Marketing Manager

At Dräger, we are dedicated to protecting, supporting, and saving lives. Our employees are the essence of our company, and we strive to provide them with a world-class work environment. We are seeking a Marketing Manager to join our team and contribute to our mission of "Technology for Life".

This role is responsible for adapting local and global portfolios by positioning and marketing strategies to meet local needs. The incumbent will work with customers and sales to understand market needs and portfolio gaps, and convey these needs to regional marketing and global product management. They will develop and implement country go-to-market strategy initiatives, including competence in interoperability and system business, driving local business planning, strategies for growth, local product launches, service readiness, hardware and software updates/upgrades, and providing technical product support to the field.

• Product Support: Act as a local product champion to handle product questions within the country. Provide field support to sales through customer visits, conference calls, webinars, etc. Provide input to product management and regional marketing to assist in development and introduction of new products. Support bid preparation – review technical questions and ensure answers are available and accurate, review/recommend product offering for appropriateness, completeness, and accuracy. Maintain price lists and provide notification to the field for price increases. Lead cross-functional teams (marketing, service, sales, and quality) to address product issues and interface with regional marketing/product management. Support efforts of regional marketing when requested: local lobbying & standards-setting committees, clinical trials, business planning for the region, etc.
• Product Launches: Set local prices in SAP based on market needs and profitability objectives. Confirm content of data sheets, brochures, and all necessary sales deliverables. Conduct price and positioning workshops for all relevant product launches. Arrange sales product training, positioning training, and competitive tactics training. Develop communications plans for launches (digital marketing, announcements to customers, press releases, website content, advertising, promotions, customer events, etc.) and ensure that product information and marketing materials are available in French, as appropriate. Ensure demo equipment is ordered and appropriately equipped with accessories, cables, etc. Develop forecasts and track sales of new products, as well as maintain and control customer-released prices. Develop SOPs and work instructions to ensure internal approaches support current clinical practice standards.
• Communication to Sales: Generate communication to sales to promote the Draeger brand, raise awareness of new products, and notify of key events. Develop and maintain clinical education curricula for Draeger's internal sales and clinical teams and in alignment with the hospital strategy, ensuring its efficiency, aligning, and agreeing on strategic internal educational activities with the clinical specialist supervisor. Review and communicate to sales for product changes, critical updates on equipment and/or service issues, and competitive news as necessary. Support field action communication and quality-related communication and escalations. Develop campaigns/promotions to drive sales as applicable to these customer areas, in conjunction with other marketing colleagues. Develop tools to support the sales team during the pre-sale phase by providing the clinical perspective during all sales stages. Responsible for internal sales staff clinical onboarding as well as identifying clinical training gaps and implementing mitigation measures.
• Marketing Communications: Lead marketing budgeting, planning, and execution for your customer areas, including national and key events (involving, as appropriate, colleagues in the Centre of Excellence, Digital Marketing, Communication & Sales Marketing, Sales & Service). Develop and execute local marketing communications plans that will support business objectives in customer areas. (Win/loss reports, installed equipment base, and funnel opportunities when identifying appropriate marketing activities and when deciding what message to emphasize to the market. Marketing communications plans to include: developing and deploying regular, integrated, and differentiating communication for sales and customers and providing sales with marketing tools.) Create, execute, and maintain customer educational programs for post-sales to improve customer retention rates in alignment with key stakeholders (sales, professional services, and marketing). Act as a "Train-the-Trainer" for all strategic hospital educational projects or specific product roll-outs, including the planning and execution of customer educational workshops and/or symposiums. In collaboration with the digital marketing manager and respective marketing managers, ensure that appropriate content schedules are pushed to customers and maintain the online educational platform to maximize its performance (ABA, Online Academy).
• Establish and Maintain Key Opinion Leader (KOL) Contacts: In collaboration with respective marketing managers, develop, maintain, and expand collaborations with clinicians, researchers, and thought leaders to support clinical development and promote Draeger's position as the first-choice partner.

Education:

• Bachelor's degree in science, marketing, or a related field, and/or relevant clinical experience (RN educator/RT educator).
• French language skills are an asset.

Related Experience:

• 5+ years of experience in medical device marketing/product management roles, implementing or using, or educating relevant medical device solutions in the healthcare environment, with a special focus on WPI and systems.
• Excellent written and verbal communication skills.
• Demonstrated experience in developing excellent working relationships with internal and external business associates.
• Ability to effectively present information and respond to questions from customers, managers, other company personnel, and business associates.
• Ability to write reports and business correspondence using Microsoft Office.

Special Competencies/Certifications:

• MS Office, CRM, SAP, SharePoint.
• Experience with the assigned market/customer area.
• Strategic thinker.
• Current RN or RT license.
• Proficient in written and spoken French and English is highly desirable.
• Ability to execute marketing plans and tactics.
• Oral presentation skills.
• Understanding of sales and product management processes.
• Project management skills.
• Networking skills.
• Ability to manage without authority.
• Valid driver's license and acceptable driving record.
• Valid international travel documents.

Work Environment/Conditions:

• This is deemed to be a safety-sensitive position, where performance limitations (due to substance use, for example) could result in an incident or situation with the potential for high consequences. Therefore, you may be subject to post-employment drug or alcohol screenings, for example, prior to performing work at customer sites.
• Office environment, long hours working in front of a computer terminal.
• Travel within Canada, US, or Europe.

In North America, Draeger employs over 1,000 employees working in our major sites in the United States and Canada (in the US: Andover, MA; Telford, PA; Houston/Coppell, TX, and in Canada: Mississauga, ON), including our sales and service workforce employees from coast to coast.

Our Mississauga, Ontario location oversees our medical and safety businesses in Canada, including sales, channel distribution (safety), installation, servicing, and maintenance of world-class Draeger products and services. This location also serves as the key site for essential Canadian functions, which includes medical and safety sales and service management, marketing, legal, compliance, regulatory, quality, and finance.