Marketing Manager

Requisition ID:  33159

At Terumo Blood and Cell Technologies, our 7,000+ global associates are proud to come to work each day, knowing that what we do impacts the lives of patients around the world.

We make medical devices and related products that are used to collect, separate, manufacture and process various components of blood and cells. With our innovative technologies and service offerings, we touch a patient’s life every second of every day and are committed to continuing to increase the number of patients we serve.

With some of the best and brightest minds in the industry, an unmatched global footprint, comprehensive benefits and a distinct culture, Terumo Blood and Cell Technologies is a great place to work, grow and be part of a team that is focused on making a difference. Consider joining our team and unlock your potential.

JOB TITLE:  ANZ Marketing Manager

JOB SUMMARY

Responsible for the development and execution of marketing plans and tactics for the Terumo Blood and Cell Technologies product portfolio that are aligned with the regional and global marketing strategies.  Working with a high degree of independence and with limited direction, provides product line leadership in the areas of product management, marketing strategies, collaboration and coordination with the various cross functional teams as required to successfully support commercial operations, sales tools, and product line problem resolution.

REPORTING

Reports to the General Manager ANZ

Indirect reporting line to the APAC Regional Marketing Director

ESSENTIAL DUTIES

Strategy development and implementation

• Drive the annual Strategic Roadmap exercise which includes the Strategic House, the Strategic Objectives, the Tactical Plan (which includes marketing initiatives), the Marketing Budget as well as the Balanced Score Card (with its set of measures).
• Drive quarterly reviews of the Balanced Scorecard to monitor progress towards set measures and objectives
• Collects and analyzes competitor information and escalates relevant competitive intelligence updates.  Develops and refines marketing, promotional and pricing strategies, to be followed through via internal and external messaging and tools.
• Provides strategic and tactical input for global and/or regional strategic marketing in developing tools and programs to facilitate the introduction of new business models to selected markets.
• Design the customer segmentation and targeting process, and craft core positioning / messaging that differentiates the company’s products vs. competitors. As marketing conditions change, define new segments and approaches for new business opportunities.
• Determine pricing and positioning based on strategic goals of the products in the target segment
• Constantly (re)assess and define market size and opportunities for existing and new products.
• Actively participate in development of value propositions and financial modeling

Marketing Programs & Tactics

• Develop sales collateral to enable field teams to be more effective (including presentations, tailored proposals, scripts, case studies, one sheet, whitepapers, FAQs, feature benefit sheets, …)
• Develop and execute, in collaboration with Global and/or Regional Marketing, the “go to market” plans for the launch of new products or product enhancements.
• Provide direction on the design and implementation of promotion, sales force collateral, and customer communication materials to ensure consistency with customer’s needs and the ecosystem selling approach.  Evaluate communication and documentation programs and support tools for effectiveness through customer and sales force feedback as well as objective research.
• Monitor and analyze indicators of business performance as well as ROI of marketing activities such as Sales vs. Forecast (units, revenue, gross profit), actual vs. plan selling price, product mix, disposables utilization, competitor information, and other relevant marketing factors such as leads generation.

Lead the cross-team collaboration

• Coordinates efforts with corporate communications, legal, regulatory, manufacturing, engineering, quality, sales, and other functional areas to produce and obtain approval for innovative programs and sales collaterals that resonate with customers. 
• Works with Medical Affairs and Market Access teams to understand potential effect on clinical data and health economics and form partnerships to develop local thought leaders to drive brand leadership and growth
• Work with regulatory department to implement Regulatory strategies to ensure timely delivery of products for sale
• Design training programs target to consistently upgrade marketing & sales team’s professionalism in personal and group selling of focused products.
• Regularly attend the sales funnel review and conduct joint field calls with sales team members to gather customer needs and competitive information
• In collaboration with Medical Affairs, liaise with professional organizations and develop and manage KOL’s.

MINIMUM QUALIFICATION REQUIREMENTS

Education

• Knowledge and experience typically gained through a Bachelor’s degree in Business Administration, Marketing or Finance.  
• An advanced degree such as an MBA preferred

-Or-

• An equivalent competency level acquired through a variation of these qualifications may be considered.

Experience

• Minimum 10 years experience in comparable role in medical device industry
• A min of 5 years experience in a commercial role (sales or sales & marketing) would be considered a plus

Skills

• Extensive knowledge of marketing principles, with strong, demonstrated expertise in translating customer needs into marketing strategies, solutions and programs to meet organizational objectives.
• Ability to lead internal teams and external agencies in executing on key marketing deliverables such as messaging, collaterals, communications, marketing campaigns, trade show communications, etc.
• Ability to influence sales teams without direct management of them. A good team player with varied functions.

• Good Strategic and logical thinking, Strong analytical skills, sharp data interpretation and strategic insight
• A natural storyteller who has a knack for technical material into compelling narratives

• Demonstrated leadership ability.
• Ability to assess customer needs and market trends within the context of product and business capabilities and the ability to translate this assessment into workable strategy.
• Ability to work effectively and comfortably with physicians and other medical professionals, as well as with all functions and levels within the business organization.
• Ability to understand scientific facts and package them into a cohesive communication model for customers and sales personnel.
• Ability to develop financial analysis to justify product or service investments.
• Requires a thorough understanding of marketplace dynamics as they relate to product, promotion, price, and distribution.
• Self-starter who is hungry to take on new professional challenges, and looking for roles with enormous growth potential
• Knowledge and use of relevant PC software applications and skills to use them effectively (at minimum: full Microsoft Office Suite, SalesForce.com, Adobe)
• Demonstrated ability to communicate effectively both verbally and in writing.

PHYSICAL REQUIREMENTS

Typical Office Environment requirements include reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 10 kg.

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential duties of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

Additional Physical Requirements

International and domestic travel (variable, up to 25%)

• Terumo Blood and Cell Technologies is part of Terumo Group, founded in 1921 and headquartered in Tokyo, Japan.
• In 2019, Terumo Blood and Cell Technologies reached $1 billion in revenue.
• We employ nearly 7,000 associates globally, with global headquarters in Lakewood, CO, U.S., and regional headquarters in Brussels, Buenos Aires, Singapore and Tokyo.
• We manufacture devices, disposable sets and solutions at our facilities in Belgium, India, Japan, Northern Ireland, the U.S. and Vietnam. Our global presence enables us to serve customers in more than 130 countries.
• Our core values help set our direction, guide our actions and keep us true to our corporate mission of contributing to society through healthcare.
  • Respect – Appreciative of others
  • Integrity – Guided by our mission
  • Care – Empathetic to patients
  • Quality – Committed to excellence
  • Creativity – Striving for innovation