Develops specific marketing plans and activities for specific product(s) or product line(s) to establish, enhance or distinguish product placement within the competitive arena. Develops business plans and product positioning in the marketplace. Oversees market research, monitors competitive activity and identifies customer needs. Establishes pricing strategies. Works with engineering, manufacturing and sales to develop new products or enhance existing product(s) or product line(s).
Senior Manager Global Services Marketing & Product Management
The role of Senior Manager 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 entire 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.
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
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
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 Vice President, Global Services
Senior Beckman Coulter Life Sciences Leadership, 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 / Skills:
Education: MBA or Bachelor's Degree with 5+ 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.
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.
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.