Sr. Principal Instrument Replacement Lead

Responsibilities

• Collaborate with commercial leadership and functional SMEs in the definition of the enterprise instrument replacement strategy, ensuring a consistent, scalable approach across regions, product lines, and customer segments
• Lead gap analysis, future-state model for replacement timing logic, segmentation, and prioritization frameworks anchored in installed base health, service signals, technology evolution, and customer value
• Facilitate cross-functional working sessions to define clear principles for repair vs. replace, upgrade pathways, and trade-in/migration models ensuring consistency while allowing business unit flexibility
• Collaborate with commercial leadership and functional SMEs to design and support governing the future-state replacement operating models, including: Installed base intelligence and lifecycle triggers, Commercial plays and GTM motions, Pricing guidance
• Ensure replacement programs are simple to understand, easy to deploy, and measurable, enabling effective adoption by business units
• Lead cross-functional collaboration across Sales, Service, Commercial Excellence, Sales, Service, Product Management, Finance, IT, and Analytics
• Facilitate executive alignment and decision making by clearly articulating trade-offs, value cases, and risks
• Define success metrics, KPIs, and partner with stakeholders to support governance, operating cadence for instrument replacement excellence
• Partner with the Commercial Operations and Customer 360 teams to: Ensure accurate and actionable installed base visibility, Embed lifecycle and replacement triggers into CRM and analytics platforms, Enable consistent tracking of replacement opportunities, conversion, and value realization
• Define and track enterprise-level impact of instrument replacement initiatives on: Revenue retention and growth, Margin and asset productivity, Customer experience and loyalty
• Identify systemic bottlenecks and improvement opportunities, partnering with business units to address them
• Scale best practices globally while enabling regional and segment-specific execution flexibility

Qualifications

• Bachelor’s degree in business, Engineering, Economics, or a related field
• 12+ years of experience in lifecycle management, commercial excellence, sales operations, service operations, or enterprise transformation
• Proven experience leading complex, cross-functional programs in a global, multi-BU environment
• Strong understanding of: Installed base management and asset lifecycle concepts, Commercial motions supporting replacement, upgrades, and renewals, Sales and service operating models
• Experience working with CRM, installed base, and analytics platforms (e.g., Salesforce or similar)
• Demonstrated ability to influence without authority and drive alignment across senior stakeholders
• Strong analytical mindset with the ability to translate strategy into execution Lean / continuous improvement experience a plus
• Results-oriented, with a strong sense of ownership and urgency