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Senior Marketing Manager - Medical

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Job Details
Job Order Number
JC172506895
Company Name
Danaher Corporation
Physical Address

Buffalo Grove, IL 60089
Job Description

Job Title:

Sr. Marketing Manager -Medical

DRZ464 / Grade 12

Company: Leica Microsystems (LMS)

Department: Marketing / Americas

Position location: Buffalo Grove, IL USA

Prepared: October 9, 2020

Reports to: Sr. Director of Marketing & Commercial Analytics

HR: LMS

I.GENERAL SUMMARY & OVERALL CHALLENGES

The Sr. Marketing Manager – Medical is responsible for enabling the Americas regional sales organization to drive profitable share and revenue growth for our operating room surgical microscopes in Microsurgery and Ophthalmology segments.

The Sr. Marketing Manager drives transformative marketing by way of increasing our Market Visibility through identification of target customers, development of content and value propositions that resonate, and deployment of those messages through digital and non-digital channels with the goal of building our contact database and generating qualified sales leads, which would translate to orders and revenues for the Region.

The business KPIs for success are (1) volume of marketing and sales qualified leads generated, (2) marketing contribution to revenues, and (3) marketing effectiveness as measured by return on investment (ROI).

In addition, the Sr. Market Manager – Medical develops Key Opinion Leader (KOL) relationships that support the clinical relevance of our solutions, create peer-to-peer referrals and provide strategic guidance for the business.

Critical to success will be robust analysis of market size and trends, continuous measurement and monitoring of ROI of different marketing channels, and understanding of funnel management process to be able to work collaboratively with the sales team to drive revenue conversion.

In addition, this individual is also responsible for working with cross-functional Business Unit and Global teams to develop and refine the portfolio strategy and product roadmap and developing marketing materials that enable new opportunities for prospecting.

The Sr. Marketing Manager currently has one direct report and will be responsible for development and engagement of the team.

Leica Microsystems Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

II.KEY RESPONSIBILITIES

Responsibility

Market analysis and insights: Market size and trend analysis; Generating VOC, measurement of key volume and trends in Market and LMS market share, and competitive assessment

Measure of performance: Market Size, Share % by key players

Promotion and lead generation through non-digital channels: Promotion, ads, trade show and workshop strategy, branding

Promotion and lead generation through digital channels: SEO, Ad-words, Email, Social Media campaign

Measure of performance: Lead Generation

Peer-to-peer marketing: KOL development, Content generation, P2P educational forums sales process, and customer loyalty

Measure of performance: Revenue Conversion

Integrate Market Visibility components with CRM strategies for Independent Manufacturers Reps (IMRs)

Measure of performance: Market Visibility

Input to business strategy: Gather and share market trends and VOC to inform the Business Unit and R&D organizations on product roadmap development

Measure of performance: Portfolio Strategy and Product Roadmap development

People Management:

Hiring, retention, engagement, and development of direct report(s)

Measure of performance: Engagement / People development

III.REQUIREMENTS FOR THIS POSITION

Professional Experience

a) Work experience:

+ 10+ years of Marketing experience in medical device capital equipment environment

+ Understanding of the US Hospitals Market

+ Desire to work for a metric driven marketing organization

+ Comfortable in managing a marketing budget with focus on continuous improvement in ROI

+ Experience in working in a global cross-functional matrix environment

+ Key Opinion Leader (KOL) development strategies

+ Experience in optimizing traditional marketing modes, such as trade shows, educational workshops and customer training

+ Digital Marketing tools and execution

b) Education

+ BS in business / science preferred

+ MBA a plus

c) Language

+ English

d) Travel (required estimated % of time)

+ 25% travel is required.

IV.PERSONAL TRAIT PROFILE

The ideal candidate will be

+ A well-organized self-starter with a passion for making an impact and driving customer engagements

+ Strong analytical skills to measure internal and external performance and identifying leading indicators that impact the business results

+ Demonstrated experience with cross functional matrix team leadership

+ High energy and positive demeanor both internally and externally

+ Organized and able to build and execute on strategic plans, working collaboratively across various levels of the organization

+ Extensive experience with managing numerous projects concurrently against stringent deadlines

+ Excellent communication skills are essential

V.KEY RELATIONSHIPS

a) Internal

+ Reports directly to: Sr. Director of Marketing & Commercial Analytics

+ Direct Reports: 1

+ Key Relationships:

+ GM of Medical Sales – Americas

+ Director of Sales – North America

+ Area Sales Managers – North America

+ Marketing Operations Manager

+ Marketing Communications Manager

+ Global Marketing Managers

+ Business Unit (BU) Leaders and Product Managers

+ VP Global Marketing

b) External

+ Customers

+ LMS KOLs

+ Independent Manufacturers Reps (IMRs)

+ Exhibits Contractor

+ Other communications partners

VI.CORPORATE SUMMARY

Leica Microsystems

Leica Microsystems develops and manufactures microscopes and scientific instruments for the analysis of microstructures and nanostructures. Ever since the company started as a family business in the nineteenth century, its instruments have been widely recognized for their optical precision and innovative technology. It is one of the market leaders in compound and stereo microscopy, digital microscopy, confocal laser scanning microscopy with related imaging systems, electron microscopy sample preparation, and surgical microscopes.

Leica Microsystems has seven major plants and product development sites around the world. The company is represented in over 100 countries, has sales and service organizations in 20 countries, and an international network of distribution partners. Its headquarter is located in Wetzlar, Germany.

Danaher

Danaher is a global science and technology innovator committed to helping our customers solve complex challenges and improve quality of life around the world. Our family of world class brands have unparalleled leadership positions in some of the


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