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Global Market Segment Leader, Pharmaceutical Lab Testing - Salt Lake City, UT

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Company Name:Nelson Labs
Location:Salt Lake City, UT
Employment Type:Full Time
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Nelson Labs was founded in Salt Lake City, Utah in 1985 by Dr. Jerry R. Nelson and Lynda S. Nelson to address the new market created by the implementation of modern medical device regulations. Beginning with only five employees and offering 40 microbiology tests, Nelson Labs grew over the next three decades by delivering best-in-class laboratory testing and customer service to medical device companies. Jeff Nelson, son of the founders, has led the business since 2006.

In 2016, Nelson Labs was acquired by Sterigenics, a global provider of sterilization services backed by GTCR and Warburg Pincus. At the time of the transaction, Nelson Labs had grown to 570 employees providing more than 400 microbiological and analytical tests to 3,000 client entities across 57 countries. In 2017, the Sponsors rebranded the parent company to Sotera Health to encompass its three core business units: Nelson Labs, Sterigenics, and Nordion, a global provider of Cobalt-60 for the sterilization process.

Under private equity ownership Nelson Labs has made two key acquisitions. As part of its global expansion strategy, the Company acquired Belgium-based Toxikon Europe N.V., the European division of Toxikon Corporation, in 2017. The following year, Nelson Labs acquired Gibraltar Laboratories, a New Jersey-based outsourced provider of microbiology, sterility assurance, and analytical chemistry testing with two facilities in the New Jersey tri-state area. Sotera Health has also made significant investments in the existing infrastructure of Nelson Labs, with a particular emphasis on the Company's Center of Excellence in Itasca, Illinois.

Today, Nelson Labs provides more than 800 microbiology and analytical testing services from 14 global laboratory sites across the US, Mexico, Europe and China.

Job Summary:

The Global Market Segment Leader is responsible for the growth and overall performance of Nelson Labs' pharmaceutical industry business segment. Key leadership activities will include market segment definition and sizing, segment share growth strategy, value proposition creation, and development and alignment of Nelson Labs testing and service capabilities corresponding to customer needs. Beyond strategy development, this leader will translate that plan to action across the global Nelson Labs network of laboratories, harmonizing science, quality and business standards, deploying investments needed to win new business, and securing significant share growth in the markets in which we operate.

The successful candidate will have deep industry knowledge of target markets and key customers and will leverage this knowledge to characterize the competitive landscape, identify existing or create new Nelson Labs capabilities to meet customer needs, and develop and drive go-to-market strategy.

Job Requirements:

  • Strong business acumen, able to build and successfully lead a virtual P&L.
  • Track record of success in strategic business development and rapid share growth.
  • Proven ability to connect with key customers and potential customers and influencers to understand market needs and trends.
  • Knowledgeable with relevant FDA and other regulatory requirements.
  • Bachelor's Degree in scientific field, business or relevant related discipline.
  • Travel up to 25%, including some international travel.

Desired Qualifications:

  • 10+ years of experience with pharmaceutical lab testing.
  • Master's degree in microbiology or MBA preferred.
  • Key characteristics: Motivated self-starter. Curious. Collaborative. Undeterrable.

Responsibilities include:

Strategic Leadership

  • Identify Nelson Labs' total addressable market for the Pharma segment, as well as identify adjacent capabilities that expand that addressable market.
  • Identify Nelson Labs' existing Pharma oriented offerings and enhance definition, customer understanding, and promotion.
  • Lead and develop the global market segmentation strategy for Pharma, including:
    • Market share growth targets
    • Geographical prioritization of opportunity
    • Prioritization of opportunity based on value and probability to win
    • Investment required and expected ROI
    • Facility and testing capability plans, including harmonization across sites
    • New offering development and lifecycle leadership
  • Lead competitive intelligence efforts to support strategy and merger/acquisition considerations.
  • Serve as the pharmaceutical industry subject matter expert to support cross functional decision making and broad-based business strategy
  • Maintain a working knowledge of industry standards and regulatory requirements
  • Build and maintain strong cross-functional working relationships within Nelson Labs and across Sotera Health and sister BUs, Nordion and Sterigenics
  • Establish metrics (to encompass share, growth, profitability, quality, customer service, NPS, ROI) and monitor segment results and deviations from plan, with corrective actions

Customer Leadership

  • Create segment Value Propositions and identify strategic customers for Nelson Labs' offerings, including identification and understanding of customer market requirements.
  • Collect and assimilate Voice of Customer input, including regulators and other stakeholders.
  • Match customer needs and opportunities to relevant existing and new Nelson Labs capabilities.

Scientific Leadership

  • Harmonize science and quality standards within assigned segment across global Nelson Labs network.
  • Identify scientific trends, long term opportunities (including white space), and competitive position and translate into a plan to develop, test and launch new offerings.
  • Provide leadership, coaching and direction to the broader organization regarding segment strategy and interfacing with internal key functional areas, including Sales, Marketing, Finance, Science, Operations and corporate Business Development.

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