Market Development Manager - Inorganic Chemistry West (REMOTE US WEST)

About the Role

Key Responsibilities

• Identify new, high-potential market segments, applications, and geographies to capture new instrument sales for the AA, ICP-OES, and ICP-MS product portfolio.
• Lead complex sales cycles from qualification to close for new customers, focusing on high-value, application-specific workflows to drive demand.
• Leverage emerging applications to expand market visibility and identify underserved regions or verticals.
• Support sales in building technical business cases for customers transitioning from alternative or competing analytical technologies.
• Develop and execute go-to-market strategies and tactical plans to drive revenue and market share growth by targeting unmet customer needs within the territory.
• Devise strategies to support displacement of legacy instruments or underperforming competitors to grow market share.
• Keep current with market trends, competitor activity, customer feedback, and regulatory drivers to guide business direction and market share focus.
• Coordinate, plan, and execute demand generation activities such as seminars and webinars to find new opportunities and develop demand from existing customers.
• Leverage and re-broadcast global product marketing messaging to drive localized sales demand.
• Identify and develop KOLs or third-party collaborators to accelerate market access.
• Educate, train, and equip sales reps with value propositions and relevant positioning for new or growing markets.
• Represent the company at trade shows, conferences, webinars, and industry events.
• Track and report on key performance indicators such as pipeline growth, conversion rates, and market penetration, developing countermeasures as needed.
• Monitor regulatory changes and build sales strategies around compliance requirements.
• Partner with Marketing Communications to optimize campaign performance and lead generation.
• Support sales teams in crafting and delivering clear scientific and financial value propositions to improve sales outcomes.
• Refine product messaging to resonate with market segments, aligning technical features with customer pain points.
• Leverage subject matter expertise to prepare sales reps for complex buying scenarios and technical deep-dives.
• Serve as a strategic multiplier to increase win rates by ensuring sales teams are supported with market, application, and value selling insights.

Requirements

• Bachelor's degree in Chemistry, Chemical Engineering, Environmental Science, or related field; advanced degree preferred.
• 5+ years of experience in analytical instrumentation, preferably in atomic spectroscopy (AA, ICP-OES, ICP-MS).
• Proven experience in market development, business development, or strategic marketing roles.
• Deep understanding of elemental analysis applications in environmental, pharmaceutical, food, industrial, or academic sectors.
• Excellent communication, presentation, and interpersonal abilities.
• Willingness to travel up to 60%.
• Ability to work cross-functionally in a matrixed organization.

Nice to Have

• Experience supporting or selling capital instrumentation to laboratories.
• Knowledge of regulatory standards (e.g., EPA, FDA, ISO, USP) that govern elemental analysis.
• Familiarity with CRM, ERP, and marketing automation platforms (e.g., Salesforce, SAP, HubSpot).

Benefits & Perks

• Annual compensation range of $120,000 to $150,000, determined by factors including internal equity, work location, and individual qualifications.
• Role includes a company vehicle that can be used for personal use.