Hygiena

Sales

• Lead the global sales strategy for Hygiena’s software solutions.
• Drive revenue growth across the company’s SaaS portfolio.
• Identify new opportunities for software adoption within existing and new customers.
• Lead a high-performance team to effectively achieve business objectives.
• Responsible for retaining, growing, and cross selling accounts under Enterprise model.
• Responsible for sales performance across two key software products Suretrend Cloud and Kleanz Software.
• Work with the entire sales organization to identify new SaaS opportunities and/or referrals, support them in intro calls, visit customers to explore SaaS opportunities and lead the closed won of the Software as a Service solution when it’s required.
• Build relationships with both existing accounts and prospective accounts and partner with customers through a strategic and consultative approach to understand their business needs.
• Provide insights from the market to the SaaS Product Managers to improve the solutions offered to the market.
• Work in collaboration with Marketing to communicate new platform improvements, new releases in SaaS.

Software Sales Leader – Americas

Product Manager

• Own the Vision & Roadmap: Maintain the multi-year global product roadmap for the Molecular Diagnostics portfolio, grounded in Voice of Market (VOM), regulatory trends, competitive insights, and financial objectives.
• Communicate roadmap strategy—not just features—to executive, commercial, and R&D audiences.
• Author Strategic Deliverables: Produce Market Requirements Documents (MRDs), opportunity assessments, and portfolio recommendations that include opportunity sizing, volume and revenue projections, margin impact, required investment, and risk assessment.
• Portfolio Optimization: Lead gap analysis, line extensions, rationalization, and end-of-life decisions in collaboration with regional and functional stakeholders.
• Short- and Long-Term Planning: Develop 1–3-year tactical plans and contribute to 5–10 year strategic plans in partnership with the Senior Product Managers and Director of Product Management, aligned to Hygiena's financial and strategic objectives.
• Serve as the commercial lead in Hygiena's Product Commercialization and Innovation Process, representing customer and market needs across all cross-functional project teams from concept through launch.
• Requirements Translation: Author clear Market Requirements Documents (MRDs) and Product Requirements Documents (PRDs) translating market problems into performance claims, validation criteria, and launch readiness specifications.
• Cross-Functional Execution: Partner with R&D, Program Management, Manufacturing, Applications, Software, Quality, Regulatory, and Finance from concept through development, validation, scale-up, and commercialization.
• Go-to-Market Strategy: Define GTM strategy, value proposition, positioning, packaging, and pricing for new products and major releases; ensure launch readiness across all regions and channels with a formal launch checklist and success criteria.
• Product Stewardship: Act as Product Steward for the Molecular Diagnostics portfolio, owning lifecycle management and ensuring product quality, compliance, labeling, and documentation remain current throughout the product lifecycle.
• Continuous Improvement: Identify and drive cost optimization, reformulation, and continuous improvement initiatives while protecting product performance and customer value.
• Supply Chain Collaboration: Partner with Supply Chain, Manufacturing, Quality, Regulatory, and Customer Service to manage product changes, advisory notices, allocations, and obsolescence decisions in a customer-centric manner.
• Portfolio Reviews: Lead structured quarterly portfolio reviews, including performance analysis against KPIs, pipeline status, rationalization candidates, and investment trade-off recommendations.
• Enablement Tools: Develop and maintain a portfolio of sales enablement assets—including presentations, competitive battlecards, objection-handling guides, ROI calculators, application notes, and digital content—tailored to priority buyer personas and regions.
