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Market Development Manager, Medical
2 months ago
Company Overview
Aurorium is the materials innovation partner that helps global manufacturers harness the power of possibility to make the world a better place. Our specialty ingredients and high-performance materials enhance quality of life, support health and wellness, and enable customers to deliver value-added solutions. Key industries served include household products, coatings & adhesives, energy & electronics, healthcare, food & beverages, agriculture, transportation, and paper & packaging. A Responsible Care® company, Aurorium follows the highest regulatory standards across all manufacturing facilities. The company’s global integrated supply chain offers the customer product consistency, easy access, supply security and reasonable turnaround on delivery. Aurorium is committed to operating at the highest levels of manufacturing consistency, quality control and safety.
Job Summary:
The Market Development Manager is responsible for all facets of marketing and business growth within the Medical Markets, with a specific focus on delivering value and growth within the customer centric organization.
This includes delivering the Long-term Growth Plan (LGP) and Annual Operating Plan (AOP). Focus will include targeted markets and product lines as well as developing new business based on the knowledge of the overall business growth strategy.
The scope of the role includes strategic marketing, developing growth for existing and new offerings, to position appropriate products, developing pricing and channel strategies to drive growth and profitability. Additionally, the role includes assisting in and leading projects within the wider Healthcare portfolio to support the Global Marketing Manager.
The Marketing Manager will develop and deliver new application and product opportunities which leverage technologies and convert them into commercial results and will report to the Global Marketing Manager, Healthcare.
Location: This position can be based at any of our US locations: Indiana, Louisiana, Michigan, New Jersey, North Carolina, Pennsylvania, or Texas.
Responsibilities:
Role Specific Responsibilities:
Team & Talent Development
- Train and coach, the sales team In relevant markets and develop full market activation tools
- Develop high, wide and deep relationships with key customers and industry players to gain firsthand understanding of customer and market situations
- Define channel to market strategies for targeted business segments
- Create value propositions for targeted markets, develop deep understanding of customer needs, competitive alternatives and generate compelling Market Activation Plans to win in the market, including pricing strategies and integrated marketing communications plans
Market Assessment, Customer Segmentation & Targeting
- Determine the most important market insights, trends and needs that will shape target markets and applications
- Create an addressable market map for the Medical segment, and prioritize attractive applications and customers, and identify products and services that create the most value for those customers
- Based on this assessment, the Market Development Manager is responsible for leading a cross-functional team to develop and implement the global Infrastructure segment strategy
- Through analysis of the customer decision making process, the Market Development Manager will segment customers, identify and target key roles at the customer to target, and understand the behavior change required for customers to adopt a new solution
- Growth will be driven by effectively positioning current products and translating wins across segments, and by identifying new product innovation concepts to advance through the company innovation process with the cross-functional team
Value Proposition & Offer Development
- Understand the unique capabilities, differentiators and benefits that will enable Aurorium to create value for target customers. Build economic value estimates to clearly articulate the positive economic impact for the customer
- Build the product pricing strategy for target segments and customers by understanding the value created for the customer, and informed by knowledge of the Aurorium margin expectations
- Work with Product Management and the Sales Team to implement the pricing
- strategy with target customers
- Identify additional elements of the customer offer to create even more compelling value proposition
Market Activation, Planning & Execution
- Develop and implement detailed Market Activation Plans for target segments and customers, with differentiated products
- Develop customer engagement strategies and tools that lead with insight and knowledge about the target customer’s business situation, that enables the Commercial team to rapidly reduce the time to market
- By understanding key decision makers at target customers and their position in the value chain, build and implement Integrated Marketing Communication plans in support of market activation and ongoing positioning of Aurorium in the market
Market Segment Management
- Lead the Global Market Segment Team, a cross-functional team that comprises Sales, Product Management, Technology and other relevant functions, to drive growth over the short, medium and long-term
- Lead and participate in idea generation through the Market Segment Team for new product innovations that results in a compelling growth road map
- Responsible for reporting financial progress of the Medical Market Segment by analyzing current performance (gross margin, sales funnel health, new product innovation portfolio) to build the case for further investment (talent and capital)
Compliance:
- Complies with company Health, Safety and Environmental policies, procedures, and arrangements
- Reports all Health, Safety and Environmental accidents, incidents and near misses promptly
- Acts in a safe and responsible manner at all times
Problem Solving and Innovation:
- Active participation in continuous improvement activities
- Participates in problem-solving
- Takes responsibility and ownership for own learning and development in the spirit of continuous improvement of both self and the business
- Assists in the training, mentoring, and assessment of other team members
- Exercises autonomy and judgement subject to overall direction or guidance
Qualifications/Desired Skills:
Education and Qualifications:
- BS in Technical Field (Chemistry, Engineering, or Related Field) or Business
- MBA preferred
Experience:
- 5-7 Years of strategic marketing experience with multi-national chemical company; international experience preferred
- Experience with chemicals in a regulated manufacturing setting, such as a pharmaceutical or medical device, preferred
- Experience with Salesforce platform preferred
Knowledge, Skills, and Abilities:
- High integrity and ethical standards, strong personal values, good role model
- Strong organizational, project management and communication skills
- Self-motivated, Customer-Centric approach to internal and external customers
- Results oriented, sets aggressive goals for self and team
- A demonstrated commitment to the identification and execution of best practices in marketing
- Consumer insight development
- Identifying key customer decisions makers and defining customer behavior changes
- Strong business acumen
- Connecting customer needs to technical product and service solutions
- Leading and coaching individuals and teams
- Identifying customer needs through customer discovery
- Embodies the core values of Aurorium:
- credible: keeps their word and honors their commitments, acts with integrity, and holds themselves accountable to their decisions and actions
- outcome-oriented: adheres to an unparalleled standard of excellence in everything they do, to deliver results with real impact
- driven: passionate about delivering authentic, world-class experiences that engage customers and inspire greatness
- empowered accountability: empowered to achieve common goals and accountable for delivering performances and results that exceed standards
If you have the energy, drive, and passion for joining the Aurorium team, we would love to hear from you. Apply today
Aurorium offers competitive total compensation packages, including benefits such as medical, dental, vision, life, 401(k), disability insurance, flexible spending accounts, health savings accounts, paid time off, and paid holidays.
Aurorium is a global Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of and will not be discriminated against based on gender, sexual orientation, gender identity, race, ethnicity, religion, age, veteran status, disability status, genetic information, or any other protected category.
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