Senior Product Manager-Medical OEM
Pall Corporation - Northborough, MA

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BROAD SCOPE AND PURPOSE OF POSITION: State briefly, in one or two sentences, the principal purpose of this position. These statements should be statements of WHAT is done and WHY it is done.

The purpose of this position is to provide effective management of the company’s Medical OEM Devices product

portfolio worldwide. The incumbent drives the achievement of strategic marketing objectives as well as revenue

and profit targets for Medical OEM Devices. The Sr. Product Manager works with field sales, R&D, manufacturing,

and other functional groups within the company to ensure customer and market segment needs are met. The

incumbent proactively monitors the OEM devices market segment and leads new business development efforts

recommending marketing strategies, competitive positioning strategies and appropriate marketing mix to expand the

business profitability and effectively.

QUANTITATIVE DATA: List all relevant quantitative or numerical information about this position including number of employees supervised (solid line relationships only), operating budgets, total purchases, or any other statistics that describe the scope or dimension of this position. All data should be from the most recent Fiscal Year. If no such information can be described, write “NA-Not Applicable”.

Item

Fiscal Year

2013

Revenue:
$

50M

Approximate Number of Direct Reports:
None

Approximate Number of Indirect Reports:
None

Sales Budget (If Applicable)

$

Other Relevant Quantitative Data:
DETAILED DUTIES AND RESPONSIBILITIES:
Please list primary duties and responsibilities which are essential parts of this position in as much detail as is necessary to give an accurate, complete picture of this position. For each activity, please list estimate the percentage of time spent on the activity. Attach additional sheets if necessary.

What Is Done / Expected Achievements

Approximate Percentage of Time

1- Drives market research efforts to support development of strategic business plan for

Medical OEM devices segment.

2- Analyzes competitive landscape including product offerings, performance claims, pricing,

promotions, and overall market positioning and selling strategies and develops appropriate

strategic and tactical plans to ensure Pall’s success in the assigned market segment.

3- Provides accurate and up-to-date guidance regarding market trends, technology shifts, and/or

changes in regulations through in-depth review of industry research report, technical and

business journals, trade shows, association meetings and customer visits.

4- Identifies new business opportunities for new and existing products and develops selling

tools to help sales representatives in targeting the right customers and applications as well

as responding to customer needs and overcoming objections and competitive threats.

5- Actively manages all sales support aspects of the OEM Devices portfolio including: pricing,

promotion, service levels and demand forecasting by maintaining effective flow of information

across sales, manufacturing and other key functional groups within the company.

6- Utilizes company systems and reporting tools to track product line growth, profitability,

manufacturing capacity utilization, back orders, and product life cycle.

7- Leads cross-functional teams as required to evaluate and implement new product

development opportunities as well as product application and performance enhancements.

List those secondary duties and responsibilities which are also marginal parts of this position.

1- Provides mentoring and training to field sales personnel, as well as other customer and

business support staff, in such areas as product application, product positioning, competitive

landscape and business dynamics.

2- Works together with Operations, R&D, Product Engineering, Marketing Communications and

other functional groups within the company to implement product portfolio changes and enhancements are needed making sure documentation requirements are fulfilled and company procedures followed.

3- Works across functional groups to ensure customer satisfaction driving for prompt resolution of issues involving quality, delivery, and other commercial matters.

PRINCIPAL CHALLENGES: Based on the list that you made in Section C, please describe the typical kinds of issues, questions, problems, or obstacles to overcome and challenges that this position faces. These can be both long and short range in nature. Is the employee’s work predominantly intellectual in character and does it require the consistent exercise of discretion and judgment with respect to scientific, specialized or academic work. Please provide examples .

1- Maintain clear and up-to-date knowledge of company’s capabilities including new technology/product development, cross-functional dependencies, reporting structure, corporate policies and overall culture.

2- Thoroughly understand, communicate, guide, and train field sales personnel on how best to position and present company's capabilities to protect existing business and close new business opportunities.

3- Utilize market, application, competitive and customer knowledge to effectively lead price negotiations that result in high margins for Pall Corporation and lead to customer satisfaction and long-term loyalty.

4- Use partial and/or fragmented information from multiple sources (including international subsidiaries) to perform analysis and support such critical business decisions as capital investments, resource deployment prioritization and establishment of revenue and profit targets and forecasts.

5- Defend, protect and increase company market share position and value perception in an environment characterized by increasing competitive attacks from lower priced competitors and increasing customer price pressure.

REVIEWS AND APPROVALS: List the typical decisions that this position is required to make. Please indicate what kinds of constraints policies and procedures place on decision-making. Please describe the effect decisions have on company’s programs, services, customers and/or financial results.

