Job ID:  AO20090109-82594        
Requirements:
Expertise     Product Management
Education     Bachelors
Job Type     Full-time
Location     United States - All
Job Level     Manager
Description:

Position Summary:

 

    * The purpose of this position is to initiate and drive the market driven product development process and marketing of products within assigned product line(s) through the analysis of market trends, new product development, development and execution of marketing plans, sales training & support, management of pricing and other related support activities to manage and grow revenue and profitability while increasing market share, brand equity and customer loyalty.
    * This position manages one Product Manager

Minimum Requirements/Qualifications:

 

    * Education/experience: B.S. /B.A. in Molecular Biology or closely related field, M.S., Ph.D. or M.B.A. a plus. University coursework and laboratory experience substantially equivalent to a four year university degree may be considered in lieu of a completed degree.
    * Professional experience: 5 or more years of commercial experience in Life Science field: product management, sales, support or closely related marketing.  Experience in more than one role (Example: Sales AND Product Management) within a commercial organization is typical and strongly preferred.
    * Position requires up to 20% overnight travel using public means (planes, trains, taxi, buses); periodically required travel may be significantly higher at certain times during the year.  Required travel may span weekend days and/or holidays. Must have or be able to obtain a valid passport which allows routine travel to countries in N. America, Europe, and Asia/Pacific. Requires ability to transport and use common computer and communications equipment while traveling.
    * Job duties may require brief exposure to research laboratory, biopharmaceutical or pharmaceutical laboratory environment.

 

Non-Negotiable Hiring Criteria:

 

    * B.S. /B.A. in Molecular Biology or closely related field, M.S., Ph.D. or M.B.A. a plus. Coursework and laboratory experience substantially equivalent to a four year university degree may be considered in lieu of a completed degree.
    * 5 or more years of commercial experience in Life Science field: product management, sales, support or closely related marketing.  Experience in more than one role (Example: Sales AND Product Management) within a commercial organization is typical and strongly preferred.
    * Proven facilitator that effectively coordinates and leads efforts and input from various internal functional groups leading team to collective achievements.

 Skills Desired:

 

    * Excellent attention to detail, time management, process management and organizational skills.
    * Demonstrable excellent written and verbal communication skills including ability to present oral technical presentations to small or large audiences.
    * Proven facilitator that effectively coordinates efforts and input from various internal functional groups leading team to collective achievements.
    * Ability to perform a wide variety of tasks and multi-task efficiently.
    * Professional demeanor and behaviors which demonstrate leadership and experience as a commercial representative.
    * Strongly preferred: direct sales experience with demonstrated commercial success representing products in the life science market.
    * Desired: 1-2 year hands-on laboratory experience.

Essential Duties and Responsibilities:

 

1.  Market and competitor analysis

Through market information obtained from all relevant sources (market research reports, primary market research, sales feedback, R&D, Technical Support, external publications, scientific interactions, conferences, outside vendors, analysis of competitive strategic and tactical activities, etc.) develop and execute strategic actions plans to address current and anticipated market and scientific trends. Communicate and use information to drive strategic product line decisions across other functional groups within the business unit and TMO.

 

2. Product line analysis

Routinely perform and/or drive complex analysis to monitor sales reports, sales trends, pricing trends, margins/margin trends, price volume analysis, etc.  Consistently demonstrate strategic insight and corresponding recommendations.  Partner effectively with finance and operations to anticipate opportunities and issues, develop necessary action plans, gain Sr. Management approvals, and execute them.

 

3. Product Line Maintenance

Routinely anticipate product line maintenance needs and provide necessary leadership to other functional areas where product line maintenance is required. Consistently deal with or delegate appropriate response and actions. Decisions and actions are timely, reliable and demonstrate effective strategic and financial action.  Product line maintenance may include but is not limited to product line rationalization, product changes, participation in product corrective actions, product specification changes, hierarchy adjustment, etc.   Work with appropriate internal and external staff to notify sales and distribution teams. 

