HD Director of Marketing

JOB FUNCTION: Summarize the function(s) of the job and reflect the basic purpose why the position exists.

The Director of In-Center Care Marketing, Americas is ultimately accountable and responsible for the In-Center business of Gambro Americas. This responsibility includes i) providing the strategic direction for the In-Center business, ii) setting business targets and goals, iii) developing the action plans to achieve these targets and goals, and iv) – in a coordinated effort and in close relationship with the sales leaders of each geographical market – ensuring that the action plans are successfully executed. In addition, the team member in this position will be asked to build, coach, and develop a world-class marketing team, including a “bench” of future business leaders.



PRINCIPAL RESPONSIBILITIES: Describe the job duties; indicate percentage of time spent, indicate with an asterisk the essential functions. Indicate the frequency by which they are performed: (AS - as assigned, D - daily, W - weekly, M - monthly, Q - quarterly, SA - semi-annually, A - annually). Begin each statement with an action verb.





The following duties and responsibilities generally reflect the expectations of this position but are not intended to be all-inclusive.





Essential



Frequency

(D,W,M,Q)

% of Total

Time

Description

*

D

N/M

Build and lead the marketing function; provide support and advice to the sales leadership (see further below under Skills and Decision Making)

*

D

N/M

Develop, plan and implement product-oriented marketing programs to drive market share, sales and profit growth, including definition and communication of value to the customer and pricing strategies

*

AS

N/M

Plan and coordinate Gambro’s participations in industry Events, Congresses and Conventions, including all practical details. Develop and propose budget and execute within budget constraints.

*

M

10%

Monitor and evaluate activities of competitors, including their effectiveness

*

M

10%

Co-lead annual budget and strategic planning from the product point of view; monitor performance relative to budget on a monthly basis



*

M

N/M

Represent the Americas region in global Gambro marketing activities and programs

*

W

40%

Travel – to be expected on average







KNOWLEDGE:

EDUCATION, EXPERIENCE, SKILLS: List minimum level required to perform the job competently:

Education:

Bachelors Degree or higher (equivalent).



Experience:

5+ years experience from a leading role of a product marketing team, where the candidate developed, planned and successfully executed programs to maximize sales and profit growth, while increasing customer satisfaction.



Skills: Demonstrated success from product marketing, ideally medical products, as measured by sales and profit growth, product acceptance, market share, or equivalentDemonstrated ability to develop, plan, and successfully execute product marketing programs through sales organizationsDocumented ability to successfully build and lead high-performing teamsThorough understanding of and record of putting to practical use typical marketing concepts and tools such as Kotler, product life cycle management, pricing strategies, promotional campaigns, conjoint analysisExceptionally strong customer orientation and business acumenStrong management, financial and analytical skill setsDemonstrated ability to independently make decisions and take action based on sound business, financial and interpersonal judgmentStrong integrity – does and stands up for what is rightAbility to multi-task and manage/coordinate multiple projects or discussions simultaneouslyHigh degree of demonstrated self-motivation and initiative Must be a team player who sets team objectives and success before individual personal recognition Ability to work in a global, cross-functional, matrix organizationsDemonstrated ability to influence and coach customers and colleagues to taking action without relying on authority (upwards, sideways, downward)Excellent action-oriented communication & presentation skillsStrong cultural awareness to enable effectiveness in working in a global organization



Special Training:

Bachelor’s degree in business (marketing), engineering, or medicine;

MBA degree is desired, but not a requirement; specific training on nephrology is desired, but not a requirement



DECISION MAKING: Degree to which the position develops, recommends or approves organization wide or budget unit policies, operating practices or procedures. Extent to which the position is governed by specific policies, procedures or supervision and amount of analysis and independent judgment that is required.



A team member in this position is ultimately accountable and responsible for Gambro’s In-Center Care business, including i) providing the strategic direction for the In-Center business across Gambro Americas, ii) setting business targets and goals in support of the strategic direction, iii) developing the action plans to achieve these targets and goals, and iv) – in a coordinated effort and in close relationship with the sales leaders of each geographical market – ensuring that the action plans are successfully executed. In addition, the team member in this position will be asked to build, coach, and develop a world-class marketing team, including a “bench” of future business leaders.



Concerning strategic direction-setting, it is the role of the team member in this position:

· To set priorities and medium to long-term direction the for Gambro Americas in-center business based on market trends (therapy development, customer needs, competitor activities), Gambro’s (global) then-current offering and product development pipeline, and overall global corporate-wide strategic objectives.

· To build, maintain and support a team of market/product managers with individual accountability for specific parts of the In-Center business as per a structure that appropriate supports the business (e.g., products, product categories, customers segments, etc.)

