Sr. Marketing Manager, Clinical IT in Brea, California at Beckman Coulter Diagnostics

Date Posted: 10/1/2018

Job Snapshot

Job Description

Job ID: BEC012640

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

To manage the overall marketing and product positioning for Beckman Dx Clinical IT portfolio for North America.  This includes detailed analysis of the business, industry and competitor trends.
Determine and work closely with Product Management including both current and in the pipeline, with anticipated customer needs to identify market opportunities.  Partner with assigned team members and participate in the development of strategic plans.   

The Sr. Marketing Manager, Clinical IT, will be responsible and accountable for creating market plans and/or launch programs within assigned product areas to create demand and maximize sales. This person will act as a consultant to sales force, as well as other functional areas.

The primary areas for measurement of this individuals’ success will be:
  • Perform detailed analysis of the business area, including business, industry and competitor trends.  Identify customer needs and investigate both existing and potential channels and market opportunities in which to sell our existing products.  Develop strategic one to two-year plans for the business area.  
  • Shape / champion new segments and directions by synthesizing & analyzing data to understand customer needs; evaluate potential new approaches to marketing the portfolio of Workflow and IT products and formulate recommendations based on known risks and rewards.  Work with the Business Unit and other regions to determine the effectiveness of marketing campaigns and channels; market strengths, weaknesses, opportunities and threats (SWOT); Pricing and Profitability.  Partner with regions to redirect tactics based on analytics; Win/Loss; market share; Competitor Financials/performance. Gather customer input to develop message and segment strategy then work with regions to refine based on specific needs
Market Share
  • Develops and implements commercial & market plans and programs, both short and long term, to increase BEC’s market share in core product area, but working cross functionally with other marketing department members to drive overall strategic initiatives.
  • Establishes methods and mechanisms to measure BEC’s market share in each market segment.
Product Line Growth and Profitability
  • Sets annual and long range goals for revenue growth and profitability
  • Establishes with appropriate plans and programs to achieve goals.
  • Monitors progress to growth and profitability goals and intercede as appropriate to ensure achievement.
New Product Success
  • Builds and maintains appropriate systems to ensure rapid, efficient, and effective new product launches.
  • Determines priority in conjunction with peer departments, consistent with strategic plan, of new product projects.
  • Sets goals for new products both in terms of specific product growth and profitability as well as contribution of new products as a whole to the company's financial performance.
Market/Competition Knowledge and Intelligence
  • Establishes and maintains appropriate systems and mechanisms to maximize competitive advantage through superior understanding of market trends, beliefs, perceptions, behaviors, and scope as well as competitor actions, strengths, weaknesses, and plans.
  • Communicates broadly throughout the company regarding above to ensure appropriate base of market and competitor understanding in strategic and operational plans.
  • Develops mechanisms to cascade information from product sales specialists to the general field sales force
Company Goals
  • Participates in formulation of the company's strategic and long-range plans.
  • Complies with and supports all company health, safety, and other standards and practices.
  • Continuously reviews all aspects of the marketing, commercial, business development organization and implements any necessary improvements in staff quality and support requirements.
First Year Expectations
  • Execute Regional Clinical IT User group meetings- Incorporating VOC and pull marketing strategies
  • Creation of Clinical IT best practices library for the customer, including customer shareable rules libraries and Automation metrics  
  • Sales tools package development including SW and HW demos in multimedia formatting, key value proposition sales sheets and competitive differentiation comparisons.
  • Monthly Clinical IT training on product features and competitive differentiation; turn this content into online e-learning library and become “go to” person in North America.

Job Requirements



Qualifications

  • B.S. in business, computer/information technology or life sciences.  MBA is preferred.
  • 10+ years marketing experience with emphasis in downstream/commercial marketing strategies, tactics and execution. (Preference with Healthcare and IVD)
  • Written and successfully executed annual marketing/ business plans: strategies, tactics, and metrics to drive and achieve business goals. 
  • Prior experience with commercialization of mature and new products: developed and executed launch plans, including messaging, positioning, pricing, sales materials, sales training, communication plans. 
  • Ideal candidate has knowledge of the N. America diagnostics market, preferably in Clinical IT sales cycles, market drivers, customer needs, competitors, decision-making processes, regulatory and reimbursement impact, market segments. Experience with the sales cycle for capital equipment is highly desired (instruments, reagents, service, interfaces, Clinical IT).
  • Demonstration of establishing rapport with senior sales level representatives as well as sales management to ensure continuity of marketing objectives for North America. Leading multiple communication events via conference call, webex and other communication applications.
  • Ability to work in a large, matrixed organization, having a working knowledge of the principal areas and role of Marketing, Sales, Service, Manufacturing, Planning, R & D, QA and Business Development.
  • Ability, talent, commitment and ambition to assume increased scope of responsibility in organization within 24-48 months. 
  • Ability to work cross departmentally to achieve company strategic vision outside of core product line, identifying, cultivating and ensuring long term company growth. 
  • Prior sales or sales training experience desirable. 
  • High energy, self-starter with bias for action and sense of urgency.  ‘roll up their sleeves’ type individual who is able to get marketing and sales organization excited about their goals
  • Excellent problem solving and analytical skills. Ability to perform exceptionally well in fast paced, performance oriented environment.
  • Strong interpersonal skills and communications style that will develop confidence not only internally among employees and the Executive Team, but also externally among current and potential customers.
  • Emotional maturity and ability to create change in an environment where the structure may evolve rapidly.



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, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 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.