Alliance & Market Expansion Manager - North America

Job description

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 sale[LW1] s 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[LW2] 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[LW3] 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.[LW4] 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 workstreams 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: [LW5] [LT6] 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 [LT7] 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[LW8] , 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[LW9] , 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 biochemistry and immunoassay testing. Established relationships within North American diagnostic laboratories, healthcare networks, or diagnostic industry stakeholders. Advanced sales planning, account management, forecasting, and pipeline management capabilities. Strong project management experience with the ability to coordinate cross-functional initiatives and drive results. Exceptional presentation, negotiation, communication, and executive engagement skills. Advanced Microsoft Excel skills with the ability to perform forecasting, pricing analysis, and complex business modeling. Excellent organizational skills with the ability to manage multiple priorities across geographically diverse markets. Fluent written and verbal English communication skills. Proficiency in Microsoft Office applications, including Excel, PowerPoint, Word, Outlook, and CRM platforms. Desired Knowledge and Qualifications: Experience in molecular diagnostics, molecular workflows, or serology testing environments. Functional fluency in Spanish. Broader network of relationships within North American diagnostic laboratories, healthcare systems, and laboratory networks. Working knowledge of ISO 13485, ISO 15189, CLSI, CAP, and regional laboratory accreditation standards. Experience working within multinational life science, diagnostics, or medical device organizations. Knowledge of quality control data management solutions and laboratory informatics platforms. Behavioral and Interpersonal Competencies: Resonate and operate in line with LGC's core value behaviors: Passion, Curiosity, Integrity, Brilliance, and Respect. Demonstrated customer-first mindset with a commitment to delivering exceptional customer service and long-term partnership value. Highly collaborative and team-oriented, with the ability to work effectively across multiple functions and geographies. Strong strategic thinking and business acumen with the ability to identify and capitalize on growth opportunities. Self-motivated and capable of working independently within a remote, international environment. Strong influencing and relationship-building skills across all organizational levels. Excellent critical thinking and problem-solving abilities. Adaptable and resilient, with the ability to navigate changing priorities and business environments. Strong organizational and project management skills with a focus on execution and results. Professional, approachable, and capable of building trust with both internal and external stakeholders. Effective communicator who can translate complex commercial and technical concepts into clear, actionable discussions. Demonstrated sound judgment, discretion, and professionalism when handling confidential business information. Work Conditions AND Environment Travel & Time Expectations: Willing and able to travel up to 60% of working time, including overnight domestic and international travel throughout North America. This position may require evening or weekend work to support business operations, customer activities, and global stakeholder engagement. Work Setting: Primarily home-based work environment with frequent travel to customer sites, partner facilities, conferences, trade shows, and internal business meetings as required. Distinctive Safety Conditions: Limited exposure to laboratory, manufacturing, or healthcare environments during customer visits. May require compliance with site-specific health, safety, and biosecurity requirements. Required Personal Protective Equipment (PPE): PPE may be required when visiting laboratory, manufacturing, production, or healthcare facilities and may include safety glasses, laboratory coats, protective footwear, hearing protection, or other site-specific equipment as required. 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 #scienceforasaferworld 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.