· To ensure adequate and accurate gathering, analysis and internal dissemination of relevant business intelligence, including but not limited to therapy development, regulatory and reimbursement environment, competitor activities and initiatives and technology developments

· To clearly understand customer and market needs, trends and developments, and to synthesize and disseminate these within the Gambro Americas organization

· To design a pricing strategy as well as pricing policies and practices

· To participate in customer interactions as appropriate

· To develop and maintain a holistic perspective on Gambro’s necessary offering of products and services for customers in the In-Center care segment of dialysis, and in cooperation with relevant global functions to ensure that steps are taken to fill any gaps in Gambro’s offering



Concerning setting business targets and goals it is the role of the team member in this position:

· To lead the marketing team, and specifically the marketing managers in the product management group, in setting targets and goals for individual product categories as well as the entire In-center business. The targets and goals will support the achievement of Gambro’s global objectives, goals and strategies, and will span the entire Americas region.

· To lead and coordinate the business planning process relating to In-center plans

· To coach and support marketing managers in the product management group in developing product-specific goals, targets and plans

· To develop concrete and measurable Key Performance Indicators that will be measured at minimum on a monthly basis to monitor the achievement of the targets and goals



Concerning developing the action plans to achieve the targets and goals, it is the role of the team member in this position

· To ensure that concrete action plans are in plans at any point in time, which clearly outline activities, including objectives, dates,

· To ensure that action plans exist for all functions, geographies and product categories within the Americas In-center Care Marketing team

· To recommend, as appropriate and as priorities allow, actions and activities to leaders of other functions within Gambro Americas which support the goal achievement for the In-center business in specific or Gambro Americas in general

· To ensure that appropriate actions are being taken throughout the global Gambro organization (e.g., manufacturing, R&D, Strategic Marketing) which support the achievement of the goals and targets for Americas In-center business



Concerning ensuring successful execution, it is the role of the team member in this position

· To assume responsibility and accountability for the achievement of the targets and goals for the Americas In-center business. This responsibility and accountability will be shared with the leader of the sales leaders in each geographical market.

· To frequently and transparently monitor the performance against goals, targets and action plans, and to share the performance within the organization as appropriate

· To ensure discipline in executing the pricing discipline

· To participate in business reviews, as appropriate

· To participate in cross-functional business forums, as appropriate

· To ensure that learnings and key success factors are identified as part of the performance monitoring, and then shared and communicated as best/worst practices



Concerning building, coaching and developing a world-class marketing team, it is the role of the team member in this position

· To actively support the personal and professional development of all team members in the Americas In-center Care Marketing team

· To put in place and institute clear and transparent people development process which at bare minimum conform to Gambro policies, practices and processes in Human Resources

· To conduct performance review sessions with direct reports

· To make, initiate and/or recommend decisions to hire, reassign or sever employees

· To identify and coach future candidates for business leadership roles within Gambro

· To act as a role model for the marketing team and the Americas organization as a whole in fostering a high-performance culture and a working environment that attracts, retains and develops top talent



In performing his/her duties, a team member in this position is expected to conduct himself/herself in ways which fully and completely comply with all relevant standards, regulations and policies, including those generally applicable to the medical products industry as well as those developed and monitored by Gambro (globally or locally).



It is expected that the team member in this position will be a strong contributor and positive force to instilling a coordinated and consistent regional approach for Gambro Americas, specifically for the In-Center business but also in general across functions. It is also expected of him or her to make own decisions which further support the regional strategy and tactics, and that these decisions are implemented effectively.







INTERPERSONAL RELATIONS: List significant internal and/or external contacts and purpose of contact.

INTERNAL CONTACTS

VP Strategic Accounts & In-center Care Marketing



Members of the Americas Management Team





Gambro global functions, e.g., R&D, Strategic Marketing, Manufacturing, Global Supply







Purpose

· Regular supervision; direct reporting line



· Weekly, at times daily, interactions to ensure complete coordination and integration as to the In-Center strategies and programs for Gambro Americas, and how the overall business performance is achieved

.

· Participation in key projects, ensuring that required actions and activities are happening in other functions across Gambro’s global operations which support the acthievement of the in-center business objectives; and/or providing information and support to Gambro’s global functions to support the achievement of their – and Gambro’s – objectives









EXTERNAL CONTACTS

Customers













Suppliers





Purpose

· Developing, presenting and negotiating solutions and agreements

· Developing, planning and executing marketing activities

· Planning and coordinating presence at congresses and conferences



· Negotiate, monitor local sourcing of products as specifically agreed

· Negotiate and manage market research companies, advertising agencies and similar as needed and as appropriate











Describe the degree to which you supervise employees reporting directly to you.

Daily. Position must be able to be up-to-date in detail (at least selectively)



Describe the degree of supervision exercised over this position:

Weekly or Monthly Supervision – not daily. Position must be able to perform will without regular supervision



FINANCIAL RESPONSIBILITY: Effect position has on controlling costs, generating revenue or managing financial results.

Customer sales and profitability; product pricing; customer negotiations; budgeting; personal costs and expenses; overall product costs in manufacturing set-up (through volumes and capacity Education: Bachelors DegreeJob Level: 5-8 Years