Director of Product Marketing, Americas - Core Logic, Inc.

Position Description

Position Title: Director of In-Center Care Marketing, Americas
Company: Instrumentation / Medical Device
Compensation: $130K-$150K + bonus

Date: 3/3/08


JOB FUNCTION: Summarize the function(s) of the job and reflect the basic purpose why the position exists.
The Director of In-Center Care Marketing, Americas is ultimately accountable and responsible for the In-Center business of The company Americas. This responsibility includes i) providing the strategic direction for the In-Center business, ii) setting business targets and goals, iii) developing the action plans to achieve these targets and goals, and iv) – in a coordinated effort and in close relationship with the sales leaders of each geographical market – ensuring that the action plans are successfully executed. In addition, the team member in this position will be asked to build, coach, and develop a world-class marketing team, including a “bench” of future business leaders.

PRINCIPAL RESPONSIBILITIES: Describe the job duties; indicate percentage of time spent, indicate with an asterisk the essential functions. Indicate the frequency by which they are performed: (AS – as assigned, D – daily, W – weekly, M – monthly, Q – quarterly, SA – semi-annually, A – annually). Begin each statement with an action verb.


The following duties and responsibilities generally reflect the expectations of this position but are not intended to be all-inclusive.


Essential
Frequency
(D,W,M,Q) % of Total
Time
Description
* D N/M Build and lead the marketing function; provide support and advice to the sales leadership (see further below under Skills and Decision Making)
* D N/M Develop, plan and implement product-oriented marketing programs to drive market share, sales and profit growth, including definition and communication of value to the customer and pricing strategies
* AS N/M Plan and coordinate The company’s participations in industry Events, Congresses and Conventions, including all practical details. Develop and propose budget and execute within budget constraints.
* M 10% Monitor and evaluate activities of competitors, including their effectiveness
* M 10% Co-lead annual budget and strategic planning from the product point of view; monitor performance relative to budget on a monthly basis

* M N/M Represent the Americas region in global The company marketing activities and programs
* W 40% Travel – to be expected on average




KNOWLEDGE:
EDUCATION, EXPERIENCE, SKILLS: List minimum level required to perform the job competently:
Education:
Bachelors Degree or higher (equivalent).

Experience:
5+ years experience from a leading role of a product marketing team, where the candidate developed, planned and successfully executed programs to maximize sales and profit growth, while increasing customer satisfaction.

Skills:
• Demonstrated success from product marketing, ideally medical products, as measured by sales and profit growth, product acceptance, market share, or equivalent
• Demonstrated ability to develop, plan, and successfully execute product marketing programs through sales organizations
• Documented ability to successfully build and lead high-performing teams
• Thorough understanding of and record of putting to practical use typical marketing concepts and tools such as Kotler, product life cycle management, pricing strategies, promotional campaigns, conjoint analysis
• Exceptionally strong customer orientation and business acumen
• Strong management, financial and analytical skill sets
• Demonstrated ability to independently make decisions and take action based on sound business, financial and interpersonal judgment
• Strong integrity – does and stands up for what is right
• Ability to multi-task and manage/coordinate multiple projects or discussions simultaneously
• High degree of demonstrated self-motivation and initiative
• Must be a team player who sets team objectives and success before individual personal recognition
• Ability to work in a global, cross-functional, matrix organizations
• Demonstrated ability to influence and coach customers and colleagues to taking action without relying on authority (upwards, sideways, downward)
• Excellent action-oriented communication & presentation skills
• Strong cultural awareness to enable effectiveness in working in a global organization

Special Training:
Bachelor’s degree in business (marketing), engineering, or medicine;
MBA degree is desired, but not a requirement; specific training on nephrology is desired, but not a requirement

DECISION MAKING: Degree to which the position develops, recommends or approves organization wide or budget unit policies, operating practices or procedures. Extent to which the position is governed by specific policies, procedures or supervision and amount of analysis and independent judgment that is required.

A team member in this position is ultimately accountable and responsible for The company’s In-Center Care business, including i) providing the strategic direction for the In-Center business across The company Americas, ii) setting business targets and goals in support of the strategic direction, iii) developing the action plans to achieve these targets and goals, and iv) – in a coordinated effort and in close relationship with the sales leaders of each geographical market – ensuring that the action plans are successfully executed. In addition, the team member in this position will be asked to build, coach, and develop a world-class marketing team, including a “bench” of future business leaders.