• Sales Training: Train and certify global sales, technical sales, distributors, and customer-facing teams on portfolio value proposition, key differentiators, and competitive response strategies. Maintain a living training curriculum.
• Customer Engagements: Support key customer engagements, demonstrations, evaluations, and contract negotiations as the commercial and product subject-matter expert (SME).
• Campaign Collaboration: Partner with Marketing to design, execute, and measure demand generation campaigns and programs that drive awareness, trial, adoption, and market share gain in target segments. Leverage CRM data to track lead-to-close effectiveness.
• Buyer Persona Development: Build and maintain structured buyer and user persona profiles (e.g., QA managers, lab directors, grain and feed operators, regulatory auditors) using jobs-to-be-done (JTBD) methodology, documenting workflows and buying criteria.
• Voice of Market (VOM): Plan and execute ongoing VOM activities—customer interviews, field visits, surveys, advisory panels, and industry conference participation—to identify, validate, and prioritize unmet market needs before product decisions are made.
• Market Modeling: Maintain quantified market models for priority segments, including TAM/SAM/SOM sizing, growth rates, share estimates, pricing corridors, and key competitor landscapes.
• Regulatory Monitoring: Track global regulations impacting Molecular Diagnostics testing (e.g., USDA/FDA guidance) and translate regulatory shifts into actionable product and portfolio requirements.
• Competitive Intelligence Process: Own the structured competitive intelligence process for the Molecular Diagnostics category. Maintain up-to-date win/loss analysis, competitor offering profiles, claims, pricing, and positioning using standardized tools accessible to the sales team.
• Battlecard Management: Establish and manage a living battlecard system that enables sales teams to access and contribute competitive insights; conduct quarterly win/loss reviews to inform strategy.
• Pricing Strategy: Determine global list pricing, discount frameworks, and regional pricing corridors in collaboration with Sales, Finance, and regional teams to meet growth and margin objectives. Apply value-based pricing principles aligned with quantified customer outcomes.
• Promotional & Contract Structures: Support pricing strategy decisions including promotional constructs and contract structures for key accounts and strategic partners.
• KPI Ownership: Define, track, and report on portfolio KPIs including revenue, gross margin, ASP trends, new product adoption rate, forecast accuracy, on-time-to-launch, market share, and customer NPS. Use CRM, ERP, and market data to diagnose performance drivers.
• Data-Driven Decisions: Leverage data from CRM (e.g., Salesforce), ERP, and third-party market sources to diagnose performance drivers, identify risks and opportunities, and prioritize actions with quantified business impact.
• Executive Communication: Prepare and present clear, data-driven portfolio reviews, business cases, and recommendations to leadership and cross-functional stakeholders; adapt communication style and depth for audience.
• Compliance & Ethics: Ensure compliance with all organizational systems, programs, policies, and relevant legal and regulatory mandates. Carry out all responsibilities with integrity, transparency, and professionalism.
• Commercial Due Diligence: Support evaluation of collaborations, licensing, OEM arrangements, and M&A opportunities relevant to the Molecular Diagnostics portfolio, including commercial due diligence, opportunity sizing, and competitive fit assessment.
• Partner Interface: Serve as a key interface between Hygiena and strategic partners, helping to define joint value propositions, shared roadmaps, and measurable success metrics.
• Integration Contributions: Contribute to integration plans and post-deal product and portfolio decisions to maximize value realization and minimize disruption to customers and commercial teams.

