The role helps translate customer insights into workflow concepts and supports the validation of workflow opportunities. Working closely with Product Management, R&D, Marketing and Commercial teams, the position contributes to the successful development and market introduction of integrated drug discovery workflow solutions.

• Identify valuable customer problems from discovery scientists, computational chemists, lab heads, CROs, and KOLs by means of customer insight projects.
• Translate validated customer problems into clear workflow requirements, user stories, acceptance criteria, launch claims, and development priorities for R&D, software, applications, service, and commercial teams
• Maintain an evidence-linked inventory of drug discovery problems across fragment-based lead discovery, hit-to-lead, targeted protein degradation, and biophysical triage.
• Map candidate problems against the combined NMR, SPR, switchSENSE, and software capability set and against realistic competitive alternatives.
• Recommend continuation, refinement, or discontinuation of workflow concepts based on customer and market evidence.
• Contribute to market assessments, opportunity evaluations, and business case development by gathering and analyzing customer, market, and competitive insights
• Secure named beachhead accounts and named internal workflow owners before propositions advance beyond concept stage. 
• Design and run beta / early-access programs with real customers and real samples, reporting negative results with the same rigor as positive results. 
• Develop positioning, messaging, evidence packages, ROI logic, competitive comparison material, and sales enablement content for each workflow proposition.
• Support the development, prioritization and maintenance of workflow roadmap, including prioritization of workflow opportunities based on customer value, strategic fit, commercial potential, technical feasibility, and available evidence.
• Collaborate with cross-functional teams across technologies and business units to support workflow development and commercialization activities.
• Monitor post-launch workflow adoption, customer outcomes, win/loss data, revenue contribution, margin, support burden, and installed-base feedback; initiate corrective actions where performance deviates from plan.
• Support product lifecycle management activities from concept development through product launch and phase-out planning.

• Familiarity with pharmaceutical drug discovery from target validation through lead optimization, including how decisions are made and funded in discovery organizations.
• Ability to build attractive value propositions and marketing claims to address real-world customer problems.
• Ability to build quantitative business cases from primary evidence, including bottom-up sizing, stated assumptions, ranges, and confidence levels.
• Understanding of product management methodologies and willingness to develop expertise in product lifecycle and roadmap management.
• Voice-of-customer methods, customer-site observation, problem-discovery interviews, facilitated workshops, and evidence-linked problem scoring.
• Workflow proposition development, positioning, value-based pricing logic, customer evidence generation, and sales enablement for matrix sales organizations. 
• Competitive assessment, win/loss analysis, Salesforce funnel tracking, and feedback loops into roadmap and commercial prioritization.
• Ability to prepare and defend stage-gate submissions in front of BU and divisional management.
• Fluent written and spoken English for customer, scientific, and executive communication.