Key Skills

Job Description

The Clinical Market & Product Manager, EMEA is responsible for developing and executing the regional commercial, clinical market-development and product strategy to accelerate adoption of the company’s technology and associated consumables within the clinical special hematology market, with particular focus on lymphoma and leukemia diagnostics using the Northern Lights CLC spectral technology platform. Reporting to the General Manager, EMEA, the Clinical Market & Product Manager will have regional product ownership responsibility for the clinical portfolio, with accountability for ensuring that the company's products, clinical applications and workflows address the evolving needs of EMEA customers and remain competitive, differentiated and commercially relevant within the European market. A core responsibility of the position will be to identify, define and continuously evolve the clinical application portfolio for the EMEA clinical market, determining which clinical applications, use cases, workflows and related product capabilities should be prioritized based on customer needs, market opportunity, clinical practice, competitive dynamics and regulatory feasibility. The incumbent will act as the primary EMEA interface with global Product Management and R&D for the clinical portfolio, translating Voice of Customer, Voice of Market, competitive intelligence and European market requirements into clearly defined product requirements, feature enhancements, new applications and development priorities. The role will actively influence the product roadmap and work closely with R&D to identify and prioritize improvements required to enhance product performance, usability, workflow integration, clinical value, competitive differentiation and marketability in EMEA. The position will also act as a key interface between the EMEA organization and the company’s US headquarters, translating global strategy, product roadmap and clinical value propositions into effective regional commercialization plans, while ensuring that EMEA market requirements are appropriately represented in global product-development and portfolio decisions. The role will oversee market development across both direct sales and distributor channels throughout EMEA and will work closely with Sales, Applications, Regulatory Affairs, Quality, Operations, R&D and global Marketing/Product Management. A major focus of the position will be developing relationships with Key Opinion Leaders (KOLs), reference laboratories and leading clinical institutions, building clinical advocacy and evidence, supporting market access and ultimately driving sustainable adoption of the company’s clinical hematology portfolio. The Clinical Market & Product Manager will also lead two regional Marketing Generalists responsible for supporting regional marketing programs, congresses, trade shows and other commercial activities across EMEA. Key Responsibilities 1. EMEA Clinical Market Strategy & Commercialization Develop and execute the EMEA clinical market and product strategy in alignment with the General Manager, EMEA and global commercial and product strategies. Define short-, medium- and long-term plans to accelerate adoption of the Northern Lights CLC spectral technology platform and associated consumables for clinical hematology applications. Develop clear market segmentation and prioritization across EMEA, identifying the countries, institutions, laboratories, applications and customer profiles offering the greatest clinical and commercial opportunity. Build regional commercialization plans covering installed-base expansion, new customer acquisition, consumable utilization and competitive conversion. Develop differentiated value propositions and market-development programs addressing the specific needs of hematology laboratories, clinical flow cytometry laboratories and other relevant diagnostic stakeholders. Monitor clinical practices, market trends, competitive products, emerging technologies and evolving customer requirements, translating insights into commercial strategies and product-development requirements. Identify gaps between current product capabilities and EMEA customer requirements and develop recommendations to improve product competitiveness and marketability. Establish clear KPIs to measure clinical adoption, market development, funnel evolution, reference-site development, product performance and commercial success. 2. EMEA Product Ownership & Product Management Act as the business and commercial owner of the assigned clinical product portfolio within EMEA, with accountability for product-market fit, regional competitiveness, customer value proposition, adoption and lifecycle performance. Identify, define and continuously evolve the clinical application portfolio for the EMEA clinical market, ensuring alignment with customer needs, clinical practices, market opportunities, competitive dynamics and the company’s overall technology and product strategy. Prioritize clinical applications and use cases based on market potential, unmet clinical needs, customer demand, competitive differentiation, regulatory feasibility and commercial opportunity. Develop and maintain a deep understanding of the products, their clinical applications and workflows, the customer experience, competitive differentiation, strengths and limitations. Serve as the primary EMEA Product Management interface with R&D, ensuring that regional customer and market requirements are systematically captured, communicated and considered in product-development priorities. Establish a structured Voice of Customer (VoC) and Voice of Market (VoM) process, consolidating feedback from customers, KOLs, Sales, Applications, distributors, service teams and other market-facing stakeholders. Translate customer needs and market insights into clearly defined product requirements, application requirements, feature requests, workflow improvements and product-enhancement proposals for R&D and global Product Management. Identify modifications or enhancements to instruments, software, consumables, applications, reagents, accessories and workflows required to improve usability, clinical value, competitive differentiation and marketability within EMEA. Work directly with R&D and global Product Management to evaluate and prioritize product and application enhancements, balancing customer value, market