Essential Duties, Critical Success Factors, Responsibilities, Authorities and Required Interactions:
The Market Development Manager (MDM) for (Bio)Pharma Markets will be responsible for achieving the revenue growth targets for the CE (Bio)Pharma business by developing a Go to Market (GTM) strategy specific to the needs of the Americas Region (23 countries). The GTM strategy must consist of a high growth business model based on a solid understanding of the CE (Bio)Pharma market in the Americas Region and a rigorous marketing communication strategy that makes use of multiple marketing channels to drive demand, lead generation and increased market visibility.
The MDM will be the main point of contact for and work directly with the Americas Region marketing communications specialists to develop and execute demand generation marketing campaigns that support the growth of our CE (Bio)Pharma business in the Americas Region. The MDM will also support the sales organization in developing product / solution and competitive positioning strategies and content to support local sales efforts to support new customer prospecting and opportunity win-rates. The candidate will develop an effective marketing strategy that addresses customer needs and fuels demand.
Candidate must have a very strong understanding of the Biopharma Markets and be well networked within the Biopharma community, specifically among key opinion leaders and innovators of the industry and should have a creative, solution-oriented thinking process with strong attention to detail. Candidate must be able to analyze key performance indicators (tracking funnel management, lead generation, win-loss analysis metrics) for the business and arrive at quick, impactful conclusions that explain observed business results the business.
Develop and maintain regional Market Model for the CE (Bio)Pharma business
Develop and implement growth strategies and action plans that will generate growth in the Biopharma segment and increases in market share
Define and/or refine the optimal GTM strategy for Biopharma market segment
Work with global business unit and marketing (Bio)Pharma team to help define new product opportunities, develop positioning and ensure success during new product introductions; product discontinuation.
Manage the delivery of sales training for Biopharma segment across the Americas Region
Design and implement marketing and lead-generation programs that enable the attainment of sales goals for specific business with support from the marketing communications specialists.
Track and actively manage competitor activities (regional product offerings, pricing, promotions, etc) and generate competitive responses (e.g. battle cards)
In collaboration with the Americas Region marketing specialists define and execute marketing communications (conferences, web, media and PR) for specific business.
Develop seasonable promotions as necessary to help support the growth of our business.
Create outbound customer-facing marketing communication/messaging focused at the Biopharma market segment to drive growth through lead generation, lead qualification and lead to opportunity conversion.
Support annual conference/event/seminar planning within the Americas Region (23 countries) focused on lead generation and brand visibility at the solution level.
Leverage traditional and emerging digital marketing communication platforms (social media, automated marketing tools) to increase the uptake of the outbound messaging in order to drive lead generation and lead nurturing campaigns
Adhere to the SCIEX Brand Standards and ensure consistency of usage within the Americas.
Develop, the regional Marketing Communications plan. This should be developed in close collaboration with the Marketing Communications Specialist using the marketing collateral generated by the Global Strategic Marketing Managers.
Create and execute measurable, multi-channel marketing campaigns and content to support lead generation, lead nurturing and lead conversion
Creative message and story development to fuel demand generation, brand awareness, and loyalty programs.
Drive participation in regional trade shows and own the associated lead creation as a measure of the events success. Own the creation of relevant & impactful messaging specific to each trade show/seminar in conjunction with the global marketing manager
Conduct routine analyses of competitor marketing programs.
Interfaces with Others
Internal : Market Development Managers, Sales, Global Marketing, Field Applications, and Service organizations
External : KOL’s, End users and potential customers, partners, other Danaher companies
Education and/or Work Experience Requirements:
10+ years working knowledge of the Biopharma market segment in the Americas Region
2+ years working with Salesforce.com customer resource management
2+ years conducting general direct marketing campaigns
Strategic thinking skills
Operational/Metric results Orientation
Strong leadership collaboration Skills
2+ years supporting events/conferenced
Experience managing projects from inception to completion, including managing to a campaign timeline.
BS in life sciences or related field considered a plus.
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