Global Product Manager – Molecular Diagnostics

• Support the execution of the software product roadmap by translating market strategy into well-scoped epics, features, and user stories.
• Maintain and communicate the near-term (0–6 month) product backlog in collaboration with the Sr. SPM.
• Participate in quarterly roadmap planning cycles and ensure sprint-level work is aligned to defined OKRs.
• Communicate roadmap updates clearly to internal stakeholders including sales, customer success, and support teams.
• Participate actively in Voice of Customer (VOC) activities including customer interviews, usability tests, and field visits.
• Document customer problems, needs, and workflows to develop and refine buyer and user personas for target segments (Quality Managers, Lab Technicians, Food Safety Directors).
• Support win/loss analysis efforts by conducting interviews and synthesizing findings.
• Monitor competitive software offerings and contribute to quarterly competitive intelligence reports.
• Define detailed product requirements, use cases, and acceptance criteria in collaboration with UX designers and software engineering.
• Author well developed user stories and participate in sprint planning, sprint reviews, and retrospectives.
• Own backlog grooming for assigned product areas.
• Validate that delivered features meet acceptance criteria and resolve issues before release.
• Prepare release notes, internal training materials, and customer-facing product documentation.
• Ensure software requirements account for food safety regulatory needs (FSMA, HACCP, 21 CFR Part 11) and data security standards (SOC 2, GDPR).
• Support the development and execution of go-to-market plans for new software releases and connected solution features.
• Collaborate with product marketing to develop sales enablement assets, demo scripts, FAQs, and feature highlight materials.
• Deliver internal product training to sales, support, and customer success teams prior to launch.
• Track post-launch adoption metrics (feature usage, NPS, CSAT, support ticket trends) and surface improvement opportunities.
• Serve as the day-to-day liaison between product management, software engineering, UX, quality, regulatory, and commercial teams.
• Coordinate requirements and dependencies across integrated product areas including instrument connectivity, LIMS/ERP/QMS integrations, and analytics modules.
• Document integration requirements and API specifications in collaboration with engineering.
• Participate in cross-functional product councils and project steering reviews.
• Track and report on key product KPIs including feature adoption rates, system uptime, user engagement (DAU/MAU), NPS, CSAT, and support escalation trends.
• Identify patterns indicating product gaps or customer friction and propose prioritized solutions.
• Contribute quarterly product performance reviews and business case inputs for roadmap decisions..
• Ensures compliance with all organizational systems, programs, training, policies, and procedures.
• Actively supports Hygiena's safety program. Carry out all responsibilities with integrity and professionalism.

