- Bachelor's Degree
- Master's Degree
- Microsoft Powerpoint
Job Description Summary
This position will support all the go-to-market coordination, execution and support of the Supply Solutions for MMS US Region. To deliver this total proposition, this position will cover the coordination and market execution of the product components needed to achieve successful delivery of this value proposition. The Region role will support the sale of each product while also driving to an enterprise approach as measured by committed contracts, competitive conversions, sales revenue, and profitability.
This role will have/develop deep working knowledge of the products and be able to demonstrate key product features and describe customer benefits to customers that also are moving to the “connected medication management” system. While current products are focused on acute care environments, you will be responsible for preparing for expansion to any affiliated environment. This role will focus on supply chain and procedural workflow and operations in support of clinical best practices.
The position reports to the Associate Director of Enterprise Inventory Optimization for the US region and will require close cross functional collaboration with the Pyxis Platforms and GCS.
Market intelligence—understand Supply Chain and Procedural Areas as a buyer, the role they will play in the buying process, how they buy and their key buying criteria, and who will influence their decision.
Understand the competitive landscape—be an expert on competition and how they are positioned.
Develop competitive sale strategies and tools that drive competitive conversions and retention
Create the regional go-to-market plans of net-new products/capabilities and manage the cross-functional implementation of the plan. Go-To-Market responsibilities:
Define commercialization goals, objectives, success criteria and metrics and measure
Define US market opportunity
Identify market trends
Identify market segments and value offer/positioning for each
Collaborate with sales leadership to create customer target list
Understand product life cycle and manage customer communications
Modify global pricing strategy to meet US region needs
Drive market shaping activities
Collaborate with platform marketing to ensure that LCR results/evidence is available prior to launch
Develop sales messaging, 3 whys, and new tools or update existing ones
Develop sales training plan
Collaborate with contracts and platform teams to ensure that all quote to cash requirements are met prior to launch
Ensure that sales compensation aligns with go-to-market strategy
Ensure new product capability is incorporated into ROI tool
Develop contingency plan identifying risks and mitigation plan
Collaborate with product management, marketing communications, and sales to develop product positioning and messaging that resonate with our target buyer. Ensure that MMS sales messaging supports BD MMS Way of Selling and is consistent with customer buying process.
Develop support tools/processes to increase sales productivity and effectiveness in field, i.e. sales collateral, systems/tools. (whiteboard, PPT, and other tools required by sales council)
Assess the effectiveness of the marketing programs and report back to the business on required changes.
Develop and maintain a tracking and reporting mechanism to measure program effectiveness
Understand and support our sales channels; train them on the problems we solve for our buyers and users. Leverage content from Platform to develop sales training to date and support sales training.
Ensure launch content packets are complete and edited for sales consumption
Collaborate with Global Platforms to ensure U.S. regional needs are factored into the development and GTM strategies, participating in core teams as needed, and representing the needs of the US Region.
Participate in CER, Global Marketing Planning, PDT, and Marketing Functional meetings
Develop customer success material to highlight MMS successes and best practices, including testimonials, case studies, videos, and webinars.
Collaborate with HEOR to ensure that evidence generation projects meet US region needs
Support tradeshow and safety center activities
Support RFP content development
Respond to sales team’s request for support
Track sales results and forecast
Collaborate with sales leadership to ensure alignment/accuracy of forecast
Complete ASR region requirements
Provide platform marketing teams with customer feedback
Demonstrate strong and clear accountability for project performance as part of a cross-functional team, developing excellent working relationships with all functions critical to product development excellence
Demonstrate leadership, learning agility and action orientation when facing uncertainty. Instill confidence through leadership and actions.
Conduct and encourage frequent formal and informal communication within the team to ensure full engagement and efficient operation
Intuitively and quickly assess people and situations and act accordingly. Demonstrate strong persuasion and negotiation capabilities.
Promote and leverage diversity to achieve best outcomes and an inclusive work environment. Ensure all interested parties have opportunities to influence and contribute to decisions and outcomes.
Demonstrate and promote leadership courage by doing what is right. Instill confidence in associates and customers.
Demonstrate agility and action orientation when facing ambiguity, change and uncertainty. Effectively manage change and instill confidence.
EDUCATION AND EXPERIENCE:
Bachelor’s degree with at least 5 years of marketing experience in the medical device industry with both upstream and downstream experience including the launch of products and services. Capital, software, and services experience highly desirable.
MMS experience is highly desired
MBA is desired but not required
5 years of experience
Experience in planning, executing, and measuring marketing programs
Experience in supporting and training salesforce for new product launches and on-going sales messaging.
Strong fit with BD values
Strong customer focus
Highly-motivated, execution-focused leader with the ability to self-define role and activities necessary for successful product commercialization
Advanced analytical and problem-solving skills
Strong and effective communication skills
Excellent command of information/data and the ability to drive decisions
Organized and proactive with demonstrated ability to multitask and balance competing priorities
Proven ability to reduce complex cross-functional requirements into easy to understand language and communicate effectively to a cross-functional team
Proven ability in a regulated, complex medical device market.
Primary Work Location
USA CA - San Diego Bldg A&B