Marketing Product Manager, Research Instruments – US Region

Becton Dickinson Medical Devices•Milpitas, CA

4d•Onsite

About The Position

The Marketing Product Manager, Research Instruments (US Region) owns the overall commercial performance, adoption, and growth of the Research Instruments portfolio in the United States. This role is accountable for regional portfolio strategy, launch excellence, pricing and deal strategy leadership, and sustained revenue growth. The Marketing Manager serves as the senior regional marketing lead for Research Instruments, partnering closely with Regional Sales Leadership, Field Applications, Growth Marketing, Global Product Management, and Pricing teams.

Requirements

Bachelor’s degree in science, engineering, marketing, or an equivalent field required
5+ years of experience in product marketing, marketing management, or commercial roles within life sciences or technology-driven markets required
Demonstrated success leading regional go-to-market strategies and complex capital product launches
Strong experience partnering with sales leadership and field applications teams required
Proven ability to influence across a matrixed organization without direct authority required
Excellent communication, analytical, and business acumen

Nice To Haves

Experience marketing research instruments, capital equipment, or complex platforms
Familiarity with deal-based selling, pricing strategy, and discount governance
Experience working closely with global product management teams

Responsibilities

Own the US regional go-to-market strategy for the Research Instruments portfolio, including major platform launches, lifecycle management, and portfolio optimization.
Translate global product strategy into region-specific positioning, segmentation, and value propositions tailored to capital purchasing decisions.
Develop and maintain a clear positioning & messaging architecture (core narrative, proof points, competitive differentiation, application-led messaging) used consistently across campaigns, sales tools, and customer conversations.
Partner with Field Applications to translate workflows into application claims, demo stories, and configuration guidance; ensure messaging reflects real-world performance and user outcomes.
Define regional launch standards and ensure consistent, high-quality execution across instrument platforms and configurations.
Drive pipeline creation, opportunity quality, and win-rate improvement for Research Instruments through coordinated regional marketing and field execution.
Own the regional segmentation and prioritization model (ICP definitions, addressable labs, use cases, whitespace) to focus coverage and improve conversion in high-value segments.
Partner with Sales Ops/Finance on forecasting inputs (pipeline health, conversion assumptions, launch ramps) and provide regular readouts on risks, upside, and mitigation actions.
Partner with Growth Marketing to support top-of-funnel awareness and consideration, while owning downstream conversion and deal support.
Identify gaps in pipeline coverage, segment penetration, and deal progression; recommend corrective actions.
Lead regional pricing, discounting guidance, and promotional strategy for Research Instruments in collaboration with pricing, finance, and sales leadership.
Own and communicate regional pricing strategy (list price, promo levers, bundles/configurations, services/accessories attach) aligned to value, competitive dynamics, and growth goals.
Establish deal governance and guardrails (discount bands, approvals, exceptions) and coach the field on value framing and negotiation best practices.
Support complex deal strategy, configuration guidance, and value-based selling approaches for priority and strategic accounts.
Partner with Finance and Sales Ops on pricing analytics (ASP trends, margin, discount leakage, promo ROI) and recommend corrective actions.
Evaluate commercial performance, competitive dynamics, and deal outcomes to inform adjustments and recommendations.
Provide senior-level sales and field enablement leadership for capital equipment, including development of playbooks, launch kits, competitive tools, and messaging frameworks.
Partner closely with Regional Sales Leadership and Field Applications to align marketing priorities with coverage models, territory needs, and sales motions.
Act as a subject-matter expert for Research Instruments in regional sales meetings, trainings, customer briefings, and planning forums.
Lead regional voice-of-customer and KOL engagement to inform instrument positioning, roadmap input, and commercial strategy.
Synthesize customer, field, and market insights into clear, actionable recommendations for Global Product Management.
Monitor competitive platforms, buying criteria, and adoption trends, providing insights to regional and global stakeholders.
Serve as the regional marketing lead for Research Instruments within AOPs, QBRs, and strategic planning processes.
Influence roadmap prioritization, launch sequencing, and regional investment decisions using market-backed insights.
Mentor and guide junior product and marketing managers, providing informal leadership and best-practice sharing.