 

4.  Training and sales support

Effectively lead the development and deployment of necessary training to all relevant parties regarding responsible product line(s).  Training presentations and support materials demonstrate strong knowledge of products, market, sales approaches and positioning.  Successfully partner with Corp Trainer to enhance and supplement training.  Establish metrics or other approaches to determine sales and support proficiency with relevant topics.   Work effectively with peers for planning and feedback.  Anticipate and address alternative needs of various sales and distribution channels.

 

5. Pricing

Strategically plan for opportunities to maximize profitability through price management and achieve TMO pricing objectives.  Demonstrate solid understanding of price volume relationships in key product lines. Independently or with peers, collects key market pricing data and tracks competitive market trends.  Use customer interaction, sales feedback, qualitative and quantitative surveys to predict market response and customer reaction to price changes. Routinely demonstrate effective techniques for determining initial product pricing. Work with sales management to monitor and adjust price/discount policies.

 

6. Marketing plan

Create and execute marketing plans that demonstrate strong understanding of market dynamics and competitive trends. Demonstrate strategic allocation and timing of marketing resources to maximize revenue and profit growth. Marketing mix is adjusted for new and established products. Effectively work with MarCom staff to plan and schedule marketing activities. Utilize advanced communication (especially presentation) skills. Exhibit effective integration of appropriate business metrics in marketing activities executed. Coordinates activities with and supports other TFS business units as appropriate.

 

7.  Product Line Development

Consistently demonstrate strong leadership in product development team activities. Based on market analysis and collaboration with internal R&D counterparts, directs new product development process and prioritization.  Clearly understand and communicate market dynamics.  Demonstrate effective leadership during product positioning and messaging sessions.  Anticipate and communicates data requirements at early stages.  Create appropriate competitive positioning and other product-related responses for communication in the market.  Demonstrate leadership in working with legal and third party technology or manufacturing partners to establish effective agreements; use agreements as a template for partner management.

 

8.  New Product Launch

Establish and maintain peer recognized leadership role in product development process.   Manage product development and/or collaboration interactions with strong interpersonal and organizational skills.  Demonstrate strategic insight in product development decisions (format, positioning, pricing, staged evaluation of project, etc.). Effectively work with and demonstrate leadership in legal and business development interactions.   Effectively manage launch timing. Work with sales management, training, and other internal groups to coordinate, train and/or delegate activities where appropriate. Ensure appropriate marketing collateral (web, sales collateral, advertising, etc) is completed by product launch. Product launch timing is coordinated with major market event such as major trade conferences. Ensure that field seminar content development is aligned with launch timing. Actively seek cross business product development opportunities where appropriate.

 

9.  Develop and update marketing collateral

Effectively work with all relevant stakeholders (R&D, TS, TW, MarCom, Legal, Sales) to develop messaging, positioning, and address data/support needs. Demonstrate leadership in storyboard sessions and in development of collateral content. Plans and develops appropriate mix of collateral to support planned marketing mix and various sales/market channels. With MarCom plan effective marketing mix and executes in timely manner. Projects are routinely completed on time and within budget.  Work with Marketing Communication Manager to coordinate production of promotional materials and content for promotional literature, web, advertisement, etc.  Oversee generation of design elements, assist in editing and proofing.  With Technical Writing Technical Support, Production and other internal teams, contribute to the generation and review of new product data sheets and other technical literature.

 

10.  Field Travel/Customer Interaction

Demonstrate advanced expectation management and commercial awareness interaction abilities in sales and other customer interactions. Incorporate field travel and customer interaction in market and new product analysis decision making. Understand and incorporate differences in global market and competitive dynamics and country or region specific variations. Establish strong working relationship with sales team and sales management to plan and prioritize field interactions. Demonstrate strong customer interaction/sales skills in field travel. Trade show behaviors demonstrate leadership and experience resulting in highly effective customer interaction.

 

11.       Other duties as assigned over time.