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Marketing Director

2 months ago

Norcross, United States Sebia USA Full time

Please note: Candidates for this position are expected to reside in Georgia


The Director of Marketing for Sebia Inc. is responsible for leading and directing the Marketing team in creating and executing the strategy & tactics that deliver business results at or above expectations for the U.S. commercial organization.


This position is a critical member of the U.S. Leadership Team and will contribute to setting the Regions agenda and creating a high performance culture across the Region. The Director of Marketing will actively participate in all business planning efforts (marketing plan, annual operating plan, monthly/quarterly operating reviews, etc.) including market research, analysis, providing insights, presentation creation and delivery.


This role will spend considerable time interacting with customers and the field organization to capture key insights that will drive planning and actions. Additionally, the Director of Marketing will be the primary voice representing the market and business needs of the U.S. Region to the rest of the Sebia (i.e. Corporate Marketing, Product Development/R & D, Operations, etc.). Ensures excellent collaboration across marketing, sales and commercial excellence.


Job Functions:

  • Provide leadership, direction, management and development to the Marketing Managers and the rest of the U.S. marketing organization
  • Develop, define/refine and implement the marketing plan to support the achievement of the U.S. AOP and product placement targets (total, % competitive, cash mix). Establish key performance indicators to measure program effectiveness and track trends
  • Maintain and expand a deep understanding of the U.S. diagnostics market and establish productive relationships with key customers and customer groups
  • Drive Launch Excellence for all new product launches from business case through pre-launch planning to execution and attainment of objectives
  • Ensure effective product positioning is in place and work with learning and development to ensure knowledge/capability levels are reached with the appropriate commercial personnel
  • Prepare and at times present business updates for monthly/quarterly operating reviews, ELT/Board meetings and customer presentations & events
  • Drive engagement and market knowledge through field travel, internal relationships, customer visits, trade shows and attendance of sales team meetings and effective communication
  • Organize, plan and deliver exceptional experiences for annual sales meetings and key trade shows (AACC & Other)


Customer Excellence

  • Gathering customer satisfaction data to inform marketing strategy decisions
  • Effectively and regularly assess and articulate customer needs to appropriate Sebia departments/functions to steer improvement and development of products and services
  • Monitor NPS scores for U.S. and ensure appropriate communication and action plans are in place
  • Incorporate Sebia Values into all department functions and responsibilities


Critical indicators of Director of Marketing success

  1. Provide leadership, direction, management and development to U.S. Marketing organization inclusive of aggressive attainment of performance objectives (revenue, margin and market share).
  2. Maintain and build upon #1 position in myeloma franchise; build market for HbA1c franchise
  3. Develop commercial operating plan and tools/value proposition to differentiate and achieve higher than market rate growth for U.S. America markets
  4. Lead team with heavy engagement and accountability for sales plan achievement (sales leadership, team, customers); accountable for winning key deals that positively impact business; foster and develop Executive relationships with key IDN’s, Reference Labs and key institutions
  5. Work effectively and collaboratively with Executive staff to achieve desired objectives


Required Qualifications

  • BS or BA; Additional advanced degrees (MBA, PhD or Masters) preferred.
  • Minimum of 10+ years of in-vitro lab diagnostics commercial experience and 5+ years of Marketing experience. Sales, Training, Sales Management, Business Development, Corporate Accounts or other non-Marketing experience strongly preferred. May consider Medical Device experiences but strongly prefer IVD.
  • N. America Marketing experience in-vitro diagnostics sector with a complex, competitive, global company. Heavy emphasis on market strategy, marketing communications, market segmentation, tool development, customer engagement and successful tactical execution. Proven track record of achievement.
  • Minimum of 2 years direct management of staff experience; Prefer prior direct management of marketing staff.
  • Performance excellence in upstream/strategic marketing organization inclusive of voice of the customer, market research, defining market needs (leap frog vs. catch up), etc.
  • Ability to segment markets and customers and previous successful record of achievement in developing marketing and sales strategies to optimize existing product market penetration, introduce new products and capitalize on opportunities.
  • Prior extensive experience in Marketing/Business Plan development & execution, distribution channels, planning, forecasting, monitoring market share and customer satisfaction and measurement against P&L goals. Should have an ability to establish systems to measure success of all programs and training directed to the sales organization.
  • High organization and customer engagement; ability, desire and proven impact on commercial success internally and externally.
  • High energy; driven; collaborative; highest integrity and ability to get the most out of her/his organizations.
  • Past successes leading large-scale, strategic projects with a high level of success.
  • Should have experience interfacing with highly motivated, decisive senior leadership within a global healthcare company.
  • Must be an adaptable, analytical, strategic thinker with excellent interpersonal skills.
  • Superior problem-solving skills and demonstrated aptitude for managing and developing personnel.
  • Experience with financial modeling, forecasting and budgeting.
  • The ability to work in a matrix organization with cross-functional teams is required.
  • Excellent presentation, oral and written communication skills are required.
  • The ability to converse clearly and knowledgeably with key opinion leaders, internal and external stakeholders is essential.
  • Must appreciate and be effective in a team-oriented atmosphere with a desire to be a part of a fast-moving, dynamic leadership team
  • Personable but strong leader who can put together organizations and get the most out of his/her people. A person who engenders a culture of productivity, esprit d’ corp and commitment throughout his/her organization
  • Strong results orientation and change agent. Must be fair, balanced, resilient, decisive and of high authenticity and integrity.
  • Ability to build strong relationships across a wide spectrum of internal and external parties including executive leadership & partners.
  • Strong leadership and team development skills: Ability to resolve issues related to staffing, performance, and discipline.


Desirable Traits and Skills

  • Ability to flourish in a fast-paced and dynamic environment.
  • Strong results orientation and change agent. Must be fair, balanced, resilient, decisive and of high authenticity and integrity.
  • Strong written and oral communication skills as well as the ability to give presentations to a wide spectrum of audiences, both internally and externally.
  • Ability to build strong relationships across a wide spectrum of internal and external parties including executive leadership & partners.
  • Ability to interact effectively as a member of the senior executive team, contributing to Company issues beyond operations. Ability to work at both strategic levels and day-to-day levels with sales, marketing, operations, QA/QC, HR, supply chain and finance.
  • Strong leadership and team development skills: Ability to resolve issues related to staffing, performance, and discipline.
  • Global experience through direct responsibility and/or project work is preferred


This is a Hybrid role, based in Norcross, GA.