Philips Downstream Marketing Manager in Best, Netherlands
The Senior Downstream Marketing Manager (SDMM) for Customer Services ensures that each individual market can fully exploit the service sales and profit potential of the CS Maintenance Services Business’ services/solutions. The primary responsibility of the SDMM is to understand and anticipate customers’ needs and strategically position services/solutions to generate leads for the field (M2O). He/she enables the BIUs to act on market specific customer insights and competitor strategies as inputs into services/solutions’ roadmap (features and economic benefits).
Collaborate across markets and BGs to leverage and drive solutions in the markets
Generate/support leads in new and existing markets
Identify cross-sell, up-sell, to grow service sales in existing installed base to address customer needs
Identify new customer leads, based on customer scan, competitive intelligence, and understanding of market needs
Ensure successful hand-off of leads to campaign management/sales performance center for qualification
Conduct lead generation and management analytics to continuously improve sources of lead generation (e.g., prioritize trade shows based on lead success rate)
Shape and develop markets
Identify and manage Customer Services ambassadors/KOL’s, in collaboration with BIU marketing and sales; Coordinate luminary presentations
Manage user groups, support BIU for Beta/field test support
Help identify and build relationships with target customers , societies, alliances, sponsors, advisory boards, in collaboration with BIU marketing and sales
Manage and drive campaigns in respective geographies to promote services and solutions
Identify campaigns best suited to achieve product managers’ objectives for target customer segments that are in line with Philips and PHC branding and positioning
Design campaigns across lifecycle of products (NPI, end of life) to drive profitable growth
Select third-party vendors and negotiate contracts to execute campaigns
Tailor messaging to local markets
Ensure compliance of local marketing materials with regulatory requirements (Q&R review)
Support local market events to deliver high ROI
Ensure continuous engagement with the markets
Select tradeshows and target messaging
Create road-show schedule, participant list and messaging
Support sales and BIU marketing during key training events
Develop metrics and measurement tools with Product Manager to evaluate and maximize ROI of campaigns
Drive BMC business planning, in coordination with finance
Gather local market and customer insights, and feed information back to BIU/BG Marketing
Understand BIU marketing customer segmentation and value proposition, provide feedback on how to tailor to meet specific market needs
Identify sub-segments of customers in local market, and codify their needs, and tailor existing value proposition (if needed)
Identify and synthesize local market trends, based on customer and stakeholder interactions; share synthesis with BIU/BG Marketing
Build strategies for beating competitors—profitably—with effective use of competitive intelligence, based on customer and event interactions; Share synthesis with BIU/BG marketing
Support BIU’s, IS CS Marketing and Market Groups in setting and adjusting local prices to maximize value capture.
Provide local market intelligence to assist BIU’s, IS CS Marketing and Market Groups in setting price corridors and guidance for local discounting
Conduct price realization analytics and pro-actively report and escalate issues in value capture (i.e, excessive discount due to competitive threat) to the PM’s and the Markets for immediate action
Support BIU’s or IS CS Marketing in the launch/introduction of new solutions and enhancements developed by the BIU’s or IS CS Marketing to the local market
Define and implement launch strategy for local market including any required localization of positioning, messaging to priority target segments, new segment development initiatives (e.g., customer education seminars, customer presentations, local development and management of luminaries and customer service advocates, development and management of reference sites
You will be part of the Marketing team of 17 employees, which is a globally integrated team within Philips Healthcare. The team has various nationalities as well backgrounds (product management, pricing, downstream marketing). Within your role you will closely collaborate with 2 Senior Downstream Marketing Managers and 3 MarCom colleagues.
A challenging opportunity for a marketing professional with a strong passion for Healthcare. Working in an international and dynamic role with the responsibility to explore business opportunities and translate them into solutions.
We are looking for
Bachelor’s degree in relevant field; MBA preferred
10+ years in marketing, sales, product development, or related field
Experience in high-tech, healthcare/med-tech solutions businesses
Competitive and entrepreneurial mind-set to drive sales growth in new and existing markets - ability to identify local opportunities, interact with decision makers and provide highest-quality leads as a result
Positive outlook and ability to turn around unsuccessful lead qualification and maintain high motivation in sales force organization
Proven communication skills and ability to influence colleagues and customers
Collaborative mindset to work with cross-section of sales, marketing, and analytics resources to develop solution-oriented sales development programs.
Ability to collect and synthesize local market trends and competitive intelligence into actionable input for the BIU/BG marketing teams
If you’re interested in this opportunity to join us, please upload your resume and motivation letter through the Philips career site. Job number is 229194.
Please note that the closing date of this vacancy is 27 of February 2017.
After a pre-selection process you will be invited for a telephone recruitment interview. If positive you will be invited for (face-to-face) business interviews. The interviews will take place in Best, the Netherlands. The screening will take place after the closing date.