Global Software Product Manager

• Own the Vision & Roadmap: Develop and maintain the multi-year global product roadmap for consumables supporting the Environmental Monitoring portfolio, grounded in Voice of Market (VOM), regulatory trends, competitive insights, and financial objectives.
• Communicate roadmap strategy, not just features, to executive, commercial, and R&D audiences.
• Author Strategic Deliverables: Produce Market Requirements Documents (MRDs), opportunity assessments, and portfolio recommendations that include opportunity sizing, volume and revenue projections, margin impact, required investment, and risk assessment.
• Portfolio Optimization: Lead gap analysis, line extensions, rationalization, and end-of-life decisions in collaboration with regional and functional stakeholders.
• Short- and Long-Term Planning: Develop 1–3 year tactical plans and contribute to 5–10 year strategic plans in partnership with the Global Product Manager and Senior Manager of Product Management, aligned to Hygiena's financial and strategic objectives.
• Serve as the commercial lead in Hygiena's Product Commercialization and Innovation Process, representing customer and market needs across all cross-functional project teams from concept through launch.
• Requirements Translation: Author clear Market Requirements Documents (MRDs) and Product Requirements Documents (PRDs) translating market problems into performance claims, validation criteria, and launch readiness specifications.
• Cross-Functional Execution: Partner with R&D, Program Management, Manufacturing, Applications, Software, Quality, Regulatory, and Finance from concept through development, validation, scale-up, and commercialization.
• Go-to-Market Strategy: Define GTM strategy, value proposition, positioning, packaging, and pricing for new products and major releases; ensure launch readiness across all regions and channels with a formal launch checklist and success criteria.
• Product Stewardship: Act as Product Steward for the Environmental Monitoring portfolio, owning lifecycle management and ensuring product quality, compliance, labeling, and documentation remain current throughout the product lifecycle.
• Continuous Improvement: Identify and drive cost optimization, reformulation, and continuous improvement initiatives while protecting product performance and customer value.
• Supply Chain Collaboration: Partner with Supply Chain, Manufacturing, Quality, Regulatory, and Customer Service to manage product changes, advisory notices, allocations, and obsolescence decisions in a customer-centric manner.
• Portfolio Reviews: Lead structured quarterly portfolio reviews, including performance analysis against KPIs, pipeline status, rationalization candidates, and investment trade-off recommendations.
• Enablement Tools: Develop and maintain a portfolio of sales enablement assets including presentations, competitor battlecards, objection-handling guides, ROI calculators, application notes, and digital content tailored to priority buyer personas and regions.
• Sales Training: Train and certify global sales, technical sales, distributors, and customer-facing teams on portfolio value proposition, key differentiators, and competitive response strategies. Maintain a living training curriculum.
• Customer Engagements: Support key customer engagements, demonstrations, evaluations, and contract negotiations as the commercial and product subject-matter expert (SME).
• Campaign Collaboration: Partner with Marketing to design, execute, and measure demand generation campaigns and programs that drive awareness, trial, adoption, and market share gain in target segments. Leverage CRM data to track lead-to-close effectiveness.
• Buyer Persona Development: Build and maintain structured buyer and user persona profiles (e.g., QA managers, lab directors, grain and feed operators, regulatory auditors) using jobs-to-be-done (JTBD) methodology, documenting workflows and buying criteria.
• Voice of Market (VOM): Plan and execute ongoing VOM activities—customer interviews, field visits, surveys, advisory panels, and industry conference participation to identify, validate, and prioritize unmet market needs before product decisions are made.
• Market Modeling: Maintain quantified market models for priority segments, including TAM/SAM/SOM sizing, growth rates, share estimates, pricing corridors, and key competitor landscapes.
• Regulatory Monitoring: Track global regulations impacting environmental testing (e.g., FSMA, FALCPA, EU FIR 1169/2011, Codex Alimentarius, USDA/FDA guidance) and translate regulatory shifts into actionable product and portfolio requirements.
• Competitive Intelligence Process: Own the structured competitive intelligence process for the Environmental Monitoring portfolio. Maintain up-to-date win/loss analysis, competitor offering profiles, claims, pricing, and positioning using standardized tools accessible to the sales team.
• Battlecard Management: Establish and manage a living battlecard system that enables sales teams to access and contribute competitive insights; conduct quarterly win/loss reviews to inform strategy.
• Pricing Strategy: Determine global list pricing, discount frameworks, and regional pricing corridors in collaboration with Sales, Finance, and regional teams to meet growth and margin objectives. Apply value-based pricing principles aligned with quantified customer outcomes.
• Promotional & Contract Structures: Support pricing strategy decisions including promotional constructs and contract structures for key accounts and strategic partners.
• KPI Ownership: Define, track, and report on portfolio KPIs including revenue, gross margin, ASP trends, new product adoption rate, forecast accuracy, on-time-to-launch, market share, and customer NPS. Use CRM, ERP, and market data to diagnose performance drivers.
• Data-Driven Decisions: Leverage data from CRM (e.g., Salesforce), ERP, and third-party market sources to diagnose performance drivers, identify risks and opportunities, and prioritize actions with quantified business impact.
• Executive Communication: Prepare and present clear, data-driven portfolio reviews, business cases, and recommendations to leadership and cross-functional stakeholders; adapt communication style and depth for audience.
• Compliance & Ethics: Ensure compliance with all organizational systems, programs, policies, and relevant legal and regulatory mandates. Carry out all responsibilities with integrity, transparency, and professionalism.
• Commercial Due Diligence: Support evaluation of collaborations, licensing, OEM arrangements, and M&A opportunities relevant to the Environmental Monitoring portfolio, including commercial due diligence, opportunity sizing, and competitive fit assessment.
• Partner Interface: Serve as a key interface between Hygiena and strategic partners, helping to define joint value propositions, shared roadmaps, and measurable success metrics.
• Integration Contributions: Contribute to integration plans and post-deal product and portfolio decisions to maximize value realization and minimize disruption to customers and commercial teams.

