BD (Becton, Dickinson and Company) Market Manager, Enterprise Medication Management in San Diego, California
Job Description Summary
This position reports to the Associate Director of Enterprise Inventory Optimization for the US region but will have an overall role of providing the marketing support to customers and sales to deliver an economic value proposition to the financial decision maker for MMS Solutions. As part of this role, the market manager will support the current ROI tool, work with the Platform and HEOR teams to evolve the tool, and support sales training on developing a business case for MMS solutions.
This role high visibility role will provide input to the GTM planning for new solutions to ensure that any new offering can be justified and will make sense while also driving to an enterprise approach as measured by committed contracts, competitive conversions, sales revenue, and profitability.
This role will have/develop deep working knowledge of the value delivered by the products and how each contributes to the overall value of the “connected medication management” system. While current focus is on acute care environments, you will be responsible for preparing for expansion to any affiliated environment.
Responsible for the on-going development and maintenance of value-based modeling and presentation tools that support Return on Investment analytics and customer decisions.
Support sales to become subject matter expert and be available to present projected return on investment to customer stakeholders.
Market intelligence—understand Finance as a buyer, the role they will play in the buying process, how they buy and their key buying criteria, and who will influence their decision.
Understand the competitive landscape—be an expert on competitive pricing and business models
Support the development of competitive sale strategies and tools that drive competitive conversions and retention
Support the development of regional go-to-market plans of net-new products/capabilities. Go-To-Market responsibilities:
Assist the US Region team to develop commercialization goals, objectives, success criteria and metrics and measure
Continue to refine the US market opportunity
Identify market trends, as it relates to our customer needs/challenges/desires from an acquisition/finance perspective.
Identify market segments and develop value offer/positioning as needed for each
Recommend modifications to global pricing strategy to meet US region needs
Evaluate opportunities for market shaping activities related to the financial buyer.
Collaborate with platform marketing to ensure that LCR results/evidence is available to support value proposition at launch. Recommend introductory pricing as needed.
Contribute financial input into sales messaging, 3 whys, with an emphasis on the “why now”?
Support and deliver sales training as needed
Collaborate with contracts and platform teams to ensure that all quote to cash requirements are met prior to launch
Ensure that sales compensation aligns with go-to-market strategy
Develop support tools/processes to increase sales productivity and effectiveness in field related to developing the economic justification.
Assess the effectiveness of the marketing programs and report back to the business on required changes.
Develop and maintain a tracking and reporting mechanism to measure effectiveness of training and tools
Ensure launch content packets are include relevant information needed for the finance buyer
Collaborate with Global Platforms to ensure U.S. regional needs are factored into the development and GTM strategies, participating in core teams as needed, and representing the needs of the US Region.
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 RFP content development
Respond to sales team’s request for support
Track sales results and forecast
Collaborate with sales leadership to ensure alignment/accuracy of forecast
Complete ASR region requirements
Provide platform marketing teams with customer feedback
Education and Experience:
Bachelor’s degree in finance or marketing with 5 years of total experience; at least 3 years of marketing experience. Capital, software, and services experience highly desirable. Experience in healthcare industry highly desired
MBA or finance experience required
Experience in planning, executing, and measuring economic benefits and transforming them into programs
Experience in supporting and training salesforce on new tools.
Advanced understanding of statistics/quantitative analysis, and finance (e.g., concepts of present value and return on investment)
Strong financial/accounting background and proficiency with Excel modeling
Strong fit with BD values
Strong customer focus
Highly-motivated, execution-focused leader with the ability to self-define role and activities necessary for successful product commercialization
Advanced analytical and problem-solving skills
Strong and effective communication skills
Excellent command of information/data and the ability to drive decisions
Organized and proactive with demonstrated ability to multitask and balance competing priorities
Proven ability to reduce complex cross-functional requirements into easy to understand language and communicate effectively to a cross-functional team
Proven ability in a regulated, complex medical device market.
Primary Work LocationUSA CA - San Diego Bldg A&B
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