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BD (Becton, Dickinson and Company) Market Development Manager - CMM in Winnersh, United Kingdom

Job Description Summary

This role will drive and support the revenue growth strategies in MMS, with a broad view of ALL MMS Market Development. The focus for the Connected Medication Management (CMM) Market Development Manager is to act as expert in understanding the changing market dynamics and trends across the NHS that may affect MMS, but focusing on the journey that the NHS and BD are taking, together, to achieve Closed Loop Medication Management and eventually Connected Medication Management., In order to collate insights to inform market shaping strategies and develop value-based solutions this role will need to cover CMM, which will encompass the elements of the MMS portfolio. The role will also need to understand how the connectivity across the health system can deliver improved Medication Safety and efficiencies due to the insights gathered through data and analytics.

This role will lead market development of Advocates / KOLs, professional relations and advocacy strategy and be responsible for evidence generation to facilitate market access and hence provide direction, support and tools to the Marketing, Sales and Clinical teams.

Reporting to the Head of Marketing and Market Development (MMS), success will be measured by achievement of annual sales budgets for BU (P&L) & delivery of overall dispensing market access plan/project milestones (A&P) alongside cross functional teamwork and support in the delivery of personal and business objectives (IIGs)

Job Description

This role will drive and support the revenue growth strategies in MMS, with a broad view of ALL MMS Market Development. The focus for the Connected Medication Management (CMM) Market Development Manager is to act as expert in understanding the changing market dynamics and trends across the NHS that may affect MMS, but focusing on the journey that the NHS and BD are taking, together, to achieve Closed Loop Medication Management and eventually Connected Medication Management., In order to collate insights to inform market shaping strategies and develop value-based solutions this role will need to cover CMM, which will encompass the elements of the MMS portfolio. The role will also need to understand how the connectivity across the health system can deliver improved Medication Safety and efficiencies due to the insights gathered through data and analytics.

KEY ELEMENTS

  • The Market Development Manager will need to report to the MMS Leadership Team when required, providing relevant CMM market development direction / support / discussion during meetings and for MMS more widely

  • Identify market development opportunities, carry out full analysis and research to enable sizing of market opportunity.

  • Investigate barriers to entry and maintain ongoing competitive analysis.

  • Lead professional relations and advocacy strategy for MMS and manage wider third-party partnerships and relationships whilst driving Customer Centricity programmes as appropriate.

  • Have an expert understanding of the various patient pathway, workforce efficiencies and NHS funding flows to develop health economic, clinical evidence and market access arguments and the overall value proposition – being on the NHS agenda and meeting customer needs.

  • Develop the clear value propositions and tools which can be used by MMS customer facing team.

  • Work closely with the MMS Marketing Team, Regional Sales Managers and Clinical Teams to ensure a One Team approach for all strategies, activities and communications.

  • Ensure market trends, competitive activities and Voice of Customer (VOC) are shared with European colleagues

  • Work closely with BDX colleagues considering integration with BDX strategies and sharing best practice / advice.

  • Responsibility for delivery of core market development plans and initiatives, with consideration of the wider impact that CMM and connectivity would have on the position of MMS and the MMS solutions.

  • Understanding, and acting upon, the move for the NHS from CLMA, CLMM and ultimately to CMM –understanding and explaining this to internal and external stakeholders alike.

  • Demonstrating, with Marketing and Sales, the solution changes and how the NHS and BD can move to CMM

  • Market Shaping activities – launching of BD neXus, as well as new Alaris neXus offerings

  • Credible expert for CMM related discussions at MHRA / ABHI / C-Suite

  • Supporting Marketing, Sales and Clinical functions pre-launch and when reviewing CCR / GA sites

  • Creation of Case Studies / Whitepapers for Solutions and how these support transformation leading to ‘true’ CMM

  • Facilitating round table discussions and market research to support Marketing Planning process (ASR, STI, UKI Plans)

MAIN RESPONSIBILITIES

MARKET SENSING

  • Investigate market development opportunities by analysis of market data and trends including external VOC and market research as required.

  • Develop market insights to inform marketing strategy and develop solutions to meet customer needs.

  • Dedicate time and interaction with NHS organisations, professional organisations and networks, KOL’s, external partners and field-based teams to gain an in depth understanding of market dynamics and identify trends.