Global Product Manager – EM Consumables

• Own the Vision & Roadmap: Develop and maintain the multi-year global product roadmap for the Hardware & Software Platforms supporting the Environmental Monitoring portfolio, grounded in Voice of Market (VOM), regulatory trends, competitive insights, and financial objectives.
• Communicate roadmap strategy, not just features, to executive, commercial, and R&D audiences.
• Author Strategic Deliverables: Produce Market Requirements Documents (MRDs), opportunity assessments, and portfolio recommendations that include opportunity sizing, volume and revenue projections, margin impact, required investment, and risk assessment.
• Portfolio Optimization: Lead gap analysis, line extensions, rationalization, and end-of-life decisions in collaboration with regional and functional stakeholders.
• Short- and Long-Term Planning: Develop 1–3 year tactical plans and contribute to 5–10 year strategic plans in partnership with the Global Product Manager and Senior Manager of Product Management, aligned to Hygiena's financial and strategic objectives.
• Serve as the commercial lead in Hygiena's Product Commercialization and Innovation Process, representing customer and market needs across all cross-functional project teams from concept through launch.
• Requirements Translation: Author clear Market Requirements Documents (MRDs) and Product Requirements Documents (PRDs) translating market problems into performance claims, validation criteria, and launch readiness specifications.
• Cross-Functional Execution: Partner with R&D, Program Management, Manufacturing, Applications, Software, Quality, Regulatory, and Finance from concept through development, validation, scale-up, and commercialization.
• Go-to-Market Strategy: Define GTM strategy, value proposition, positioning, packaging, and pricing for new products and major releases; ensure launch readiness across all regions and channels with a formal launch checklist and success criteria.
• Product Stewardship: Act as Product Steward for the Hardware & Software Platforms supporting the Environmental Monitoring portfolio, owning lifecycle management and ensuring product quality, compliance, labeling, and documentation remain current throughout the product lifecycle.
• Continuous Improvement: Identify and drive cost optimization, reformulation, and continuous improvement initiatives while protecting product performance and customer value.
• Supply Chain Collaboration: Partner with Supply Chain, Manufacturing, Quality, Regulatory, and Customer Service to manage product changes, advisory notices, allocations, and obsolescence decisions in a customer-centric manner.
• Portfolio Reviews: Lead structured quarterly portfolio reviews, including performance analysis against KPIs, pipeline status, rationalization candidates, and investment trade-off recommendations.
• Enablement Tools: Develop and maintain a portfolio of sales enablement assets including presentations, competitor battlecards, objection-handling guides, ROI calculators, application notes, and digital content tailored to priority buyer personas and regions.
• Sales Training: Train and certify global sales, technical sales, distributors, and customer-facing teams on portfolio value proposition, key differentiators, and competitive response strategies. Maintain a living training curriculum.
• Customer Engagements: Support key customer engagements, demonstrations, evaluations, and contract negotiations as the commercial and product subject-matter expert (SME).
• Campaign Collaboration: Partner with Marketing to design, execute, and measure demand generation campaigns and programs that drive awareness, trial, adoption, and market share gain in target segments. Leverage CRM data to track lead-to-close effectiveness.
• Buyer Persona Development: Build and maintain structured buyer and user persona profiles (e.g., QA managers, lab directors, grain and feed operators, regulatory auditors) using jobs-to-be-done (JTBD) methodology, documenting workflows and buying criteria.
• Voice of Market (VOM): Plan and execute ongoing VOM activities—customer interviews, field visits, surveys, advisory panels, and industry conference participation to identify, validate, and prioritize unmet market needs before product decisions are made.
• Market Modeling: Maintain quantified market models for priority segments, including TAM/SAM/SOM sizing, growth rates, share estimates, pricing corridors, and key competitor landscapes.
• Regulatory Monitoring: Track global regulations impacting environmental testing (e.g., FSMA, FALCPA, EU FIR 1169/2011, Codex Alimentarius, USDA/FDA guidance) and translate regulatory shifts into actionable product and portfolio requirements.
• Competitive Intelligence Process: Own the structured competitive intelligence process for the Hardware & Software Platforms supporting the Environmental Monitoring portfolio. Maintain up-to-date win/loss analysis, competitor offering profiles, claims, pricing, and positioning using standardized tools accessible to the sales team.
• Battlecard Management: Establish and manage a living battlecard system that enables sales teams to access and contribute competitive insights; conduct quarterly win/loss reviews to inform strategy.
• Pricing Strategy: Determine global list pricing, discount frameworks, and regional pricing corridors in collaboration with Sales, Finance, and regional teams to meet growth and margin objectives. Apply value-based pricing principles aligned with quantified customer outcomes.
• Promotional & Contract Structures: Support pricing strategy decisions including promotional constructs and contract structures for key accounts and strategic partners.
• KPI Ownership: Define, track, and report on portfolio KPIs including revenue, gross margin, ASP trends, new product adoption rate, forecast accuracy, on-time-to-launch, market share, and customer NPS. Use CRM, ERP, and market data to diagnose performance drivers.
• Data-Driven Decisions: Leverage data from CRM (e.g., Salesforce), ERP, and third-party market sources to diagnose performance drivers, identify risks and opportunities, and prioritize actions with quantified business impact.
• Executive Communication: Prepare and present clear, data-driven portfolio reviews, business cases, and recommendations to leadership and cross-functional stakeholders; adapt communication style and depth for audience.
• Compliance & Ethics: Ensure compliance with all organizational systems, programs, policies, and relevant legal and regulatory mandates. Carry out all responsibilities with integrity, transparency, and professionalism.
• Commercial Due Diligence: Support evaluation of collaborations, licensing, OEM arrangements, and M&A opportunities relevant to the Hardware & Software Platforms supporting the Environmental Monitoring portfolio, including commercial due diligence, opportunity sizing, and competitive fit assessment.
• Partner Interface: Serve as a key interface between Hygiena and strategic partners, helping to define joint value propositions, shared roadmaps, and measurable success metrics.
• Integration Contributions: Contribute to integration plans and post-deal product and portfolio decisions to maximize value realization and minimize disruption to customers and commercial teams.

Software Sales Leader – Americas

Global Product Manager – Molecular Diagnostics

Global Software Product Manager

Global Product Manager – EM Consumables

Global Product Manager – Instruments