Regional Product Manager, North America - EXENT (Protein Diagnostics)

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary & Scope

The Regional Product Manager, North America - EXENT is responsible for driving the commercial success, growth, lifecycle management, instrument placements, and customer adoption of EXENT across the United States and Canada. Serving as the regional business owner for EXENT, this role translates global strategy into regional execution, ensuring alignment with laboratory needs, the multiple myeloma diagnostic landscape, reimbursement considerations, and commercial objectives.

Partnering closely with Global Product Management, Commercial Leadership, Regional Marketing, Medical & Scientific Affairs, Market Access, Supply Chain, Regulatory Affairs, Quality, Technical Support, Service, and Field Applications, the Regional Product Manager drives regional revenue growth, instrument adoption, test utilization, and customer satisfaction. The role combines strategic regional product leadership with operational execution, including launches, instrument placement support, customer engagement, field enablement, and commercialization initiatives.

The Regional Product Manager leads complex cross-functional initiatives, influences senior stakeholders, and identifies opportunities to accelerate EXENT placements, increase testing utilization, and improve business performance across North America.

Key Responsibilities

EXENT Strategy & Product Management

• Develop and execute North American EXENT commercialization strategies aligned with global product objectives and regional market needs.

• Monitor regional EXENT performance, including revenue, instrument placements, installed base, test utilization, consumables pull-through, profitability, and customer adoption.

• Support regional lifecycle activities, including launches, product enhancements, workflow improvements, and portfolio optimization in coordination with Global Product Management.

• Identify market opportunities, competitive threats, reimbursement trends, clinical guideline developments, and unmet needs in multiple myeloma and monoclonal gammopathy testing.

• Develop regional business cases and growth plans to support commercial priorities and investment recommendations.

Commercial Leadership & Capital Equipment Support

• Partner with North American sales and commercial leadership to support EXENT instrument placement strategies, target account segmentation, and regional opportunity plans.

• Provide regional recommendations on EXENT positioning, value propositions, pricing, instrument placement models, and reagent/consumable economics, aligned with global strategy.

• Support strategic account planning across health systems, academic medical centers, national reference laboratories, and high-complexity laboratories; apply knowledge of capital budgets, procurement, RFPs, contracting, and multi-stakeholder buying decisions.

• Support customer-specific financial value propositions addressing return on investment, total cost of ownership, cost per reportable result, utilization assumptions, and laboratory operational impact.

• Analyze regional pipeline, instrument placement milestones, customer and financial data, and utilization metrics to identify barriers and recommend corrective actions.

EXENT Launch & Commercialization

• Lead regional execution of EXENT launches and commercialization initiatives across the United States and Canada, consistent with applicable approvals and product claims.

• Coordinate regional launch readiness across sales, marketing, supply chain, service, field applications, regulatory, quality, market access, and customer support.

• Develop regional launch plans, customer communications, instrument evaluation support, and adoption programs tailored to laboratory workflows.

• Track launch performance, installation and go-live milestones, and utilization ramp-up; recommend actions to accelerate adoption.

Customer & Market Engagement

• Act as a key customer-facing EXENT product representative across North America, engaging laboratory directors, pathologists, clinicians, and laboratory operations leaders.

• Gather voice-of-customer and competitive insights and translate them into actionable regional recommendations and feedback to global teams.

• Support customer evaluation, onboarding, installation planning, verification/validation, training, and workflow optimization in partnership with Field Applications and Service.

• Participate in customer meetings, advisory boards, scientific congresses, webinars, and educational programs relevant to EXENT and myeloma diagnostics.

• Build relationships with key opinion leaders, strategic customers, professional societies, and other diagnostic stakeholders.

Field Enablement & Training

• Partner with North America training team to develop and deliver EXENT product, clinical application, laboratory workflow, capital equipment, and competitive training for North American commercial and support teams.

• Create and maintain sales tools, capital justification resources, training materials, FAQs, and approved customer-facing resources.

• Equip field teams to communicate EXENT capabilities, laboratory requirements, clinical value within approved claims, and testing economics.

• Support instrument demonstrations, evaluations, and customer implementation activities alongside technical specialists.

Operational Excellence

• Partner with Supply Chain, Operations, and Service to support instrument availability, installation capacity, reagent and consumable forecasting, inventory, and supply continuity.

• Coordinate customer communications related to EXENT availability, implementation timelines, launches, and issue resolution.

• Support complaint escalation and product-related investigations in compliance with Quality Management System requirements.

• Collaborate with Regulatory Affairs and Quality to ensure regional activities comply with FDA, Health Canada, and applicable healthcare regulations.

• Identify opportunities to improve implementation experience, instrument utilization, customer retention, and operational efficiency.

Cross-Functional Leadership

• Lead regional cross-functional EXENT initiatives to deliver commercial and customer adoption objectives.

• Influence regional and global stakeholders to align priorities and address barriers to instrument placement and utilization.

• Serve as the North American liaison between Global Product Management and regional commercial organizations, communicating customer and market insights.

• Contribute to annual operating plans, instrument and consumables forecasting, strategic business reviews, and long-range regional planning.

Keys to Success

Education

• Bachelor’s degree in Life Sciences, Clinical Diagnostics, Biotechnology, Marketing, Business Administration, or related field required.

• MBA, advanced scientific degree, or equivalent business experience preferred.

Experience

• 8+ years of experience in product management, product marketing, commercial strategy, sales leadership, or related roles within clinical diagnostics, laboratory instrumentation, medical devices, or healthcare.

• Demonstrated success supporting commercial growth and customer adoption of large capital equipment with complex sales cycles strongly preferred.

• Experience launching and commercializing diagnostic products in the United States and/or Canada, including supporting instrument placements and installed-base growth.

• Experience working within regulated clinical laboratory environments and familiarity with instrument evaluation, installation, verification/validation, and workflow integration.

• Knowledge of capital equipment purchasing cycles, laboratory economics, ROI and total cost of ownership, reagent/consumable business models, and reimbursement preferred.

• Proven ability to lead complex cross-functional initiatives and influence senior stakeholders; knowledge of myeloma diagnostics, protein testing, or mass spectrometry preferred.

Knowledge, Skills & Abilities

• Strong strategic thinking, regional business acumen, and understanding of capital equipment commercialization.

• Advanced regional product lifecycle management expertise and familiarity with instrument placement and installed-base dynamics.

• Strong financial, forecasting, and portfolio management skills, including capital justification and utilization economics.

• Excellent project and stakeholder management capabilities across commercial, service, and laboratory implementation teams.

• Strong analytical and problem-solving skills with the ability to interpret market, pipeline, and instrument utilization data.

• Exceptional communication, presentation, and influencing abilities, including translating technical concepts into customer value.

• Customer-focused mindset with strong relationships across clinical, laboratory, operational, and procurement stakeholders.

• Ability to manage multiple priorities across a complex, regulated North American commercial environment.

• Strong leadership presence and ability to influence without direct authority across regional and global teams.

• Proactive, results-oriented, and accountable.

Compensation and Benefits

The salary range estimated for this position based in Nevada is $103,100.00–$154,700.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.