Alliance & Market Expansion Manager - North America

Alliance & Market Expansion Manager - North America

The Alliance & Market Expansion Manager, North America is responsible for supporting and expanding one of LGC Diagnostics & Genomics' largest and most strategic global partnerships with a market-leading IVD platform provider. The role is focused on driving commercial growth through sales initiatives, partnership development, and account management activities across North America.

This role involves collaborating with the partner's commercial leadership and field teams to drive adoption of Multichem, other LGC quality control and linearity products, and IAMQC data management solutions within key high profile clinical diagnostic laboratories, laboratory networks, academic institutions, and distributors throughout North America.

This position works extensively with internal commercial teams, supply chain, technical, and product management teams, as well as various teams within our IVD partner and its end-user laboratories. The role requires strong account and partnership management capabilities, sales leadership, project management expertise, and in-depth knowledge of the clinical diagnostics market.

To perform this job successfully, an individual must be able to capably perform each of the following essential duties:

• Business Impact: Drive achievement of Multichem adoption, revenue targets, and business objectives through alliance development, partnership growth initiatives, opportunity management, and long-term business planning.
• Innovation & Change: Exercise significant collaboration in conjunction with our IVD partners and their end-user organizations to develop and expand opportunities for our Quality Control portfolio.
• Type of Work: Primarily collaborative, focused on organizing work streams and deliverables to successfully close complex sales opportunities and enable successful onboarding of new laboratories and laboratory networks which achieve business growth, and ultimately expand our market share in North America.
• Key Stakeholders: Engage and coordinate with LGC and IVD partner's customer-facing sales and product teams, commercial leadership, and distributors as well as the procurement groups, laboratory directors, scientific personnel, within their end-user accounts.
• Communications: Creates and conducts tailored presentations of the Multichem Quality Control (QC) products and IAMQC software solutions to articulate features, benefits, and value proposition to stakeholders ranging from bench-level to executive level. Perform objection handling, and related sales-activities, manage implementation projects and deliverables, including crosswalks, forecasts and utilization estimates, etc. Support contract discussions, trade show engagements, and cross-functional project communications.
• People Management: No direct people management responsibility. Acts as a partnership leader and cross-functional coordinator, influencing resources and activities across multiple teams.
• Process Oversight: Lead sales processes, including crosswalks, forecasts and utilization estimates, etc. to ensure our IVD partner has accurate and compelling data necessary to close complex sales opportunities and enable subsequent implementation of our solutions within their end-user laboratories.
• Subject Matter Expertise: Demonstrate expertise in clinical diagnostics, quality control products, immunoassay workflows, clinical biochemistry, business partnerships, and laboratory management. Maintain awareness and understanding of key laboratory QC guidelines and accreditation requirements.
• Continuous Improvement: Identify opportunities to improve partnership effectiveness, customer experience, commercial performance, operational alignment, forecasting accuracy, and market penetration.
• Data & Metrics: Develop and maintain forecasts, sales pipelines, performance metrics, growth plans, pricing models, market analyses, and business review reporting.
• Physical Demands: Regular use of computers and communication technologies. Frequent travel and attendance at customer sites, industry conferences, trade shows, and business meetings.
• Policy & Standards Compliance: Adhere to all company policies, commercial compliance requirements, quality standards, business conduct expectations, and applicable regulatory requirements.
• Other Duties as Assigned: Perform additional duties and responsibilities as required to support business objectives and strategic partnership initiatives.

Essential Knowledge and Qualifications:

• Bachelor's degree in Biomedical Science, Clinical Biochemistry, Life Sciences, or a related scientific discipline.
• Minimum of 5 years of experience in IVD, laboratory diagnostics, life sciences, or related commercial sales roles with a focus on strategic partnerships, corporate accounts, or key account management.
• Demonstrated experience developing and managing strategic B2B partnerships and complex customer relationships.
• Strong knowledge of clinical diagnostics markets, particularly clinical…