As a Customer Applications Technical Application Expert - Downstream, you will utilize your expertise and strategic insights in downstream technologies, particularly in purification portfolios such as chromatography and Protein A, to effectively collaborate with commercial partners. Your goal will be to drive the adoption of the Company’s technologies and enhance sales. This position is part of the Customer Applications (CA) team within our Process Solutions commercial organization, focusing on Affinity and Protein A chromatography.

Your Role:

• Collaborate with commercial teams and other CA teams to create comprehensive initiatives aimed at boosting chromatography sales in your designated region.
• Work alongside MSAT Scientists to ensure a seamless, consultative experience for customers testing and trailing Merck products.
• Assist CA and Commercial team members in planning, coordinating, and executing regional Plans of Action (POA).
• Use your understanding of customers, current industry drivers and trends, together with an appreciation of competition dynamics to effectively identify strategic opportunities to gain market share and grow the business.
• Collaborate with sales in pursuing new business opportunities, focusing on commercial business opportunities for pre-Sales projects including Downstream products & capabilities. 

• Present expertise to customers through both face-to-face and virtual interactions
• Identify customer needs, assess potential and apply technical expertise to ensure optimal use of technology within applicable regulatory environment.
• Prepare and/or validate the information required for prioritization of customer projects.
• Demonstrate consultancy with a high-level expertise in Downstream & chromatography processing customer needs and related products. 
• Collaborate seamlessly with sales teams to prospect, qualify, pursue, propose, negotiate, and close customer opportunities, as needed & with focus on larger, complex opportunities.
• Drive the commercial teams to identify and nurture opportunities for Competitive Conversion (CoCo), New Product Introductions (NPI), Product Adoption (PA) and New Product Sales (NPS)
• Bring customer & commercial feed-back to leadership, business, & strategy to share best practices and identify potential gaps. 
• Act as an ambassador for ONE PS mindset, to work beyond DSP product scope and support PS product rage where applicable

• Ensure successful brand awareness and marketing of the Company’s products for Pharma/Biotech in the designated territory.

• Ensure successful introduction of new products and participate in programs reinforcing product positioning and selling strategies.
• Identify customer needs, assess potential, and apply technical expertise to ensure optimal use of technology within the applicable regulatory environment.
• Maintain technical excellence in Downstream and complementary product portfolios.  Participate in and contribute to upskilling activities such as Seminar Series and other Technology Team Programs.
• Monitor and report competitor activities and emergent customer needs and use this information to influence the Company’s product development strategy.
• Understand and track changes in local market dynamics and use them to leverage business strategies by sharing with relevant stakeholders (CA / Franchise partners).
• Build relationships and networks with industry decision makers and opinion leaders to maintain and grow the Company’s Downstream market & mind share.

Who You Are:

• Preferably hold a Master’s degree in Life Science, Biotechnology, Chemical Engineering, or a related field.
• Have over 5 years of relevant technical experience in the life sciences industry.
• Possess knowledge of sales cycles from prospecting to closure in the biopharmaceutical industry, along with relevant commercial experience.
• Experience with biological production across modalities, particularly monoclonal antibodies (mAbs).
• Ability to manage complex and dynamic projects involving various key stakeholders.
• Expertise in biopharmaceuticals, specifically in downstream processing and chromatography.
• Proficient in profiling customer manufacturing processes, identifying opportunities, and aligning them with Merck products, services, and solutions.
• Strong influencing skills, capable of making high-level decisions.
• Excellent project management and execution skills in a complex environment with multiple stakeholders.