The incumbent must decide how to prioritize the use of company resources (financial, technical, field) to address

multiple/competing imperatives. These include but are not limited to investments in product portfolio enhancement

and development, selection of promotional venues and programs, development of sales and customer support tools

including product and application literature, documentation and training. The incumbent’s ability to make the right

choices and decisions directly impacts the successful and on-time achievement of strategic business objectives,

revenue and profit goals and customer satisfaction and retention.

Examples of decisions that can be made without conferring with superiors.

Procurement of market intelligence services and products (within company established credit limit)

Development and implementation of global product pricing guidelines needed to achieve corporate financial goals

Assessment of feasibility and approval of rapid-response product development requests

Approval of requisitions and purchase orders for outside services (within company established credit limit)

Development and implementation of internal technical projects needed to support product sales growth

Development and implementation of tradeshow campaign (within established budget)

Does the employee have the authority to make independent choices, free from immediate direction/supervision with respect to matters of significance?

Only within the context of previously approved strategic business plan and associated budget

Examples of decisions that can be made only after conferring with superiors.

Undertaking/initiation of new product development initiatives requiring capital expenditure

Contracting of outside services that are not in approved department budget or exceed budgeted cost

Approval of customer price quotations that are outside the corporate profitability guideline

Changes to organizational structure and internal operating procedures and systems

Changes to strategic and tactical plans

KEY CONTACTS:
Describe this position’s most significant type of contacts both inside and outside the company. State the purpose of these contacts.

Contact

Purpose

Global field sales organization

General sales and commercial issues

Key Customers

General sales and commercial issues

Corporate Management Representatives

General business and development project updates

Marketing Communication Representatives

Development/implementation of promotional campaign

Legal

Supply agreement review and negotiation, CDAs, other

R&D

New product development and existing product support

SLS

Product testing and customer product application support

Supply Chain and Manufacturing Reps

Unit forecasts and specific product supply issues

Quality and Product Engineering

Customer complaint resolution, product validations

Supply Chain Representatives

Unit forecasts and specific product supply issues

MINIMUM QUALIFICATIONS: detail below the minimum qualifications and experience this position requires. Be sure to include only those areas that are essential to this position. Please be specific. (Example: Bachelor’s degree in Chemical Engineering or Bachelor’s degree in Mechanical Engineering)

Functional Skills, Knowledge, & Abilities:
1. Sound business acumen as usually acquired through completion of a Masters Degree program in business or advanced technical degree combined with 7 or more years of related work experience. An advanced technical or engineering degree is considered beneficial.

2. Strong communications skills and ability to work with people from various functional disciplines including: Sales, Marketing, Research and Development, Engineering, Manufacturing, Legal, and Planning. A proven ability to facilitate cross-functional teams.

3. Ability to translate market, customer, and application requirements into clear and concrete product design characteristics as well as marketing, sales, and pricing strategies

4. Strong analytical skills and proficiency in generating concise, yet clear market assessment, revenue and unit forecasting models, price and profitability analyses, and market share/penetration reports.

5. Experienced in developing and conducting training presentations to customers, sales representatives and company executives

6. Strong knowledge of general healthcare and medical device regulatory requirements

7. Knowledge of international medical and healthcare market needs and regulatory requirements

8. Ability to travel up to 40 percent of the time (domestic and international)

Technical or Product Knowledge:
1. Familiar with and knowledgeable about operational principles and application of medical filtration devices and microporous materials as typically acquired by obtaining a minimum of a Bachelors degree in a life science, chemistry, engineering, pharmacy, nursing, or biomedical technology program.

2. Strong knowledge on technologies, products and equipment used in infusion therapy, respiratory therapy, drug delivery, and general surgical procedures including key manufacturers

3. Knowledge and familiarity with Design of Experiments, statistical analysis, six sigma principles, lean manufacturing, etc.

3. Proficient in PC software skills, such as Microsoft Office applications including Excel, Word, Power Point, Lotus Notes and other database software programs including customer relationship management programs.

Work Experience Required:
1. Seven or more years experience in Marketing with demonstrated abilities in product and promotional strategy development as well as coordination of new product development

2. Five or more years of experience in medical device marketing and development. Experience with filtration medical devices is desirable

Education/Certification Required:
Masters Degree in business or advanced technical degree combined with 7 or more years of related work experience. An advanced technical or engineering degree is considered beneficial

Other Requirements/Qualifications:
APPROVALS:
Preparer:
Signature and Date:
Manager:
Signature and Date:
HR Manager:
____________________________

Signature and Date: ________________________________

Compensation:
____________________________

Signature and Date: ________________________________

NOTE: This position description is not all-inclusive, but represents the essential and general position functions. Incumbents are to perform all other position duties as assigned.

FOR HR USE ONLY:
Salary Grade: ______

Position Code: ______

Position Number: ______

FLSA Status: ______

Required Skills

Required Experience

Pall Corporation - 21 months ago - save job - block
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