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Product Marketing Manager - Materials Research - Electron Microscopy

White Plains, NY

Step out of your comfort zone, excel and redefine the limits of what is possible. That’s just what our employees are doing every single day – in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people.

The Product Marketing Manager – Materials Research EM will work in the NA Business Sector Marketing group
utilizing his/her expertise and understanding of the North American IQR Materials Research market and deep
applications knowledge to successfully adapt and execute the global materials research SEM/XB sectors
strategies in NA. The primary objective of the position is to drive opportunity generation and conversion to
meet short, mid and long-term NA RMS business goals for SEM and Cross Beam Microscopes. He/She will
service as the primary market and level four resource for all SEM/XB in the NA IQR materials research market
responsible for Product Positioning including Pricing Strategies in NA, market intelligence, marketing plan
develop and execution. Ultimately the output of this position will help drive the development of appropriate
solutions and ensure that the company’s business in these markets have appropriate strategies and activity
plans to grow profitably. The focus of this position will primarily focus on NA RMS Materials Research however,
the impact of the position will span all sectors/FOBs in IQS/RMS.
The success of this position requires that he/she excel at leading by influence. Specifically, the position requires
close collaborative work with colleagues in the NA IQS/RMS marketing groups as well as in the Global IQR
marketing structure and the NA IQR sales/service organizations. Specifically, the position will serve as the
primary interface from NA RMS/IQS to the Global IQR marketing and product structure for XB and XRM. The
ability of he/she to cascade relevant information in a clear and concise manner to implement global (Product
and Market) Strategies with the IQR Sales and Service Organizations will dictate the success of the position.
Further, it is imperative this position to be present in the NA IQR market to work with NA Sales colleagues to
ensure success of Key Selling Propositions (KSPs) and work with colleagues in the Global IQR marketing structure
to strengthen and adjust KSPs when appropriate. Within the NA market, SEM/XB Key Opinion Leader (KOL)
identification and development is a key function of this position.

We are looking for people who are keen to try something new:

  • Execute Global Marketing Strategies in NA for XB/XRM
  • Working with the Head of NA Business Sector Marketing and NA Sales Management to analyze the state and velocity of the funnel for the SEM/XB portion of the NA IQR business. Based on this information partner with colleagues in the Global IQR marketing structure for derivation of counter measures, roadmap planning and gap to budget activities. This position will lead local NA organizational efforts to implement counter measures.
  • Contribute to and develop a the standing market analysis to drive NA business objectives. This effort includes partnering with NA MarCom, NA Sales / Service to develop NA Marketing plans meet short, mid and long-term NA RMS business goals
  • Work with Global Marketing colleagues to create and develop Key Selling Propositions (KSPs) for solutions across the target sectors. These efforts will culminate in the position support content generation for internal training, sales materials, and marketing campaigns both in NA and globally.
  • Participate in conferences and trade shows as required
  • Define and own market-based pricing strategies with a focus on prize realization
  • Work with the NA organizations to shape all Go to Marketing plans as well as participate in the budget process.
  • Is the primary enabler related to New Product launch activities (i.e. in the lead)
  • Work with ZMCC facilities and Labs@Locations to ensure sales and service application knowledge is at the appropriate levels
  • Implementation and Refinement of HQ marketing Messaging for NA Market. This effort will require he/she to partner with the NA sales team throughout the ZSP process to ensure our solutions are positioned in line with HQ sector. Further the he/she will propagate the messaging though thought leadership in the NA market (i.e. talks at conferences, workshops etc).
  • Serve as the primary bi-directional interface between the global IQR marketing structures and the NA market and organization.
  • Analyze the market to understand current and emerging trends, customer value drivers, our current position and market share, total addressable market, and market shares of all key competitors. This activity will develop into a standing market analysis of the SEM/XB portion of the NA IQR market. It is the responsibility of this position that the analysis remain current and updated with appropriate frequency.
  • Understand the top customer value drivers for NA RMS customers for XB/XRM, develop and adapt to the NA market as needed
  • Develop and Foster KOL relationships for SEM/XB in the NA IQR market. This effort needs to focus on customers at varies stages of their career to ensure an active KOL ‘pipeline’
  • Working with NA sales colleagues, identify and develop plans to advance KOL’s in key accounts into Brand Ambassadors where appropriate to meet NA IQR long term goals
  • In unison with Global Marketing utilize KOLs for alpha/beta/early adopter sites to further the success of marketing efforts centered around product launches and marketing campaigns. Further work with Global Marketing to actively engage our NA KOL customer base and form Focus Groups for the purpose of shaping our roadmaps and agenda
  • Work with global and NA MarComm colleagues to capitalize on our KOL relationships to amplify the voice of the customer in our marketing campaigns and messages.

You are:

  • Ph.D in Material Sciences or other life/physical science with direct experience in microscopy workflows required. Working knowledge of or prior work experience overseeing a shared instrumentation (Core) lab or facility
  • Greater than 5 years of microscopy and EM/ XRM/HIM applications experience and a deep understanding of EM/ XRM/ HIM microscopy market; thorough knowledge of microscopy industry, good overview of key applications and key customers; ability to analyze customer/application trends
  • Ability to communicate effectively with the North American Marketing, field sales and in-house teams as well as Headquarters‘ Product Center and marketing teams both orally and in writing; Analytical skills; Team Orientation, Project Management Skills
  • Good knowledge of software for post aqusition analysis such as quantification, visualization, correlation, coding/scripting and other microscopy based solutions is a plus.
  • Implementation of MS Office, photoshop, related software and strong presentation skills is required
  • Prior experience in technical sales and managing a field coverage area for technical sales or product support is a plus
  • Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently
  • Knowledge and experience in biological applications is a great advantage
In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long-term goal of the Carl Zeiss Foundation: to bring science and society into the future together.

Join us today. Inspire people tomorrow.

Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity.

Apply now! It takes less than 10 minutes.
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Brady Glentz
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