  • Communicate continuously with wider BDX organisation and EU colleagues for shared learning.

MARKET DEVELOPMENT

  • Support BD MMS portfolio to deliver revenue and return on investment goals

  • Contribute to the development of business model (budget, ASR, strategic planning and review) for MMS portfolio

  • Develop scenarios and business cases to identify and validate opportunities

  • Develop health economics understanding and devise market strategies and tools for projects allocated

  • Lead and manage implementation projects to deliver expected commercial outcomes

  • Create and develop portfolio KOL network as VOC for market development opportunities and also in terms of advocacy mobilisation and professional relations strategy to influence guidelines and policy.

  • Support the Head of Marketing and Market Development and MMS UKI Marketing Team in KOL network growth and advocacy development

  • Engage in product review discussions to influence BU strategy

  • Work closely and influence national parties/groups & support the MMS portfolio strategy;

  • Work with UKI and European marketing to influence regional strategy and ensure local country implementation;

  • Support the field sales and clinical teams in delivering our value proposition, via educational, materials & face to face training;

MARKETING COMMUNICATION

  • Develop marketing communication tools as required related to market shaping strategy, including policy, clinical and market access evidence as needed.

  • Remain up-to-date as regards to market access and marketing trends and literature relating to key strategic growth drivers;

  • Work with customer facing team to ensure a high level of market access and NHS knowledge and training, offering continuous support via meetings and teleconference updates;

  • Lead attendance to events where there are market development opportunities and positioning at both organisational and national KOL level.

  • Work collaboratively with other business units cross functionally on relevant BDX projects.

MARKETING MANAGEMENT

  • Define and create metrics to measure success and return on investment of campaigns and key events: meetings, exhibitions etc;

  • Contribute to financial budgeting, forecasting in close collaboration alongside MMS marketing team and business operations;

  • Contribute to ASR and annual marketing plan and contribute to the sales and marketing alignment process via regular monthly updates to teams – with a variety of engagement mediums.

MAIN CONTACTS

INTERNAL

  • Local team: Sales, Business Operations, Clinical and Marketing Leads

  • Head of Marketing and Market Development MMS UK&I & European / UKI Marketing Teams

  • Collaboration with policy, strategic relationships and BDX marketing

  • Quality and regulatory functions;

EXTERNAL

  • Professional Associations: eg NPA, RPS, RCN, Clinical Pharmacy Association, APPGs etc.

  • Business partners, eg 3M, BCG, Deloitte

  • Congress & Event organisers;

  • Media contacts at key scientific /clinical journals;

  • KOL networks and individuals

KEY COMPETENCIES

Demonstrates ability and experience commensurate with the delivery of role and responsibilities including:

  • The candidate applying for the role of Connected Medication Management (CMM) Market Development Manager would be required to be a ‘registered clinician’ / Healthcare Professional or have extensive knowledge / experience of market access and connectivity.

  • Cross functional / matrix team leadership skills (with the ability to develop and coach);

  • High personal accountability; High degree of integrity;

  • Courage to drive through change in a professional manner;

  • Passion to “make a difference” to health;

  • Excellent customer focus and service skills;

  • Excellent strategic planning and organisational skills;

  • Proactive and the ability to take initiative with a ‘can do’ attitude;

  • Excellent communication skills (written and verbal) with the ability to communicate at all levels;

  • Ability to influence without authority - excellent stakeholder engagement & management skills;

  • Excellent networking skills;

  • High level of commercial awareness;

  • Good budget management and financial based decision making;

  • High level analytical and decision making skills;

  • Good problem solving skills;

  • Ability to create detailed strategic plans with supporting tactical / operational activities and plans;

  • Customer focused (internal and external);

  • Flexible attitude and ability to handle changing priorities;

  • Team member, willing to act on behalf of team;

  • Mature and controlled reaction to pressure of work;

  • Demonstrates maturity, resilience and the ability to stay calm under pressure;

  • Strives for continuous improvement in self, others and in processes and procedures;

  • Demonstrates exceptional levels of personal responsibility;

  • Sincere energy and passion;

  • Computer literacy with an excellent working knowledge of Microsoft Office.

Primary Work Location

GBR Winnersh - Eskdale Road

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, or any other protected status.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email asc.americas@bd.com

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