Danaher Corporation Marketing Manager - Clinical Informatics in Brea, California
Beckman Coulter Diagnostics, an operating company of Danaher Corporation, is recruiting a Marketing Manager, Clinical informatics. This position is based in Brea, CA.
In this role, you will manage the overall marketing and product positioning for Beckman Dx Clinical IT portfolio for North America. This includes detailed analysis of business, industry and competitor trends as well as developing deep understanding of the customer.
Beckman Coulter Diagnostic systems are used in complex biomedical testing, and are found in hospitals, reference laboratories and physician office settings around the globe.
Reporting to the Senior Manager, Marketing Clinical IT, you will work closely with Product Management and Sales teams to anticipate customer needs and identify market opportunities for existing and future products. This includes partnering closely with assigned team members and contributing to the development of strategic plans.
Additionally, you will be responsible and accountable for creating and managing market plans / launch programs within assigned product areas to create demand and maximize sales. This person will act as a consultant to the sales force, as well as other functional areas.
Success in this role will be dependent upon exemplary execution of the following responsibilities:
Strategy Creation & Execution
Perform detailed analysis of the clinical informatics market, including business, industry and competitor trends.
Identify customer needs and investigate existing and potential channels and market opportunities in which to sell our existing products.
Develop strategic one to two-year plans for the business area.
Shape / champion new segments and directions by synthesizing and analyzing data to understand customer needs.
Evaluate potential new approaches to marketing the portfolio of Workflow and IT products; formulate recommendations based on known risks and rewards.
Gather input from Sales and customers to develop portfolio-, product- and segment-specific marketing strategies.
Work with the Business Unit and other regions to determine: the effectiveness of marketing campaigns and channels; market strengths, weaknesses, opportunities and threats (SWOT); regional product pricing.
Partner with Product Management, Global Marketing, and Sales to redirect tactics based on analysis of: lead generation rates; win/loss ratios; market share trends; deal profitability; competitor performance.
- Working cross-functionally and with other marketing department members, develop and implement marketing plans and programs, both short and long term, to increase BEC’s market share.
Product Line Growth and Profitability
Set annual and long-range goals for growth of sales and profitability.
Establish effective plans and programs to achieve goals.
Monitor progress to growth and profitability goals and intercede as appropriate to ensure achievement.
New Product Success
Using the DBS Launch Excellence platform, lead cross-functional teams in the execution of rapid, efficient, and effective product launches.
Set sales-growth and profitability goals for new products.
Market/Competition Knowledge and Intelligence
Maximize competitive advantage by establishing, utilizing, and maintaining systems that deliver superior understanding of market trends, beliefs, perceptions, and behaviors as well as competitor actions, strengths, weaknesses, and plans.
Communicate above knowledge broadly throughout the company to ensure deep market and competitor understanding is incorporated into strategic and operational plans.
Regularly cascade information from Workflow and IT Solutions Product Sales Executives to the general field sales force to support effective multi-discipline solution selling across North America.
Contribute to the formulation of the North America Marketing team’s strategic and long-range plans.
Comply with and supports all company health, safety, and other standards and practices.
Routinely audit all aspects of the commercial organization for improvement opportunities; develop plans to drive positive change; lead the implementation and sustainment of the changes you propose.
First Year Expectations
Plan and execute regional Clinical Informatics user group meetings; incorporate VOC and pull-marketing strategies.
Develop a comprehensive Sales Tools package for the Clinical Informatics portfolio including, but not limited to, SW and HW demos in multimedia formatting, key value proposition sales sheets, competitive differentiation comparisons, and quantitative evidence demonstrating each product’s effectiveness.
Conduct regular trainings Clinical Informatics product features and competitive differentiation; turn this content into e-learning library; become the “go to” person in North America for Clinical Informatics.
Lead all efforts necessary to ensure the effective representation of the Clinical Informatics product portfolio at tradeshows, conferences, and events (internal and external).
Bachelor’s degree in field with 9+ years exp. OR Master’s degree in field with 7+ years exp. OR Doctoral degree in field with 4+ years exp.
Ability to work in a large, matrixed organization, having a working knowledge of the principal areas and role of Marketing, Sales, Service, Manufacturing, Planning, R & D, QA and Business Development.
Ability, talent, commitment and ambition to assume increased scope of responsibility in organization within 24-48 months.
Ability to work cross departmentally to achieve company strategic vision outside of core product line, identifying, cultivating and ensuring long term company growth
High energy, self-starter with bias for action and sense of urgency. A ‘roll up their sleeves’ type of individual who is able to get the marketing and sales organizations excited about their goals.
Excellent problem solving and analytical skills.
Ability to perform exceptionally well in a fast paced, performance-oriented environment.
Strong interpersonal skills and communications style that will inspire confidence not only internally among employees and the Executive Team, but also externally among current and potential customers.
Emotional maturity and ability to create change in an environment where the structure may evolve rapidly.
Marketing experience with emphasis in downstream/commercial marketing strategies, tactics and execution as well as Healthcare/IVD experience.
Written and successfully executed annual marketing / business plans: strategies, tactics, and metrics to drive and achieve business goals.
Prior experience with commercialization of mature and new products: developed and executed launch plans, including messaging, positioning, pricing, sales materials, sales training, communication plans.
Ideal candidate has knowledge of the N. America diagnostics market, preferably in Clinical IT sales cycles, market drivers, customer needs, competitors, customer decision-making processes, regulatory and reimbursement impact, and market segments. Experience with the sales cycle for capital equipment is desired.
Demonstration of establishing rapport with senior sales level representatives as well as sales management to ensure continuity of marketing objectives for North America. Leading multiple communication events via conference call, webex and other communication applications.
Prior sales or sales training experience.
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here.