JOB DESCRIPTION
This role will lead the US Region Integrated Solutions for MMS Business (Medication Management Systems) focused on HealthSight Platform and drive the Strategy and execution of the Connected Medication Management strategy. The Connected Medication Management strategy is to drive category distinction for the MMS products.
This role will be responsible for achieving double-digit growth by driving adoption of HealthSight capabilities, CMM and unique service offerings into the US market. To achieve this objective this role will work closely with the global platform, sales leaders, pricing, contracting, implementation, post implementation and technical services to ensure the horizontal development, testing and readiness of integrated solutions. The leader will have direct reporting responsibility for marketers who manage the go-to-market strategy for the specific products contributing to this category offering, including HealthSight Foundation products, Enterprise Reports & Analytics, Diversion Management, and the HealthSight Advisors and support interoperability and connectivity solutions. Additionally, this role will take primary responsibility for managing the marketing positioning and communications to the HCIT audience and supporting the specialized HIT sales team. In support of changing the customer experience, this role will rationalize, define and commercialize additional services offerings for the US market
The leader will collaborate closely with the marketing leaders for Med & Supply, and Care Continuum/Non-Acute to ensure and coordinate value propositions and messaging while driving awareness of the importance of connecting the medication management processes. elevating the marketing competency within the organization by acquiring, developing and retaining talent with the capability to assume succession roles across MMS and/or other platforms/business units.
In addition to the above, the leader will lead key strategic projects or initiatives outside the role’s scope of responsibilities.
Key Success Metrics:
Regional revenue and customer retention targets
Determine success requirements to meet business objectives
Talent development, retention and succession plan
RESPONSIBILITIES
To achieve the defined measures of success focused on supporting marketing and sales activities required to achieve US Region results.
Develop and execute strategy for the Solutions Business in US region.
Annual marketing plan that outlines the business/market objectives
Understand the competitive landscape—be an expert on competition and how they are positioned, including EMR vendors.
Develop competitive sale strategies and tools that drive competitive conversions and retention.
Create the go-to-market plans of net-new products/capabilities and manage the cross-functional implementation of the plan. Go-To-Market responsibilities include:
o Work with Platform to Identify target market segments and value offer/positioning for each. Adjust pricing strategy to meet US region needs.
o Develop Omnichannel strategy and execution plan to reach and persuade new audiences.
o Confirm with Platform and LCR Team that results/evidence is available prior to launch
o Collaborate with sales on development of sales messaging, 3 whys, and new tools or update existing ones, i.e. WhiteBoard, PPT etc. consistent with BD Way of Selling and the customer buying process
o Ensure ROI tool is kept current with analytics capabilities
o Assess the effectiveness of the marketing programs and report back to the business on required changes.
o Lead initiatives to attain customer success i.e best practices, including testimonials, case studies, videos, and webinars.
Build referenceable customers and sites
Collaborate with MedAffairs/ HEOR to ensure that evidence generation projects meet US
region needs.
Support/execute end of product life cycle
Collaborate with contracts team quote to case and customer services team to ensure
positive customer experience and fulfilment.
REQUIREMENTS
Bachelor’s degree in business, technical or clinical discipline. MBA preferred
At least 8 years of marketing experience in the HCIT(Health care information technology)
and/or HCIT solutions work experience. Both upstream and downstream experience
software products, and services.
Cloud, software and services experience required.
Experience in planning, executing, and measuring marketing programs.
Experience in successfully executing new product launches.
Ability to work successfully with sales, implementation, and services in support of achieving
sales and customer objectives.
Leadership Requirements
Highly motivated, execution-focused leader with the ability to self-define role and activities necessary for successful product commercialization
Strong and effective communication skills
Ability to balance short term sales and customer needs with planning long term strategy
Advanced analytical and problem-solving skills
Strong customer focus
Excellent command of information/data and the ability to drive decisions
Organized and proactive with demonstrated ability to multitask and balance competing
prioritiesProven 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.
Demonstrate strong and clear accountability for performance as part of a cross-functional
team, developing excellent working relationships with all functions critical to product
development excellence.
Demonstrate leadership, learning agility and action orientation when facing uncertainty.
Instill confidence through leadership and actions.
Conduct and encourage frequent formal and informal communication within the team to
ensure full engagement and efficient operation.
Intuitively and quickly assess people and situations and act accordingly. Demonstrate strong
persuasion and negotiation capabilities.
Promote and leverage diversity to achieve best outcomes and an inclusive work
environment. Ensure all interested parties have opportunities to influence and contribute to
decisions and outcomes.
Demonstrate and promote leadership courage by doing what is right. Instill confidence in
associates and customers.
Demonstrate agility and action orientation when facing ambiguity, change and uncertainty.
Effectively manage change and instill confidence.