opportunity, competitive urgency, technical feasibility, regulatory implications, development resources and business return. Represent EMEA requirements during product roadmap discussions, design reviews, development projects and product-prioritization processes. Develop business cases for significant product enhancements, new clinical applications and new-product opportunities, including market size, customer requirements, competitive positioning, revenue potential and commercial impact. Participate in appropriate product-development milestones and provide the commercial, clinical-market and customer perspective during the development process. Coordinate with selected customers and KOLs, as appropriate, to obtain structured feedback on concepts, prototypes, applications, workflows or new features during product development. Partner with R&D, Applications, Quality and Regulatory Affairs to ensure that product improvements address customer requirements while appropriately considering technical, quality and European regulatory requirements. Track agreed product requirements and enhancement priorities with global teams, ensuring visibility on progress and communicating relevant developments to EMEA leadership and commercial teams. Own the regional commercial aspects of the product lifecycle, including introduction, growth, optimization, maturity, rationalization and eventual discontinuation. Monitor product performance following launch and recommend corrective actions or enhancements based on customer feedback, adoption, commercial performance and competitive developments. 3. Clinical Hematology Market & Application Development Serve as the EMEA market and product expert for special hematology, particularly lymphoma and leukemia diagnostic applications. Develop a strong understanding of diagnostic workflows, laboratory requirements, clinical practices and unmet customer needs associated with hematological malignancies. Continuously assess the EMEA clinical landscape to identify new applications and use cases that can expand the addressable market for the company's technology. Identify barriers to adoption, including product functionality, workflow, usability, clinical evidence, regulatory status and competitive positioning, and develop appropriate solutions. Collaborate with commercial and Applications teams to develop compelling clinical and workflow-based value propositions. Support the development of clinical reference sites and centers of excellence capable of demonstrating the technology's clinical and operational value. Work with R&D, Applications, Regulatory Affairs and global Product Management to translate identified clinical application opportunities into product, assay, reagent, software and workflow requirements. Use feedback from reference sites, KOLs, customers and field teams to identify opportunities for new features, applications, assays, consumables and workflow improvements. Maintain a clear competitive assessment of alternative diagnostic technologies and products, identifying opportunities where product or application improvements could strengthen the company's competitive position. 4. KOL & Clinical Community Development Identify, establish and maintain relationships with leading Key Opinion Leaders in hematology, hematopathology, clinical flow cytometry and laboratory medicine across EMEA. Develop a structured EMEA KOL strategy, including identification of emerging clinical leaders and next-generation advocates. Build and maintain a network of reference customers and centers of excellence. Utilize KOL relationships not only to build clinical advocacy, but also to generate structured product, application and workflow feedback supporting product-development decisions. Facilitate clinical collaborations, scientific exchanges and customer-to-customer engagement supporting broader market adoption. Partner with internal Medical, Scientific, Applications, R&D and Product teams to support evidence-generation initiatives and scientific communication. Establish appropriate customer feedback mechanisms for new features, applications and product concepts. Represent the company at relevant clinical congresses, scientific meetings, advisory boards and industry events. 5. Direct & Distributor Channel Strategy Develop market-development strategies supporting both the company's direct commercial organizations and distribution partners across EMEA. Work closely with country sales leaders and distributors to translate regional strategy into country-specific market-development and customer-engagement plans. Establish processes through which Sales and distributors can systematically provide customer, competitor, product and application feedback to Product Management. Support distributor selection, onboarding, training and development from a clinical-market and product perspective. Establish expectations and performance indicators for distributor-driven clinical-market development. Conduct regular reviews of distributor market-development activities, pipeline development and execution against agreed objectives. Ensure consistent clinical positioning, messaging and value propositions across direct and indirect channels. Support commercial teams in strategically important customer opportunities, tenders and competitive situations. 6. CE-IVD & Regulatory Collaboration Maintain a strong working knowledge of the European CE-IVD regulatory environment and applicable IVD requirements. Partner closely with Regulatory Affairs, Quality, R&D and global Product teams to support readiness for product registrations, approvals and commercialization within the European market. Ensure that regional commercialization activities, claims, messaging and marketing materials remain aligned with approved intended use and regulatory requirements. Provide regional market and customer input into regulatory strategies and product-launch planning. Ensure that European regulatory requirements and their commercial implications are considered when defining new products, clinical applications, features and enhancements. Help translate regulatory requirements into practical product, commercial and market-development actions for EMEA teams and distributors. Monitor regulatory developments that may affect product design, clinical claims, market access or adoption within EMEA and communicate their potential implications to leadership and relevant global teams. 