Responsibilities: Fundamental Purpose of Position - Work closely with Product Marketing Manager and Marketing and Support Manager on strategy development for product line within country, ensuring these map to country specific customer needs and requirements
- Marketing plan execution within country for specific product line
- Manage product line portfolio – including stock level control, up to date quote information, revenue forecasting with sales management
- Provide high-level product knowledge and expertise to the sales process to facilitate competitive success
- Business development strategy and execution for product line, especially related to new and technically complex products
- To be a technical product champion for sales team and customers through preparation of sales tools, delivery of seminars, demonstrations & active participation in the selling process
Position Scope:
- This role is equally focussed on driving sales revenue by field sales engagement and developing/executing product line marketing plan in alignment with the country marketing and business plan
- Interacts with field sales, sales managers, marketing & support manager and technical support staff
- Identify market opportunities, drive sales, and ensure the field is adequately equipped to function efficiently and effectively
Major Responsibilities:
- Marketing
- Preparation of strategic marketing plan for specific product lines in cooperation with country specific Marketing and Support Manager
- Revisions to marketing campaign plan to be made quarterly
- Ensure alignment of marketing plan execution with other product marketing managers within country
- Management of promotional spending within the budget set by Country Marketing and Support Manager to support products
- Overall responsibility for creation of all tactical pieces including: Ads, promotions, brochures, flyers, web copy, e-mails and press releases. This may be done in co-ordination with the Marketing Communications person within country
- Tradeshow support for product line including literature, promotions, signage, demos, presentations
- Competitive overviews to proactively monitor marketplace – Feed this information through to country Marketing and Support Manager as well as the sales team
- Competitive product pricing including a yearly overall pricing review in consultation with sales manager
- Monitor marketplace for tactical best practices
- Ensure that Marketing and Support Manager receives product related feedback from customers and the field for this to be passed back to the relevant product groups in Foster City for continued product development opportunities
Product Portfolio Management - Provide input to annual and monthly product forecast for existing products in conjunction with country sales manager
- Control country product stocking levels where appropriate
- Maintenance of country specific price lists and quote templates
- Responsible for the production (or collation) and distribution of product information, training materials and sales tools. Will frequently work closely with marketing & support manager to source relevant material. Examples include: local price lists, cost calculators, sales binders and FAQs, presentations for internal and external use
- Ensure that sales, support and service are kept informed of any technical, or strategic issues that may affect their roles
- Providing Sales with applications advice, ensuring products are targeted appropriately to satisfy customer needs and expectations
Pre-sale Expert - Assist the pre-sales process by demonstrating the technical advantages of Applied Biosystems products to field staff and customers when Applications Support Specialists are unavailable
- Facilitate the advancement of complex sales situations by eliminating technical obstructions that may stall the sales process
- Coordinate with Applications Support Specialists or perform product demonstrations for customers to assist the sales process as appropriate. Can be live or via Webex
- Work with Customer Application Specialists and other support staff to ensure the success of User Meetings for major product lines and assist communications both to and within the user base
Business Development - Identify market potential for new products and explore new opportunities by closely aligning with field sales and our customers
- Work closely with marketing & support manager to determine local positioning strategies and formulate tactical plans for marketing and sales activities
- Actively participate in sales efforts to facilitate the early adoption of new products
- Develop and maintain relationships with key customer accounts
Requirments: Skills/Behaviours Required:
- Ability to travel within the territory to carry out primary responsibilities.
- Leadership
- Acts in accordance with the moral and ethics of the organisation
- Strives for excellence and sets good examples for others
- Steps forward to address difficult issues
- Inspires confidence and respect
- Strategic/Creative approach
- Capable of strategic thinking
- The ability to translate strategies into actions
- Able to provide inventive, but measurable, solutions for competitive challenges
- Able to think “outside the box”
Communication - Excellent listening, questioning and negotiation skills
- Ability to express ideas clearly and concisely orally and in writing
- Comfortable in delivering presentations
- Ability to share information clearly and consistently with colleagues
- Self-motivated and engaged
Goal-oriented - Able to work effectively across functional groups to meet aggressive schedules
- Able to work with minimal supervision while maintaining focus and productivity
- Consistently maintain a high level of energy and enthusiasm
- A positive, motivating force in the workplace
- Ability to adapt quickly to change
- Excellent time management skills
Teamwork - Participative and collaborative management and operational work style
- Customer focus
- Ability to think and implement from a customer-centric perspective
- Integrity and Judgement
- Maintain and promote social, ethical and organisational norms in conducting all affairs
- Ability to act responsibly and be trusted
- To make well-reasoned and timely decisions, understanding of consequences.
- Ability to think and act effectively, acting for the greater good of the organisation
Education/Experience - Bachelor's Degree (B.S./B.A.) in a scientific discipline (molecular biology, genetics or biochemistry preferred). Completion of an advanced degree in science is strongly desired
