Danaher Corporation Market Development Manager, BioPharma, Americas in South San Francisco, California
Essential Duties, Critical Success Factors, Responsibilities, Authorities and Required Interactions:
The Market Development Manager (MDM) for MS Biopharma Markets will be responsible for achieving the revenue growth targets for the MS Biopharma business by developing a Go to Market (GTM) strategy specific to the needs of the Americas. The GTM strategy must consist of a high growth business model based on a solid understanding of the biopharma analytical market in the Americas and a rigorous marketing communication strategy that makes use of multiple marketing channels to drive demand, lead generation and increased market visibility.
The MDM will be the main point of contact for and work directly with the Americas marketing communications specialists to develop and execute demand generation marketing campaigns that support the growth of our MS business in the Americas. The MDM will also support the sales organization in developing product / solution and competitive positioning strategies and content to support local sales efforts to support new customer prospecting and opportunity win-rates. The candidate will develop an effective marketing strategy that addresses customer needs and fuels demand.
Candidate must have a very strong understanding of MS Biopharma and be well networked within the biopharma community, specifically among key opinion leaders and innovators of the industry and should have a creative, solution-oriented thinking process with strong attention to detail. Candidate must be able to analyze key performance indicators (tracking funnel management, lead generation, win-loss analysis metrics) for the business and arrive at quick, impactful conclusions that explain observed business results the business.
Main Position Objective
Develop and maintain regional Market Model for MS biopharma business Develop and implement growth strategies and action plans that will generate growth in the biopharma segment and increases in market share Define and/or refine the optimal GTM strategy for MS biopharma market segment Work with global business unit and marketing team to help define new product opportunities, develop positioning and ensure success during new product introductions; product discontinuation. Manage the delivery of sales training for MS biopharma segment across the Americas Design and implement marketing and lead-generation programs that enable the attainment of sales goals for specific business with support from the marketing communications specialists. Track and actively manage competitor activities (regional product offerings, pricing, promotions, etc) and generate competitive responses (e.g. battle cards) In collaboration with the Americas marketing specialists define and execute marketing communications (conferences, web, media and PR) for specific business. Develop seasonable promotions as necessary to help support the growth of our business. Create outbound customer-facing marketing communication/messaging focused at the MS biopharma market segment to drive growth through lead generation, lead qualification and lead to opportunity conversion. Support annual conference/event/seminar planning within the Americas focused on lead generation and brand visibility at the solution level. Leverage traditional and emerging digital marketing communication platforms (social media, automated marketing tools) to increase the uptake of the outbound messaging in order to drive lead generation and lead nurturing campaigns Adhere to the SCIEX Brand Standards and ensure consistency of usage within the Americas.
Develop, the regional Marketing Communications plan. This should be developed in close collaboration with the Marketing Communications Specialist using the marketing collateral generated by the Global Strategic Marketing Managers.
Create and execute measurable, multi-channel marketing campaigns and content to support lead generation, lead nurturing and lead conversion
Creative message and story development to fuel demand generation, brand awareness, and loyalty programs.
Drive participation in regional trade shows and own the associated lead creation as a measure of the events success. Own the creation of relevant & impactful messaging specific to each trade show/seminar in conjunction with the global marketing manager
Conduct routine analyses of competitor marketing programs.
Responsible for regular (monthly & quarterly) data reports and updates that include key performance indicators, ROI, timing and general results using Salesforce.com reporting capabilities.
Develop and deploy customer success stories & content, across multiple channels, including measurable digital channels.
Tracking effectiveness and uptake of campaigns and other key performance indicators.
Support commitments for advertising campaigns – all channels.
Education and/or Work Experience Requirements:
5-7+ years working knowledge of the biopharma market segments in the Americas
2+ years working with Salesforce.com customer resource management
2+ years conducting general direct marketing campaigns
Strategic thinking skills
Operational/Metric results Orientation
Strong leadership collaboration Skills
2+ years supporting events/conferenced
Experience managing projects from inception to completion, including managing to a campaign timeline.
Adept at using Microsoft Project Manager, Microsoft Office suite (Excel, Word, PowerPoint and Outlook)
Proven ability to thrive in fast-paced, deadline-driven, work environments.
Strong presentation skills with ability to present to senior and executives members of our leadership
Proven ability to influence, work, and communicate effectively with peers.
BS in life sciences or related field considered a plus.
Experience with mass spectrometry much desired
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.