Business Development Manager, AWM

Inspires and motivates sales team to deliver annual revenue targets and portfolio performance

Market Intelligence

• Build strong relationship with sales force and external customers by regular in-market
• Responsible for regularly gathering market insights and intelligence
• Analyzes market trends, updates market intelligence, and performs market research
• Responsible for hosting voice of customer events to gain customer insights (ad boards, focus groups)

Strategic Marketing

• Develop, implement and execute annual Strategic Marketing Plans for assigned product portfolio across the Acute and Community (Post-Acute) channels
• Responsible for local product launches in line with the global strategy and the overall market’s business and commercial strategy
• Create and implement marketing programs and campaigns to drive customer demand, acquisition and adoption
• Develop deep knowledge and understanding of assigned product portfolio and competitor landscape and determine the most effective methods for disseminating this knowledge to sales to optimize the selling process
• Identify and evaluate cross promotional and integrated marketing opportunities with internal business partners and external partners/suppliers to support annual marketing plans
• Regionalize global collateral materials to arm sales force with the local messaging/ claims and the correct tools they need to be successful
• Collaborate extensively with Global/USA Marketing team members for synergistic programs opportunities and leveraging of resources
• Work collaboratively and creatively with cross functional teams including Ortho and Sports Med Franchise, Regulatory, Clinical, Customer Excellence and Contracts, Operations and Finance

KPIs, Metrics and Reporting

• Take responsibility for portfolio results and closely monitor key success metrics including customer acquisition effectiveness, product launches, and win rates for his/her product portfolio

KOL Development

• Identify, develop, leverage and maintain key opinion leaders (KOL) relationships
• Assist with development and execution of Medical Education programs as part of the overall Strategic Marketing Plans to support the education of HCP’s in the ongoing growth & adoption of product portfolio
• Leverage KOL relationships for voice of customers (VOC) feedback, research and development and for new idea generation process
• Work collaboratively with National Clinical Liaison on delivery of wound care education programs

Forecasting, Budget & Expense Management

• Collaborate with Operations and Demand Planning team to manage supply chain performance of product portfolio
• Use market intelligence and knowledge of market trends to complete financial forecasting
• Analyze and control expenditures to budget

RFPs and Pricing

• Work with team on internal stakeholders to prepare thorough analysis of business opportunity and create RFP strategy
• Work with internal partners to support RFP and contract submissions

Other Responsibilities

• Partner with Sales Training and Clinical Team to develop content and curriculum for employee onboarding, national sales meetings and other training requirements
• Lead strategy on National and Regional conferences
• May mentor and/or manage one or more direct reports

Requirements:

• Proven track record in driving results, strategy development and execution
• Understands solution selling methodology where the product is integral to the solution
• Strong analytical skills, problem solving and critical thinking skills
• Ability to pivot fast to respond to market change needs
• Strong multi-tasking ability and comfort with leading initiatives across multiple areas at the same time
• Excellent written and verbal communication skills, ability to influence and communicate with credibility and confidence
• High energy team player with an entrepreneurial spirit willing to think outside the box to innovate
• Ability to travel 40% of the time. Mostly within Canada. Ability to be away 3-4 days at a time

Knowledge, Expertise and Experience

• University degree required, MBA is an asset
• 8+ experience in managing sales, marketing, and product management/or development working in a health care or medical device environment
• Medical device and/or wound care experience preferred
• Knowledge of Canadian Healthcare System
• Bilingual (English & French) is an asset