BD (Becton, Dickinson and Company) Senior Marketing Manager in San Diego, California

Job Description SummaryThe Senior Market Manager is responsible for developing, managing and delivering the go-to-market programs to enable the commercial success for the Enterprise Inventory Optimization Solution, focusing on the Perioperative Market, for MMS US Region. The Senior Market Manager will lead the downstream marketing efforts in support of the products and organizational objectives. This role will be responsible for understanding the customer workflow around the management of supplies and medications while also driving an enterprise approach as measured by the development of value offers to drive committed contracts, competitive conversions, sales revenue and profitability.

This role will have/develop deep working knowledge of the unique needs of managing both supplies and medications in the procedural area and be able to demonstrate key product features and describe customer benefits while also presenting its contribution to the “connected medication management” system. This role will focus on operations and workflow within the Procedural areas and best practices to support customer goals and objectives.

The position reports to the Associate Director of Marketing Enterprise Inventory Optimization for the US region and will require close cross functional collaboration with the Alaris, Pyxis, and HealthSight Platforms and GCS.

Job Description

The Senior Market Manager is responsible for developing, managing and delivering the go-to-market programs to enable the commercial success for the Enterprise Inventory Optimization Solution, focusing on the Perioperative Market, for MMS US Region. The Senior Market Manager will lead the downstream marketing efforts in support of the products and organizational objectives. This role will be responsible for understanding the customer workflow around the management of supplies and medications while also driving an enterprise approach as measured by the development of value offers to drive committed contracts, competitive conversions, sales revenue and profitability.

This role will have/develop deep working knowledge of the unique needs of managing both supplies and medications in the procedural area and be able to demonstrate key product features and describe customer benefits while also presenting its contribution to the “connected medication management” system. This role will focus on operations and workflow within the Procedural areas and best practices to support customer goals and objectives.

The position reports to the Associate Director of Marketing Enterprise Inventory Optimization for the US region and will require close cross functional collaboration with the Alaris, Pyxis, and HealthSight Platforms and GCS.

Responsibilities:

Provide exceptional launch leadership to enable BD to meet/exceed sales and profitability objectives on new product initiatives, develop and execute world class launch deliverables and manage all launch team activities.

  • Define the launch objectives, strategies, metrics and contingency plans that align with BD goals

  • Produce concise, written go-to-market plans, which includes the evaluation and reconciliation of results and managing inputs from all asset owners.

  • Form and direct the Launch Team in the planning and orchestration of product launch activities, which includes:

  • Planning, scheduling and tracking of product launch activities

  • Identification and resolution of launch issues or schedule problems

  • Utilize forum to resolve issues, make decisions and meet objectives

  • Work with the Platform Teams to define trigger pull criteria and timing

  • Study the product and market to develop the rollout and mix strategies that maximize sales

  • Review the status of programs with BD sales leadership regularly

  • Identify market segments and value offer and positioning for each solution

  • Collaborate with platform marketing to ensure that LCR results and evidence are available prior to launch

  • Support the development of sales messaging , 3 whys, and new tools or update existing ones

  • Develop and support the sales training plan

Lead the team in the development and execution of marketing programs and promotions (for assigned categories) to support sales objectives

  • Work closely with the Platform Marketing and Sales Management to understand the customer program needs to support product revenue objectives and lead the development and execution of those programs

  • Lead the strategy and development of the annual promotional calendar (for assigned categories), working closely with Marketing and Sales

  • Coordinate with all stakeholders on status of programs and deliver post-mortem to Senior Management

  • Support the Sales Organization in the preparation of Program and Promotional training materials

  • Market promotions to targeted customer segments, utilizing appropriate online and offline vehicles

  • Identify opportunities to develop support tools/processes that increase sales productivity and effectiveness in the field (i.e. sales collateral, systems, tools – whiteboards, PowerPoint and other tools required by the Sales Council)

  • Identify US Region customer needs in order to collaborate with the global platform to ensure that value offers are aligned prior to launch

  • Market intelligence – understand and effective convey the key stakeholder mapping and buying process in the perioperative space.

  • In collaboration with the sales training team, develop and execute the training curriculum. Leverage content from assigned Platforms to develop sales training materials.

  • Represent US Region launch readiness in CER, Global Marketing Planning, PDT, and Marketing Functional meetings

  • Develop customer success material to highlight MMS successes and best practices, including testimonials, case studies, videos, and webinars.

  • Collaborate with HEOR to ensure that evidence generation projects meet US region needs

  • Support demonstrations at tradeshow and safety center activities

  • Support RFP content development

  • Respond to sales team’s request for support

Leadership:

  • Demonstrate strong and clear accountability for project performance as part of a cross-functional team, developing excellent working relationships with all functions critical to product development excellence

  • Demonstrate leadership, learning agility and action orientation when facing uncertainty. Instill confidence through leadership and actions.

  • Conduct and encourage frequent formal and informal communication within the team to ensure full engagement and efficient operation

  • Intuitively and quickly assess people and situations and act accordingly. Demonstrate strong persuasion and negotiation capabilities.

  • Promote and leverage diversity to achieve best outcomes and an inclusive work environment. Ensure all interested parties have opportunities to influence and contribute to decisions and outcomes.

  • Demonstrate and promote leadership courage by doing what is right. Instill confidence in associates and customers.

  • Demonstrate agility and action orientation when facing ambiguity, change and uncertainty. Effectively manage change and instill confidence

Qualifications:

  • Minimum of 5 years of downstream marketing experience

  • MBA with Marketing emphasis or equivalent

  • Experience with B2B marketing required

  • Expertise and experience in evaluating technology. Technical background desirable

  • Demonstrated ability to provide leadership under ambiguity

  • Proven ability to analyze and guide sound business decisions based on research data and other input

  • Outstanding presentation skills and the ability to command respect among peers and the management staff

Primary Work LocationUSA CA - San Diego Bldg A&B

Additional Locations

Work Shift

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status