Manager Product Management/Marketing in Miami, Florida at Beckman Coulter Life Sciences

Date Posted: 11/7/2019

Job Snapshot

Job Description

Job ID: BEC016348

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Description

The role of the Global Service Marketing & Product Manager is critical to the continued success and profitable growth of the Global Services organization. He/She is a strong and close partner to the Regional Field Service Leaders and Business Units, ensuring the respective service portfolio under management delivers point-of-sale (POS) competitiveness and a strong customer lifetime value.
He/She builds and deploys, with his/her team, the Global Services Marketing Strategy, through a tactical plan leading to strong commercial across region, including innovation and connectivity initiatives, enabling teams to sell more profitable services with a focus on recurring revenue. This will be achieved by maintaining competitor and market intelligence for sales & services, collaborating with BUs and Sales teams and maximizing the value extraction from our current and future installed base. As a result of the strategy, Global Services will be a key competitive differentiator and the customers’ trusted advisor.
Essential Responsibilities: 
Service Strategy:
  • Team up with Business Units, Sales and Field Service to gather competitor and market insights
  • Analyze service portfolio data to profile install base market opportunities and financial gains
  • Translate customer and internal stakeholder insights into strategies and initiatives for growth
  • Quantify financial growth opportunities, business risks and opportunities for operational innovation 
  • Gain alignment from internal stakeholders and develop clear and impactful action plans

Service Marketing/Sales Campaigns:
  • Leverage Service Strategy insights or install base data analysis to identify addressable markets
  • Gather customer insights to validate assumptions around customer needs and unmet needs
  • Translate unmet needs into customer value propositions and the appropriate service offering(s)
  • Collaborate with technical support on technical benefits and cost to deliver in determining pricing 
  • Collaborate with commercial marketing to craft customer-facing messaging, collateral & campaigns
  • Establish opportunities per region, financial total addressable market and targets to be achieved
  • Gain stakeholder alignment, deploy campaign details, collateral and playbooks for execution 

Sales Partnership:
  • Collaborate with Sales to understand developments in competitors and gather market insights
  • Partner with Sales to understand challenges of offering service at the point-of-sale with instruments
  • Enhance existing service collateral/tools and develop new ones to enhance POS competitiveness
  • Incorporate service offerings, descriptions and pricing into the CPQ sales quoting tool
  • Work with Field Marketing to exploring creative POS hardware-service bundling offerings
  • Host monthly drop-in calls with Service & Sales stakeholders supported by your product portfolio
  • Provide the necessary qualitative input and pricing for Global Bids to optimize for long-term margin
  • Participate in Global & Regional Sales Meetings to discuss development & opportunities

Service Partnership:
  • Investigate, develop and drive plans to extract more value from the existing Installed Base
  • Collaborate with Tech Support when developing new service offerings to understand cost to serve and details of services delivered and translate insights into messaging and appropriate pricing
  • Participate in ride-alongs with field service to gather market insights and understand opportunities for new tools, talk tracks and collateral to facilitate more effective service penetration
  • Partner with Service Inside Sales (SIS) to understand barriers to customer adoption for your product portfolio and deliver tools and training to build service selling competency
  • Gain buy-in of SIS and field service leaders for the development and deployment of campaigns
  • Develop, maintain, update a comprehensive set of service sales tools on the Global Service Marketing SharePoint Site
  • Secure execution of the plans with the Service Inside sales and Field Service teams FSEs

Business Unit Partnership:
  • Build relationship with the respective Business Unit managers for your service product portfolio 
  • Participate in Launch Excellences (LEx) and New Product Introductions (NPI) to ensure the integration of service needs, marketing/messaging, pricing and launch forecasts
  • Partner with the BU on Product Lifecycle Management to ensure the appropriate product obsolescence and discontinuance timelines and communications to maximize value for BEC LS 
  • Integrate service customer value proposition messaging in BU campaigns and collateral

Position reports to:
Beckman Life Sciences Senior Manager, Global Services Product Management

Main interactions:
Regional Field Service Directors and Managers, Regional Field Service Engineers, Global Technical Support, Business Unit Product/Marketing Managers, Regional Sales Managers & Associates, and Field Marketing.

Key Success Factors
  • Positive attitude with mind for problem solving
  • Strong business acumen and a team player mindset
  • Strong project management skills and proven tactical execution capabilities
  • Ability to clearly articulate business opportunities through a data-driven approach
  • Ability to effectively articulate business challenges and scenarios at all levels of the organization
  • Ability to operate within a matrix organization and build strong relationships cross-functionally
  • Comfort with conflict management and leading through influence
  • Ability to lead as change agent in driving business and procedural transformations 
  • Ability to handle sensitive customer issues with a sense of urgency
  • Ability to work in a face-paced environment and effectively prioritize “urgent vs important” 
  • Upholding humility, transparency and ethical behavior in all facets of day-to-day operations
  • Ability to travel and with a flexible schedule

Job Requirements



Qualifications

Education: MBA or Bachelor’s Degree with 3+ years of equivalent experience

Experience: experience in similar role or demonstrated success in Marketing/Strategy leadership role. Experience in Services is strongly appreciated but not mandatory. International experience is a plus to better understand international context and cultures involved.

Skills: Proficiency in Microsoft Excel and PowerPoint. Excellent verbal / written communication and proven leadership.

Language: English fluency required. Other languages are a plus given global nature of role


Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.


Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.

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