Philips Senior Field Marketing Manager in Pune, India
Become a driving force within the Global Business Management team Mobile Surgery! We are seeking the position of a Senior Field Marketing Manager Mobile Surgery. This role helps ensuring that our markets across the globe can fully exploit the business potential of our rich portfolio of unique products, solutions and services in Mobile Surgery (MoS).
The primary responsibility of the role is to understand and anticipate customers’ needs--and strategically position our portfolio to generate leads and demand in the markets. He/she co-owns with the respective business managers MoS in the markets the business plan co-creation, execution and performance management across our End-to-End core business processes Idea2Market (I2M), Market2Order (M2O) and Order2Cash (O2C) domain. He/she represents the Business and its strategic priorities and initiatives to the market (downstream) and enables the Global Business Innovation Unit (BiU) to act on market specific customer insights and competitor strategies as inputs into future product/solutions’ roadmap (upstream). This role also incorporates a sound element of business development, coaching and inspiring markets on channel development and segment expansion and adoption, based on existing and future portfolio anticipated. Core building blocks of the role are:
Collaborate across the business-market-combinations (BMC) to activate the business potential and drive markets to increase funnel, orders and market share
Ensure a robust set of so called “Initiatives” and detailed “Enablers” are defined per market to address the Mobile Surgery business potential within
Gain market engagement (including tailored and adequate interaction with Senior Leadership) to commit to, activate and monitor progress of local allocation of resources to realize the plans
Identify cross-sell, up-sell, and service sales opportunities into existing installed base to address customer needs
Identify new customer segments, based on customer scan, competitive intelligence, and understanding of market needs
Ensure structural improvements of sales performance management, forecasting and win-loss-analysis (orchestrating local and global stakeholders to align on activities that boost robustness and reliability of tools and core processes)
Shape markets sustainably and structually
Team Up to Excel with global team (Product Managers and Customer Service teams) to design campaigns across lifecycle of products, from New Product Introduction (NPI) to End of Life (EoL) to drive profitable growth
Manage and co-drive campaigns in respective geographies to promote products and solutions together with Market Business Manager
Support product positioning and messaging tailored to local markets and its compliance with regulatory requirements
Seek opportunities for untapped market/country potential, based on market intelligence, and develop the business with solid growth plans including channel expansion proposals
Inspire to identify and manage relationships with local Key Opinion Leaders (KoL), societies, alliances, sponsors, advisory boards, in collaboration with Global marketing and sales teams across our core Business Group “Image Guided Therapy” (IGT)
Foster understanding of market dynamics
Coordinate with business managers their teams on feeding back local market and customer insights into global teams
Help identifying sub-segments of local market, core pain points--and codify their needs, and tailor or re-shape existing value proposition
Support Product Managers (PMs) in setting and adjusting local prices to maximize value capture
Translate global marketing customer segmentation and value proposition, and provide feedback on how to tailor to meet specific market needs
Your role in Philips and the location
You will report directly into the Global Business Manager Mobile Surgery, who is part of the global Management Team. This position is officially allocated at the Global business headquarters Mobile Surgery in the Healthcare Innovation Campus (HIC) Pune, India.
Alternatively to this preferred location, the position can reside in Best, Netherlands, at our Business Group IGT headquarters--that MoS is a proud part of. The role contains a decent amount of expectedly 30-40% travel across the globe to our market organizations or valued business partners and distributors, to congresses, tradeshows or other internal and external events.
Your personal profile
The role aims to connect closely with our global sales and marketing teams and their business leaders for Mobile Surgery. The successful candidate will therefore possess a global mindset, multicultural business track record and the following knowledge, skills education and experience:
Bachelor’s degree required. MBA, MSc or equivalent preferred.
Total 10 Yrs+ experience with minimum 5 years sales or business management experience within a country or regional market organization ( not a global headquarters function like this role is)
Preferably solid experience in the Healthcare sector. Ideally in mature and emerging markets, and/or having served customers in two or more cultural domains
Impactful track record of strategic initiatives brought to business results, making use of strategic planning skills and a high commitment to delivery and deadlines. Think in business terms and financial as well as clinical value.
Ability to empathize with customer’s situation, reflect it to internal teams in written and verbal form
Think critically and analytically, yet creatively alike with clear strive to inspire and couch our local and regional sales & marketing teams to take right steps at right time
People intelligence and empathy—you can work in a collaborative and constructive way with a wide array of personalities, skill sets, and experience levels
Fluent in English, verbal and written, to succeed all aspects of negotiations well
Ability and flexibility to travel abroad frequently