays.

• 4 dedicated wellbeing days.

• Onsite gym facilities.

• Private healthcare and dental coverage.

• Inclusive culture.

• Health Assured mental health support services.

• People’s Pension.

• Perks at Work discounts and deals.