IndirizzoPrimary Role and Responsibilities
Leads the marketing organization for the Cardiac Surgery and Structural Interventions franchises in Structural Heart, Japan. Supports the General Manager with the implementation of country strategies and plans. Leads creation of marketing plans, go-to market strategies, market models, and customer engagement strategies.
Aggregates and assesses market data, determines, and prioritizes potential market growth opportunities. Anticipates market trends and recommends the necessary changes to meet customer needs. Builds and maintains relationships with key customers, government agencies, and regulatory bodies.
Accelerates growth by optimizing our go-to market approach and internal processes. Applies efficient, relevant, action-oriented, and innovative recommendations to drive sales and optimize costs. Considers a full portfolio approach in development of customer engagement, selling, and channel strategies.
- Creates and executes marketing plans in line with global and APAC strategic priorities and country-level strategies.
- Owns and maintains market models with volume, revenue, pricing, and market share data by product category.
- Leads development of compelling customer engagement strategies ranging from training and education to speaking, proctoring, publications, screening and referral work, awareness workshops, and clinical research.
- Supports sales force with effective messaging and objection handling materials.
- Forges close relationships with customers, especially KOLs.
- Collaborates with clinical and regulatory teams to ensure our pipeline of products gains fast market access without delays.
- Leads and develops team of marketing, education and training employees.
- Responsible for internal and external training and education function. Works closely with APAC to implement regional training strategies, deploys content, ensures compliance, and maintains a consistent focus on upskilling our sales force and customers.
- Anticipates, adapts and responds to market dynamics and change; recommends the right approach to address both expanding and declining markets.
- Provides substantial input into 5-year strategic planning process.
- Collaborates with regional APAC marketing on cross-border customer engagement opportunities, regional marketing projects, and best practices sharing.
- Provides regular status updates to the General Manager.
- Creates a compelling business case to secure internal resources/funding for incremental initiatives.
- Strong influence manager to ensure good collaboration with functional groups and other BUs, especially where there are call point overlaps.
- Navigates complex and changing compliance and regulatory environments; actively influence relationships with regulatory/compliance entities.
- Hires, develops, inspires, encourages and retains top talent for the organization. Leads customer excellence to assess and improve our service delivery model.
- Leads sales force optimization initiatives including territory designs, call point strategies, cross training, and cross selling initiatives.
- Helps drive sales force effectiveness via proper targeting, resources allocation, as well as optimizing activity levels and quality of interaction.
- Identifies sales force knowledge gaps and make recommendations on how to address them.
- Instill a market insight-driven mindset to our planning.
- Partners with Health Economics and Reimbursement function to drive market access strategies.
- Champions the implementation of Salesforce.com and other potential planning and impact measurement platforms.
Recommended Educational Qualifications and Job Experience
- Degree in Science, Bio-Science, Health-Science or Pharmacy; Master in Marketing or Business Admin is preferred.
- Minimum 10 years with demonstrated high level achievement in sales/marketing and from a progressive global company preferably in the medical/healthcare sector.
- Possess deep business maturity and understanding and appreciation of the big picture at regional and global business level.
- Proven cross functional leadership and management experience with a multinational company.
- At least 10 years proven record in leadership role with cross functional leadership and management experience; demonstrated the ability to motivate and lead a diverse team and build a high performing team.
- Requires ability to understand the technology of our products, the needs and demands of the customers and the markets we serve.
- Possess risk-based analysis and decision making capabilities to digest and quickly grasp large amounts of data and to recognize key issues and ideas.
- Excellent understanding of regulatory, QA and legal policies/environment that govern our processes.
Distinguishing Requirements
- English fluency is a must and the ability to convey ideas clearly and concisely in English.
- Strong strategic and financial analytical skills.
- Excellent stakeholder management with strong negotiation and influencing skills.
- Ability to strategize and follow-through with implementation.
- Must be able to work independently and exercise good judgment in a wide range of company, business and human resources issues.
- Possesses strong interpersonal skill; adaptable and credible style.
- Demonstrated resilience and determination with a strong capacity to work under pressure and within short timelines.
- Possess high level of personal commitment, energy and result orientated.
- Good communicator with effective presentation skills.
- Ability to thrive in an environment of rapid change.
- Ability to work effectively within cross-functional and cross-divisional teams.
Reporting Structure
- Reports directly to Structural Heart Japan GM.
- Business expected to transform into high-growth business over the next 5 years and beyond.
- Manages a team of marketing and training & education employees.
