Senior Director Marketing - Healthcare Informatics

Drive the direction of long-term strategy to achieve profitable market share growth. Guide Healthcare Informatics (HI) in taking tactical advantage of their market position and leverage market growth opportunities in new business segments. Ensure that HI maintains a focus on the market and its development through customer relationships with key opinion leaders. Identify gaps in products, services and solutions offered to the market and direct the BU leaders to remedy the gaps.

Represent the voice of HI up and downstream marketing to VP of Marketing, North America and executive management.

Participate in generation of the Annual Operating Plan (AOP) of HI to reach agreed upon (Carrousel meeting) S&S NA objectives for orders, sales and contribution margin, IFO and cash flow. Develop stretch targets to capitalize on upside market potential. Monitor performance on a monthly basis and identify and remedy gaps in actual performance versus AOP and stretch targets. Manage the HI Marketing Budget for S&S NA.

Work with the BG leaders to manage the relationship with the Product Manufacturing Groups(PMG). Ensure that the necessary feedback is given to the PMGs regarding the markets, competition, product and application and developments.

Motivate, manage and inspire commitment from direct reports – Business Unit Leaders (Cardiology, Radiology, and EIT) to meet company goals and their individual objectives. Develop all personnel to their fullest extent by helping them to find better ways to reach their personal and business objectives.

Establish cross-functional teams with colleagues in sales, service and supply chain to meet overall corporate objectives. Support the integration of the medical systems product division with other product divisions to support the overall company.

Establish best practices within HI in collaboration with the marketing leaders of Cardiac Monitoring and DI. Leverage synergy opportunities with Cardiac Monitoring and DI marketing.

Leverage the expertise of the segment marketing group in order to find product and market synergies that will increase market share. Leverage the business analysis resource to draft business plans and develop competitive strategies.

Identify political, economic, technical and competitive factors that lead to market changes and forecast how these will impact business in the coming years. Provide timely input to the product creation process by identifying new product requirements and product line extensions. Segment the market to identify opportunities for profitable growth. Differentiate product, service and solution offering to create value in the market segments of highest profitability or growth potential.

Ensure that pricing strategies for transactional, group purchasing and strategic customers position us to gain market share and meet margin objectives. Develop contingency plans in anticipation of competitive strategy. Predict margin and profitability amid the uncertainty of competitive reaction.

Direct the BUs to develop consistent trade show strategy, messaging and tactics among the various business lines and BUs to meet overall company objectives. Determine when, where and how to maintain sales force training at the required level to achieve success. Coordinate marketing initiatives among several business lines through effective influence. Win over key customers in a challenging competitive environment.

Resolve customer problems that escalate through to headquarters in a timely manner. Determine when and how to solicit additional resources to resolve product performance and reliability issues. Identify opportunities for refurbished business while not sacrificing new equipment sales. Develop effective customer training programs in cooperation with clinical education.

Recruit and select candidates for employment and conduct effective interviews to recruit talented individuals as opportunities arise.

Graduate level education in a business or technical discipline
•Experience in the marketing of capital equipment within the hospital environment. Comprehensive understanding of the business environments in PACS radiology and cardiology.
•Business acumen and judgment to take competent decisions. Strategic thinker who can uncover opportunity.
•Demonstrated leadership ability. An effective team player and team builder who is able to build relationships with cross functional teams.
•Ability to understand market dynamics and customer requirements to provide input to the product creation process.
•Able to maintain existing customer relationships and establish new relationships with key opinion leaders in the medical and business environment.
•Strong analytical skills. Able to diagnose and solve problems on both “ad hoc” and process basis. Able to capitalize on competitive strengths while overcoming weaknesses and thwarting competitive threats.
•Highly driven, self-motivated and goal oriented.
•Excellent presentation and written skills.