7. Global Portfolio, Application Roadmap & Product Lifecycle Planning Represent and own the EMEA clinical-market perspective in company-wide portfolio strategy, product-development and product-planning processes. Define and maintain the EMEA clinical application portfolio and associated application roadmap, identifying current and future clinical applications required to support the company's growth strategy in the EMEA clinical market. Identify gaps in the existing clinical application portfolio and develop market-based recommendations and business cases for new applications, assays, reagents, consumables, software capabilities and workflows. Provide structured Voice of Customer and Voice of Market feedback to global Product Management, Marketing, R&D and commercial leadership. Maintain a prioritized view of EMEA product gaps, application requirements, customer needs, competitive vulnerabilities and development opportunities. Participate actively in product roadmap and portfolio-prioritization discussions. Work with R&D, global Product Management, Applications and Regulatory Affairs to establish priorities and development pathways for new clinical applications. Develop EMEA business cases and market assessments for new products, features, applications, consumables and market opportunities. Recommend priorities based on customer impact, addressable market, competitive advantage, revenue potential and strategic importance. Ensure EMEA customer requirements and regional regulatory, workflow and competitive considerations are incorporated into global product decisions. Partner with HQ on product launches, product enhancements, lifecycle management and commercialization programs. Identify portfolio gaps and recommend opportunities for new-product development, line extensions, applications, consumables or strategic partnerships. Provide recommendations regarding product rationalization or discontinuation when products no longer meet market, customer or commercial requirements. 8. New Product & Clinical Application Development and Launches Represent the commercial and customer perspective for EMEA during new-product and clinical-application development programs. Define EMEA market requirements and desired product attributes in collaboration with customers, KOLs, Sales, Applications and distributors. Work with R&D and global Product Management throughout development to ensure continued alignment between proposed solutions and identified clinical and market needs. Support customer validation, beta-site or early-access activities where appropriate. Develop regional product and application positioning, competitive differentiation, target customer profiles and value propositions. Define EMEA launch-readiness requirements across Sales, Applications, Regulatory, Operations, Customer Service, distributors and Marketing. Develop and execute regional go-to-market and product/application launch plans. Ensure commercial teams and distributors receive appropriate product training, competitive intelligence and sales-enablement tools. Monitor post-launch performance against agreed objectives and provide structured feedback to R&D and global Product Management regarding areas requiring further optimization. 9. Sales & Operations Planning Actively participate in the regional Sales & Operations Planning (S&OP) process. Provide market intelligence, product lifecycle considerations, expected adoption curves, launch assumptions and demand drivers to improve forecasting accuracy. Collaborate with Sales and Operations to translate commercial plans and pipeline developments into appropriate instrument and consumable forecasts. Support planning for new-product introductions, product transitions, major tenders, distributor inventory requirements and significant customer projects. Monitor actual market and product adoption against assumptions and adjust forecasts and commercialization priorities accordingly. 10. Regional Marketing, Congresses & Trade Shows Lead and develop two EMEA Marketing Generalists supporting regional marketing execution and trade-show activities. Establish priorities and annual objectives for regional congresses, trade shows, workshops and customer events. Ensure event participation is closely aligned with strategic market-development and product-management objectives rather than solely event execution. Use congresses, scientific meetings and industry events as structured opportunities to gather customer insight, competitive intelligence and product/application feedback. Define objectives and expected return for major congresses and customer programs and evaluate effectiveness following each activity. Coordinate with global Marketing to ensure appropriate regional adaptation of campaigns, scientific communications and commercial tools. Ensure consistent branding and compliant clinical messaging across EMEA marketing activities. 11. Leadership & Cross-Functional Collaboration Lead, coach and develop the two direct reports, establishing clear objectives, accountability and professional-development plans. Work as part of the EMEA leadership team, contributing beyond the immediate clinical-market and product function to broader regional strategy and priorities. Build strong collaborative relationships across Sales, Applications, Customer Service, Operations, Regulatory Affairs, Quality, Finance, R&D and global headquarters. Act as the principal regional bridge between EMEA customers and commercial teams and US-based R&D, Marketing and Product Management. Develop effective mechanisms for communicating market priorities and product-development requirements across functions. Influence product-development priorities within a global matrix organization, using customer evidence, market data and commercial business cases to support recommendations. Promote a culture of customer focus, innovation, execution, accountability and cross-functional collaboration. Qualifications & Experience Education Bachelor's degree in Life Sciences, Biomedical Sciences, Hematology, Immunology, Molecular Biology or a related scientific discipline required. Master's degree, PhD, MBA or equivalent advanced qualification is highly preferred. Professional Experience Significant experience within the clinical diagnostics, clinical flow cytometry, hematology, oncology diagnostics or related life-science industry. Strong understanding of lymphoma and leukemia diagnostic workflows and