Job Description Summary
The Senior Single Cell Solution Architect is part of the Scientific Application Support Organization reporting to the Scientific Application Support Leader. The Senior Single Cell Solution Architect will interface between Sales, FAS, ETC and Marketing to identify new application opportunities as well as the respective KOLs in the strategic or new upcoming market segments. The Senior Single Cell Solution Architect will support the sales process by working closely with regional Sales Team to support the identification as well as value driven validation, to highlight the KPIs and USP specific to customer needs of the “BD Total Single Cell Solution” approach as defined by BD Way of Selling. The role requires working together with Marketing to support the generation of internal and external educational material and conduct internal trainings alongside the ETC for the Sales Team on a regular basis.
This is a field-based role within Germany, Switzerland or Austria (GSA) incl. travel within the assigned region.
Main Tasks & Responsibilities
Owning the development of a market access strategy to allow for the identification of new workflows, applications and market trends within the respective region of ownership (GSA)
Responsible for the ID new application workflows and market trends:
With identification of the major players and KOLs
With converting those into USPs and KPIs, and working with the ETC as well as the regional marketeers to convert the respective USP into sales related marketing tactics or with transferring this information via the ETC or direct to European and global product management
Supporting the ETC with access to KOLs to demonstrate the workflow and to produce relevant data to highlight the BD values.
Supporting the commercial organization within the BD way of selling process as an application/technical expert.
Identify and maintain a KOL network within the respective areas of strategic focus or new opportunities
Support the evaluation and value proposition phase as an expert, with highlighting and presenting customer values toward his workflow interest. This will include the support of tender process as well.
Work with the customer to enable their study design from sample to data analysis with a one BD solution concept as their application / technology partner.
Providing input to internal training od leading internal training session for the commercial as well as FAS organization
Presenting the company at external tradeshows and supporting medical affairs as technical experts
BDB Scientific Application Support Director Europe, presales FAS, Concierge, Manager New Applications Research, Manager New Applications Clinical, Manager ETC, Regional Training & Application Managers, European Marketing, European Technical Services Functions, European Med & Scientific Affairs
Key decision makers and influencers within the Clinical and Research laboratory market, Core Facility & Laboratory Managers & staff, opinion leaders and end users
Requirements (Qualifications, Experience, Skills)
Master’s Degree in Immunology, Molecular Biology, Genetics, Microbiology (life science related field) or alternatively a Degree in another field combined with Life Science Industry experience of greater then 5 years
Several years of clinical or research environment experience or experience as an application specialist in combination with experience in sales, marketing or product management are preferred
Solid problem solving skills
Team oriented with a customer satisfaction mindset
Ability to manage multiple priorities at one time
Highly effective interpersonal skills and emotional Intelligence that has resulted in positive relationship building, cultural savvy, openness, and good team work, proficient in working in a matrix environment
Accepts personal responsibility and has high ethical values
Excellent communication and Interpersonal skills to work effectively across organizational boundaries and with customers; good listener who is able to translate input into actionable information;
Fluency in German and English is essential (spoken and written)
Demonstrates a high degree of self-motivation, target orientation and a drive to achieve results combined with strong commercial and financial understanding
Able to work independently
Able and willing to undertake significant travel including international trips (30%)
Values: Lives the BD values and has strong business ethics.
Customer Focus: Demonstrates 'customer centricity' by combining first-hand customer experiences with market based insights. Anticipates and addresses customer needs as the first priority of the organization. Stays ahead of customer and market trends.
Innovative Ideas and Approaches: Champions new ideas to drive excellence in customer support. Through constructive challenge, stimulates others to propose breakthrough approaches.
Global and Collaborative Mindset: Thinks globally and acts locally. Not biased towards the priorities of the local team. Understands and works to improve effectiveness of the BD matrix across geographies and functions. Highly collaborative when working both within and beyond the BD Organization.
Inclusive Behaviors: Attracts, develops and retains a diverse team that reflects our marketplace, customers and talent pool. Creates and sustains an inclusive culture where diverse ideas, backgrounds, experiences and perspectives are valued. Sustains an environment where "constructive challenge' diverse perspectives and debate are encouraged.
Effective Strategy Development: Achieves competitive advantage by proactively recognizing customer, market and technology trends and developing clear and compelling strategies. Anticipates and counters competitive threats. Avoids being in a reactive mode versus competitors.