Manager Product Management/Marketing

Cepheid Miami , FL 33196

Posted 3 months ago

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

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.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Sr Product Marketing Manager Digital Diagnostics Solutions

Danaher

Posted 2 weeks ago

VIEW JOBS 1/11/2020 12:00:00 AM 2020-04-10T00:00 The Danaher Diagnostics (DHR Dx) Sepsis initiative was formed in 2017 under the leadership of Danaher's CSO, with the aim to move the needle on sepsis and reduce mortality globally by bringing innovative technology solutions to market. The cross-operating company team is composed of individuals from the Danaher Diagnostic platform, Beckman Coulter, Cepheid, and Radiometer operating companies who work together collaboratively on sepsis solutions. By positioning the different Danaher operating companies' sepsis product lines together through a robust clinical evidence strategy, there is an exciting opportunity to make a greater impact in improving clinical outcomes for patients with sepsis. This position will leverage the know-how from DHR Dx platform companies to deliver unique digital decision support solutions to the healthcare market. The Beckman Digital Dx Sepsis Solution is based on an Artificial Intelligence/Machine Learning algorithm to determine sepsis onset for a patient from medical records and hematology data generated by the Beckman Coulter DxH900 instrument (which includes the FDA cleared Early Sepsis Indicator parameter). Beckman Coulter has also partnered with the Biomedical Advanced Research and Development Authority (BARDA), under the Office of the Assistant Secretary for Preparedness and Response (ASPR), within the United States Department of Health and Human Services (HHS) to commercialize this Digital Dx Sepsis solution. The press release of this partnership can be found at https://www.beckmancoulter.com/en/about-beckman-coulter/newsroom/press-releases/2019/q4/2019-29-october-bec-receives-barda-funding Reporting to our SVP and General Manager, the Sr Product Marketing Manager will be responsible for leading the product marketing function for the Beckman Digital Dx Sepsis solution. You will define the go-to-market strategy for this solution while the product is undergoing FDA regulatory clearance, in parallel with developing a successful launch plan which includes the appropriate market development, market communications, and sales training. You will also participate in broader Digital Dx innovation cross-operating company team workshops to explore disease-state menu expansion opportunities beyond sepsis. This role will help shape the future of healthcare while ensuring DHR will have a winning position in the future healthcare eco-system. Responsibilities: * Define GTM strategy for the Digital Dx Sepsis solution that will pave the way for a broader transformation of the general diagnostics offering * Develop a successful launch plan to ensure the commercial success of the Digital Dx Sepsis solution * Build business models, business cases and operating plans that will allow DHR to capture value equivalent of the value delivered to customers * Establish relationships with internal and external stakeholders (such as DHR Dx Operating Companies, OI partners, Government Agencies) that will allow us to generate new learnings / insights of user personas, pain points and journeys * Provide insights into product, technology and market trends * Develop feature lists, user stories, road maps, customer needs documents, and market requirements documents. * Be a champion of the MVP concepts, distilling the product down to what is desirable, viable and feasible * Collaborate with multidisciplinary teams to scope, design, concept test and deliver innovative solutions * Work closely with the field sales, clinical, and technical teams to train, support, and provide appropriate content for collateral material. Requirements: * A bachelor's degree from an accredited educational institution * An MBA or other advanced degree (preferred) * 7+ years of experience with increasing experience and responsibilities as a product marketing manager in digital health (e.g. clinical decision support and/or or Software as a Medical Device, bioinformatics for diagnostics), either from EMR companies or relevant startups within the business domain * Proven experience working with clinical value propositions and communications/messaging to champions and decision makers of clinical IT solution * Strong understanding of digital technologies, AI, ML, mobile and web etc. * Experience launching multiple digital / health products * Superior interpersonal and communication skills * The ability to ensure the confidentiality of sensitive information and thrive in a fast-paced, intellectually demanding and service-oriented environment * The capacity for self-motivation, independent initiative and creative problem-solving * A diligent attention to detail and strong technical intuition * Experience driving stakeholder alignment across a diverse organization, influencing through persuasive written and verbal communication * Excellent English in writing and spoken is a must * As the initiative is global, a good amount of travel should be expected – in periods as much as up to 25% 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 and all Danaher Companies are equal opportunity employers that evaluate qualified 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. The "EEO is the Law" poster is available here. Danaher Miami FL

Manager Product Management/Marketing

Cepheid