Senior Field Marketing Manager, Cardiovascular Informatics

Senior Field Marketing Manager, Cardiovascular Informatics
This Senior Field Marketing Manager (SFMM) role will focus specifically on Philips IntelliSpace Cardiovascular solution and services and report to the Director of Field Marketing and Market Support for Cardiovascular Informatics in North America (NA). The SFMM is responsible to the sales, market share and profit potential of the Business Innovation Units? (BIU) products/solutions/services. The primary responsibility of the SFMM is to understand and anticipate customers? needs and strategically position products/solutions to generate leads for the field (Market-to-Order). He/she enables the BIUs to act on market specific customer insights and competitor strategies as inputs into product/solutions? roadmap (features and economic benefits).
specific Responsibilities
+ Collaborate across markets and business groups to leverage market solutions
+ Generate demand in new and existing markets
+ Identify cross-sell, up-sell, and service sales in existing installed base to address customer needs
+ Identify new customer leads, based on customer scan, competitive intelligence, and understanding of market needs
+ Ensure successful hand-off of leads to campaign management/sales performance center for qualification
+ Conduct lead generation and management analytics to continuously improve sources of lead generation (e.g., prioritize trade shows based on lead success rate)
+ Shape and develop markets
+ Manage relationships with North American key opinion leaders to support key trade shows, user meetings and product symposia.
+ Identify and manage luminary/reference accounts, in collaboration with BIU marketing and sales; Coordinate luminary presentations
+ Manage relationships with key analyst groups (such as KLAS, MD Buyline) and other professional societies to drive solution awareness and preference.
+ Manage user groups, support BIU for Beta/field test support and first of kind account readiness and engagement.
+ Help identify and manage relationships with local KOLs, societies, alliances, sponsors, advisory boards, in collaboration with BU marketing and sales
+ Manage and drive campaigns in respective geographies to promote products and solutions
+ Identify campaigns best suited to achieve product managers? objectives for target customer segments that are in line with Philips and PHC branding and positioning
+ Prioritize and contribute to key NA events to drive preference and demand generation especially via digital marketing strategies.
+ Design campaigns across lifecycle of products (NPI, end of life) to drive profitable growth
+ Select third-party vendors and negotiate contracts to execute campaigns
+ Tailor messaging to local markets
+ Ensure compliance of local marketing materials with regulatory requirements (Q&R review)
+ Gather local market and customer insights, and feed information back to BIU/BG Marketing
+ Understand BIU marketing customer segmentation and value proposition, provide feedback on how to tailor to meet specific market needs
+ Identify sub-segments of customers in local market, and codify their needs, and tailor existing value proposition (if needed)
+ Identify and synthesize local market trends, based on customer and stakeholder interactions; share synthesis with BIU/BG Marketing
+ Build strategies for beating competitors?profitably?with effective use of competitive intelligence, based on customer and event interactions; Share synthesis with BIU/BG marketing
+ Support Product Managers in the launch/introduction of new solutions and enhancements developed by the BG to the local market
+ Define and implement launch strategy for local market including any required localization of positioning, messaging to priority target segments, new segment development initiatives (e.g., customer education seminars, customer presentations, local development and management of luminaries and clinical advocates, development and management of reference sites.
+ Drive Business-Market Combination (BMC) business planning, in coordination with finance, sales, service, and BIU functions
+ Support Product Managers (PMs) in setting and adjusting local prices to maximize value capture
+ Provide local market intelligence to assist PMs in setting price corridors and guidance for local discounting
+ Conduct price realization analytics and pro-actively report and escalate issues in value capture (i.e., excessive discount due to competitive threat) to the PMs and the Markets for immediate action
critical linkages
+ Product Managers
+ Sales Support
+ BG Market Intelligence Analysts
+ Regional Sales Leader
+ Sales Account Manager
Reporting relationships
+ Reports to: Director of Field Marketing and Market Support, Cardiovascular Informatics, North America
skills
+ Competitive and entrepreneurial mind-set to drive sales growth in new and existing markets - ability to identify local opportunities, interact with decision makers and provide highest-quality leads as a result
+ Positive outlook and ability to turn around unsuccessful lead qualification and maintain high motivation in sales force organization
+ Proven communication skills and ability to influence colleagues (sales, service and business unit product management colleagues) and customers. Able to create strong key opinion leader and reference site relationships and success stories.
+ Collaborative mindset to work with cross-section of sales, marketing, and analytics resources to develop solution-oriented sales development programs.
+ Ability to collect and synthesize local market trends and competitive intelligence into actionable input for the BIU/BG marketing teams
+ Able to build and structure detailed marketing plans and in-market strategic initiatives.
+ Able to engage and support both integrated IT solution and ?stand-alone? imaging systems channel and market needs.
EXperience required
+ Bachelor?s degree in relevant field; MBA preferred
+ 7-10 years in a cardiovascular healthcare marketing, clinical, product management or related field
+ Experience in healthcare IT marketing with strong cardiovascular acumen preferred.
+ Strong knowledge of value based care market drivers
LOCATION
+ Ideally this role will be based in or close to Andover, Massachusetts, USA but other Philips offices may be an option. Ideally east coast USA since the business unit team is located in the Netherlands.
PERFORMANCE METRICS
+ Sales volume and sales growth in installed base
+ Market share
+ Lead capture
+ Lead quality
+ Time to market
Do you want the opportunity to take your career to the next level in a global organization backed by a stable 120 year legacy of innovation? Here, you?ll go as far and as wide as you aspire. We make sure of it through support of a formal development planning process, as well as countless opportunities to expand your knowledge and skill set through resources such as the Learning@Philips program, tuition reimbursement and/or mentor relationships.
Take the next step in your career and apply online. Senior Field Marketing Manager, Cardiovascular Informatics. Job ID: 223142. _Philips Careers_ _Website_ at http://www.usa.philips.com/about/careers/index.page
Not yet ready to apply? That?s okay! Learn more about us by joining our Talent Network on LinkedIn or following us on Twitter at @PhilipsJobsNA at http://www.twitter.com/PhilipsJobsNA .
Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.
As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.
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