the role of flow cytometry and/or spectral technologies within clinical laboratories. Proven experience in product management combined with clinical-market development, strategic marketing or commercial leadership within a regulated diagnostics environment. Demonstrated experience translating customer needs and market requirements into product and application requirements and working directly with R&D or technical organizations on product development and enhancement. Experience contributing to product roadmaps, clinical application portfolio development, requirements prioritization, new-product development and product lifecycle management. Experience commercializing instruments, diagnostic technologies and recurring consumables is highly desirable. Demonstrated experience working across multiple EMEA countries and cultures. Experience managing both direct and distributor commercial models. Experience developing and maintaining relationships with KOLs, reference laboratories and leading clinical institutions. Practical understanding of CE-IVD requirements and the European IVD regulatory environment, with the ability to work effectively with Regulatory Affairs and Quality teams. Experience developing product and market business cases and conducting competitive and market analysis. Experience with forecasting and Sales & Operations Planning (S&OP) is desirable. Previous people-management experience strongly preferred. Skills & Competencies Strong combination of Product Management, strategic, commercial and clinical capabilities. Demonstrated ability to understand customer and clinical needs and translate them into actionable product requirements, application requirements and development priorities. Ability to identify and prioritize new clinical applications and use cases based on unmet need, clinical utility and commercial potential. Ability to work effectively with R&D and technical teams and balance customer value, technical feasibility, regulatory requirements and commercial priorities. Ability to translate complex clinical technology into compelling customer and commercial value propositions. Strong understanding of the dynamics of capital equipment combined with recurring consumable revenue models. Excellent market analysis, product positioning, competitive analysis, segmentation and strategic-planning capabilities. Strong knowledge of product and application lifecycle management and new-product commercialization. Strong relationship-building skills with clinicians, laboratory professionals, KOLs, distributors and internal stakeholders. Ability to influence in a matrixed, international organization without relying solely on formal authority. Strong leadership and people-development capabilities. Comfortable moving between strategy, product development and hands-on commercial execution. Excellent presentation and communication skills. Strong analytical capabilities with the ability to use customer insight, market data and commercial analysis to prioritize product and application-development investments. Highly collaborative, internationally minded and comfortable working across cultures and time zones. Fluent English required; additional European languages are an advantage. Willingness to travel extensively throughout EMEA and periodically to the US headquarters. Key Measures of Success Performance in the role will be evaluated against a combination of product, application, strategic and commercial indicators, including: Growth in adoption of the Northern Lights CLC spectral technology platform within clinical hematology. Growth of associated recurring consumable revenue and utilization. Development of qualified clinical opportunities and conversion of priority accounts. Establishment and development of strategic KOLs, reference sites and centers of excellence. Successful execution of EMEA clinical-market, product and application launch plans. Effectiveness of direct and distributor channel market-development programs. Definition and successful development of a clinically relevant and commercially attractive EMEA clinical application portfolio and roadmap. Successful identification and prioritization of new clinical applications addressing unmet EMEA customer and market needs. Quality and effectiveness of EMEA Voice of Customer and Voice of Market input into R&D and global product-development processes. Implementation of product enhancements and features addressing identified EMEA customer and market requirements. Improvement in product competitiveness, usability, differentiation and market fit within EMEA. Quality of EMEA product requirements, business cases and contribution to the global product roadmap. Successful commercialization and adoption of new products, applications, consumables and product enhancements. Effectiveness of product and clinical application lifecycle management across the EMEA clinical portfolio. Forecast accuracy and contribution to effective S&OP planning. Effectiveness and measurable impact of regional congress and trade-show investments. Development, engagement and performance of the EMEA marketing team. Cytek is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, gender identity, sexual orientation, national origin, genetic information, disability status, veteran status, or any other characteristic protected by law.

Core Responsibilities

Develop and execute EMEA clinical market and product strategies for the Northern Lights CLC spectral technology platform and its consumables, including defining the clinical application portfolio and translating customer and market needs into product requirements and roadmap priorities. Build clinical advocacy and channel adoption through KOL and reference-site relationships, direct and distributor collaboration, product launches, regional marketing leadership, and cross-functional work with R&D and regulatory teams.

Requirements

Requires a bachelor's degree in a relevant life-sciences discipline and significant experience in clinical diagnostics, flow cytometry, hematology, oncology diagnostics, or a related field; an advanced degree is highly preferred. Candidates should bring product-management and market-development experience, knowledge of lymphoma and leukemia diagnostic workflows and European IVD requirements, experience working across EMEA and with distributors and KOLs, and strong leadership, analytical, communication, and cross-functional skills.