Market Development Manager

ONI is driven to propel scientific discovery and combat diseases by enabling visualization, understanding, and sharing of the microscopic details of life through its Nanoimager. The Market Development Manager will own and scale ONI’s bioprocessing market, defining strategy, developing partnerships, translating customer needs into analytical workflows, and coordinating cross-functional efforts to drive measurable adoption and commercial growth.

Responsibilities:

• Define and own a clear bioprocessing market strategy, including priority segments, use cases, customer profiles, competitive positioning, routes to market, and investment choices
• Establish ONI as a valued analytical partner across bioprocess development, process characterization, and quality-relevant research workflows
• Define the business requirements, portfolio priorities, and strategic partnerships needed to translate ONI’s instruments, software, reagents, services, and scientific expertise into high-value customer outcomes
• Quantify the addressable market and prioritize segments such as biologics, advanced therapies, extracellular vesicles, nanoparticles, and other high-value bioprocess applications where ONI can create a differentiated position
• Own market performance reviews, identify gaps early, and recommend investment, sequencing, or course corrections to the executive team
• Build the capabilities, operating cadence, and cross-functional alignment needed for the market to mature into a standalone business vertical
• Own the annual business plan, market forecast, growth targets, and performance indicators for the bioprocessing segment
• Own the commercial business case and prioritization for bioprocessing workflows, ensuring Product, Applications, R&D, Product Marketing, and Commercial teams execute against agreed market priorities
• Create business cases and market requirements for application notes, validation studies, software capabilities, reagents, services, and future product development
• Translate market and customer intelligence into recommendations for portfolio investment, workflow prioritization, pricing, packaging, partnerships, and commercial strategy
• Partner with Product Marketing on positioning, messaging, launch planning, campaigns, and sales content, while retaining accountability for overall segment strategy and business outcomes
• Develop relationships with bioprocess leaders, KOLs, reference laboratories, biopharma companies, CDMOs, technology providers, and industry consortia
• Represent ONI at relevant industry meetings, conferences, working groups, and executive customer forums
• Build a network of advocates who strengthen ONI’s scientific reputation and create commercial pull-through
• Identify and develop strategic alliances, co-development opportunities, channel relationships, and ecosystem partnerships that expand ONI’s market position
• Partner with Commercial leadership to ensure Sales, FAS, Customer Success, and distributors are aligned around priority customers, use cases, qualification criteria, and segment growth objectives
• Establish the operating cadence, performance metrics, and field-feedback mechanisms needed to support consistent execution across regions
• Define the strategic voice-of-customer framework and ensure customer insights are gathered across scientific needs, workflow friction, buying criteria, adoption barriers, competitive activity, and emerging trends
• Convert insights into prioritized actions for Product, R&D, Marketing, Applications, Customer Success, Operations, and Commercial leadership
• Lead through influence across functions, resolve trade-offs, and maintain shared accountability for market outcomes

Requirements:

• Typically 10+ years of relevant experience across life-science tools, bioprocessing, biopharma, analytical technologies, market development, product management, strategy, or commercial leadership
• Demonstrated success creating a market, launching scientific workflows or products, developing strategic accounts, and converting technical value into measurable commercial growth
• Strong understanding of bioprocess development and characterization; experience in biologics, cell and gene therapy, extracellular vesicles, nanoparticles, advanced analytics, or adjacent modalities is highly valued
• Experience developing business plans, market models, portfolio recommendations, pricing or packaging strategies, and executive-level investment cases
• Credibility with scientists, process-development leaders, senior biopharma stakeholders, partners, and commercial teams
• Ability to lead globally and cross-functionally without relying on formal authority; comfortable moving between strategy, customer discovery, technical detail, and execution
• Willingness to travel globally as required to develop customers, partners, teams, and markets
• Advanced degree in a relevant scientific or engineering discipline preferred; MBA or equivalent commercial experience is advantageous