Vice President and General Manager, Parsec Labs
Position Summary
Meso Scale Diagnostics (MSD) is launching Parsec Labs, a new commercial division focused on automation systems for bioanalytical markets. The Vice President & General Manager of Parsec Labs leads the commercial strategy and execution for this new division, which targets CROs, pharmaceutical and biotech companies, clinical laboratories, and academia. The role is field-based, requiring extensive travel across North America, Europe, and eventually Asia.
Duties And Responsibilities
Own and execute the Parsec Labs commercial launch, including early access program design, pricing strategy, and market positioning.
Define and validate the go-to-market (GTM) model across target segments—CROs, pharma/biotech, academic and clinical labs—adapting commercial approach by segment and geography.
Develop the value narrative and sales tools that differentiate Parsec on lab integration, assay transfer, automation performance, analytical quality, and auditable workflows.
Drive early adopter programs and key opinion leader (KOL) engagement strategies; the first placements must generate scientific credibility that accelerates the broader launch.
Deliver 10–20 Parsec placements in Year 1 through a combination of early access and initial commercial accounts.
Organizational Build-Out
Recruit and build a small, elite sales and field support organization—defined by technical depth, commercial discipline, and genuine customer experience.
Establish hiring profiles, onboarding frameworks, and performance standards that reflect the division's premium positioning; plan for expansion into Asia as the division scales.
Instill a customer-centric, performance-driven culture with high standards for rigor in opportunity qualification, pipeline visibility, and customer communication.
Cross-Functional Integration
Work closely with MSD's commercial operations team to ensure Parsec Labs is built on the right CRM infrastructure, sales processes, and operational systems from day one.
Partner with MSD marketing, applications, and product teams to align positioning with customer needs and competitive dynamics.
Coordinate regularly with MSD's internal sample testing labs—using them as a demonstration and validation resource for prospective customers and key accounts.
Partner with corporate functions (Finance, HR, Legal, Quality, Service) to ensure seamless integration while preserving the division's operational agility.
Commercial Management & Reporting
Manage the Parsec Labs pipeline with rigor—opportunities documented, qualified, and tracked across a multi-quarter horizon.
Report to the CCO as a member of commercial senior staff on pipeline health, placement progress, competitive intelligence, and GTM refinements on a regular cadence.
Contribute to annual planning processes including revenue targets, headcount requirements, and geographic investment priorities.
Experience And Qualifications
Bachelor’s degree in Business, Marketing, Life Sciences or related field. MBA or advanced degree preferred.
10+ years of commercial experience in life sciences capital equipment, automation, or complex instrumentation— with a clear track record of revenue ownership and new market development.
Demonstrated experience launching new products or building new commercial divisions; proven comfort with the ambiguity, pace, and problem-solving demands of a market-entry environment.
Experience building and managing geographically distributed teams; international commercial experience strongly preferred.
Experience hiring and developing high-performance sales and technical field support talent.
Knowledge, Skills And Abilities
Prior success selling into CRO, pharmaceutical, or clinical laboratory environments; strong fluency in the buying dynamics, procurement processes, and key stakeholders of these segments.
Strong strategic thinking and analytical skills. Anticipates market trends and translates them into actionable strategies. Financially disciplined: Makes data-driven decisions with strong financial and operational acumen.
Strong process orientation—candidates with experience in structured sales methodologies (e.g., Miller Heiman, MEDDIC, or equivalent) are preferred.
Builder mentality: energized by creating something new, not managing an established engine. High personal standards for rigor in opportunity qualification, pipeline discipline, and customer communication.
Collaborative and transparent with senior leadership. Capable of operating simultaneously at strategic and tactical levels. Comfortable with extensive travel across North America and international markets; presence in the field is a defining feature of this role, not an occasional requirement.