Market Development Specialist (West Coast USA)

Our mission is to push the boundaries of complex cell analysis. Using the Lightcast platform we are working with major pharmaceutical companies, leading academic institutes, and innovative biotechnology leaders. Together, using our next generation microfluidic platform, we are making advances towards new science, unique clinical approaches, new therapies, and innovative products.

The Lightcast platform allows precise, highly flexible, and massively parallel control of tens to hundreds of thousands of picoliter volume microdroplets using beams of light and powerful software logic. By sequentially combining droplets containing different cells, antibodies, cancer drugs, reporters and /or other reagents, we can perform complex workflows and assays at scale with a flexibility far beyond what is currently possible on any cell analysis platform.

Due in part to its incredibly controllable, flexible, and scalable capabilities, it is critical that Lightcast aspire to more deeply engage our first set of key opinion leaders, advisors, early access customers, and advocates who help to focus and demonstrate successful applications and use cases, as well as advocate for the capabilities of the technology. We are seeking a team of Market Development Specialists to be the critical ambassadors for such a pursuit.

About the Role:

The Market Development Specialist requires a unique set of skills that combine knowledge of scientific workflows, new product positioning, business development, customer service, and sales strategy. This role is primarily responsible for pre-commercial customer engagement, refinement of the initial go-to-market customer engagement strategy, and support for commercial development required for successful product launch. This individual will educate specifically targeted customer segments on the potential of Lightcast technology; develop relationships with potential customers and collaborators to generate, progress, and nurture demonstrated applications; define and contract early adopter contracts, and actively seek and integrate Lightcast value propositions through completed work or internal proof statements. This is a highly technical position which requires in-depth knowledge of the technology, use cases, and market segments empowered by the Lightcast portfolio, including single cell functional techniques in antibody discovery, cell line development, cell and gene therapy, synthetic biology, and iPSC. This person is expected to be a field technical expert with strong interpersonal skills and customer-facing experience.

Responsibilities:

• Embrace an early-stage start-up environment where a culture of learning, passion, involvement, and team success matter to you most
• Achieve assigned market development goals by engaging existing customers/collaborators and identifying potential new customers via field visits, email, telephone, video conferences, etc.
• Develop an early adopter roadmap, build an initial funnel, secure initial purchase contracts, and ensure success of all partners by leveraging appropriate company resources
• Support customer access and successful projects through demonstrations in Lightcast Innovation Centers or secured Technology Access Program projects
• Educate the market on Lightcast technology and key workflows, through both inbound and outbound activity participation
• Coordinate and/or conduct both technical and promotional seminars, trade shows, vendor shows, and related activities
• Convert initial customers and partners to technology evangelists and leverage demonstrated applications towards new, influential content/positioning
• Work closely with Marketing, Application Support, Product Management, and Biology teams to develop and disseminate content, strategy, collaborations, and go-to market activities
• Gather, process, and disseminate competitive intelligence and market feedback to internal Marketing and Product Management colleagues
• Through independent research, symposia participation, and customer interaction, stay abreast of relevant scientific and industry developments and leverage towards improved commercial positioning
• Identify, categorize, and understand value drivers for key applications and market segments to target and refine investment decisions and commercial positioning
• Provide weekly, monthly, and/or ad hoc business/activity reports as required
• Maintain appropriate records and provide relevant information to help forecast business as needed
• Support the development of a go-to-market sales team by developing and delivering Sales Enablement content and training
• 50- 75% travel, as required for customer interactions and market event participation

Minimum Qualifications:

• Bachelors/MS/Ph.D. in Cell Biology, Molecular Biology, Biochemistry, or related field
• >3 years customer facing experience as an FAS, sales professional, or business development specialist
• Hands on proficiency with common cell and molecular biology bench techniques, including knowledge of cell culture, flow cytometry/FACS, and single cell biology approaches
• Exceptional oral and written communication and interpersonal skills, including small and large group presentations
• A great team player with flexibility in mind and willingness to learn 
• Strong analytical and problem-solving skills
• Ability to network broadly, both internal and external to the company, to capture consensus, support, and influence
• Ability to work cross-functionally, cross-culturally, and incorporate quick team-advised input into tasks, goals, and work product
• Must have a “can do” attitude and be comfortable in a fast-paced environment.
• Excellent customer facing communication skills both in a pre- and post-sales context
• Organized, detail oriented and results driven with an aptitude for time management

Lightcast Discovery offers competitive salaries and attractive benefits. We will provide full details when we progress your application.