Concerning strategic direction-setting, it is the role of the team member in this position:
• To set priorities and medium to long-term direction the for The company Americas in-center business based on market trends (therapy development, customer needs, competitor activities), The company’s (global) then-current offering and product development pipeline, and overall global corporate-wide strategic objectives.
• To build, maintain and support a team of market/product managers with individual accountability for specific parts of the In-Center business as per a structure that appropriate supports the business (e.g., products, product categories, customers segments, etc.)
• To ensure adequate and accurate gathering, analysis and internal dissemination of relevant business intelligence, including but not limited to therapy development, regulatory and reimbursement environment, competitor activities and initiatives and technology developments
• To clearly understand customer and market needs, trends and developments, and to synthesize and disseminate these within the The company Americas organization
• To design a pricing strategy as well as pricing policies and practices
• To participate in customer interactions as appropriate
• To develop and maintain a holistic perspective on The company’s necessary offering of products and services for customers in the In-Center care segment of dialysis, and in cooperation with relevant global functions to ensure that steps are taken to fill any gaps in The company’s offering

Concerning setting business targets and goals it is the role of the team member in this position:
• To lead the marketing team, and specifically the marketing managers in the product management group, in setting targets and goals for individual product categories as well as the entire In-center business. The targets and goals will support the achievement of The company’s global objectives, goals and strategies, and will span the entire Americas region.
• To lead and coordinate the business planning process relating to In-center plans
• To coach and support marketing managers in the product management group in developing product-specific goals, targets and plans
• To develop concrete and measurable Key Performance Indicators that will be measured at minimum on a monthly basis to monitor the achievement of the targets and goals

Concerning developing the action plans to achieve the targets and goals, it is the role of the team member in this position
• To ensure that concrete action plans are in plans at any point in time, which clearly outline activities, including objectives, dates,
• To ensure that action plans exist for all functions, geographies and product categories within the Americas In-center Care Marketing team
• To recommend, as appropriate and as priorities allow, actions and activities to leaders of other functions within The company Americas which support the goal achievement for the In-center business in specific or The company Americas in general
• To ensure that appropriate actions are being taken throughout the global The company organization (e.g., manufacturing, R&D, Strategic Marketing) which support the achievement of the goals and targets for Americas In-center business

Concerning ensuring successful execution, it is the role of the team member in this position
• To assume responsibility and accountability for the achievement of the targets and goals for the Americas In-center business. This responsibility and accountability will be shared with the leader of the sales leaders in each geographical market.
• To frequently and transparently monitor the performance against goals, targets and action plans, and to share the performance within the organization as appropriate
• To ensure discipline in executing the pricing discipline
• To participate in business reviews, as appropriate
• To participate in cross-functional business forums, as appropriate
• To ensure that learnings and key success factors are identified as part of the performance monitoring, and then shared and communicated as best/worst practices

Concerning building, coaching and developing a world-class marketing team, it is the role of the team member in this position
• To actively support the personal and professional development of all team members in the Americas In-center Care Marketing team
• To put in place and institute clear and transparent people development process which at bare minimum conform to The company policies, practices and processes in Human Resources
• To conduct performance review sessions with direct reports
• To make, initiate and/or recommend decisions to hire, reassign or sever employees
• To identify and coach future candidates for business leadership roles within The company
• To act as a role model for the marketing team and the Americas organization as a whole in fostering a high-performance culture and a working environment that attracts, retains and develops top talent

In performing his/her duties, a team member in this position is expected to conduct himself/herself in ways which fully and completely comply with all relevant standards, regulations and policies, including those generally applicable to the medical products industry as well as those developed and monitored by The company (globally or locally).

It is expected that the team member in this position will be a strong contributor and positive force to instilling a coordinated and consistent regional approach for The company Americas, specifically for the In-Center business but also in general across functions. It is also expected of him or her to make own decisions which further support the regional strategy and tactics, and that these decisions are implemented effectively.




INTERPERSONAL RELATIONS: List significant internal and/or external contacts and purpose of contact.

INTERNAL CONTACTS
VP Strategic Accounts & In-center Care Marketing

Members of the Americas Management Team



The company global functions, e.g., R&D, Strategic Marketing, Manufacturing, Global Supply



Purpose
• Regular supervision; direct reporting line


• Weekly, at times daily, interactions to ensure complete coordination and integration as to the In-Center strategies and programs for The company Americas, and how the overall business performance is achieved
.
• Participation in key projects, ensuring that required actions and activities are happening in other functions across The company’s global operations which support the acthievement of the in-center business objectives; and/or providing information and support to The company’s global functions to support the achievement of their – and The company’s – objectives




EXTERNAL CONTACTS
Customers






Suppliers



Purpose
• Developing, presenting and negotiating solutions and agreements
• Developing, planning and executing marketing activities
• Planning and coordinating presence at congresses and conferences

• Negotiate, monitor local sourcing of products as specifically agreed
• Negotiate and manage market research companies, advertising agencies and similar as needed and as appropriate


SUPERVISION:

Describe the degree to which you supervise employees reporting directly to you.
Daily. The holder of this position must be able to remain completely up-to-date in some detail, at least on the key priorities.

Describe the degree of supervision exercised over this position:
Weekly or Monthly Supervision – not daily. Position must be able to perform will without regular supervision

FINANCIAL RESPONSIBILITY: Effect position has on controlling costs, generating revenue or managing financial results.
Customer sales and profitability; product pricing; customer negotiations; budgeting; personal costs and expenses; overall product costs in manufacturing set-up (through volumes and capacity utilization)

PHYSICAL REQUIREMENTS: Physical requirements for a position will vary. These must be reviewed with the supervisor and should be attached here. N/A

How to Apply

Application Instructions / Send a Resume