The incumbent is responsible for the effective operation of the assigned customer segment for the purpose of achieving the domestic profit and revenue objectives.
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Objective: To maximize company dose and dollar sales volume inside targeted Integrated Delivery Networks (IDNs) in a manner consistent with profit goals.
Expectations:
• Achieve forecast as planned.
• Develop realistic and achievable forecast in concert with Marketing and Sales Management.
• Use information systems and reports to monitor and direct the progress of sales and profits toward monthly, trimester and annual sales objectives.
CUSTOMER SEGMENT MANAGEMENT
Objective: To create and build the value of product line responsibility within Integrated Delivery Networks (IDNs).
Expectations:
• Assist in developing rationale on pricing, packaging, distribution, promotion, market research, and other issues which impact product line responsibility.
• Develop and expand technical knowledge necessary for promotion within IDNs, and customer interaction.
• Identify market/product opportunities based on changing customer demands and competitive activities and trends, including but not limited to value-based healthcare, population health management, market consolidation and health information technology.
• Remain abreast of the market, the competition and the environment. Act as an information resource to all of sanofi pasteur functional areas.
• Lead or assist in tactical development for customer or field facing materials
• Assist in developing and managing segment budgets within profit objectives.
BUSINESS PLANNING
Objective: To develop and implement comprehensive, rational marketing plans which support sanofi pasteur’s strategic plan in selected segments.
Expectations:
• Assist in preparation and submit timely marketing plans in accordance with the planning cycle. These plans are to include objectives, strategies, tactics, market expenses, sales and profit forecasts.
• Develop and assure timely execution of the annual and three-year plans to achieve market share targets.
• Assist in developing and executing contingency plans necessary to meet changes in the environment, such as but not limited to, patent expirations, regulatory changes, new competitors and interruptions in production.
• Assist in the development of strategy regarding: product, price, promotion and distribution.
COORDINATION AND COMMUNICATION
Objective: To coordinate and communicate all aspects of assigned managed care marketing responsibilities.
Expectations:
• Assist in providing direction to functional groups to include, but not limited to,: Product Marketing, Manufacturing, R&D, Customer Alliances, Market Research, Finance, etc.
• Routinely meet with an ever-broadening base of sales representatives and customers to enhance market knowledge.
• Keep the sales force promptly and accurately informed on industry trends, competition, product acceptance, and new product releases.
• Encourage the sales force communications relative to market trends, new product acceptance and the overall perception of sanofi pasteur products.
• Communicate strategies and tactical plans as required to all functional groups so that they are prepared to support the plan with adequate lead time.
• Assist in coordinating activities of outside vendors and agencies within budget limitations.
LEADERSHIP AND DEVELOPMENT
Objective: To provide the leadership and development necessary to achieve sales and profit objectives of targeted IDNs.
Expectations:
• When appropriate, help to implement sales training programs in cooperation with Marketing & Sales Training and Sales Management.
• Develop rapport and positive business environment with an ever increasing number of key customers/opinion leaders within the industry in order to build the image of sanofi pasteur and to support the sales efforts.
• Assist the sales force through programs and promotions to sell the product line.
ORGANIZATION AND TIME MANAGEMENT
Objective: To achieve maximum personal efficiencies through effective organization and time management.
Expectations:
• Allocate time to activities in proportion to impact the accomplishment of domestic revenue and profit goals and the marketing plan direction.
• Make effective use of resources available in sanofi pasteur and through other sources.
• Establish controls to monitor and to provide reports on product sales, profits and project status.
• Manage time and projects to acceptable and improving levels of quality and quantity.
PERSONAL DEVELOPMENT
Objective: To improve performance and maintain attention to an ongoing Continuous Improvement Plan.
Expectations:
• Routinely identify and prioritize areas of the job where improvement is indicated.
• Set realistic and attainable objectives for improving job performance in specific areas.
• Identify specific actions to be taken to improve specific job performance.
• Make use of company resources and manager assistance in achieving the Continuous Improvement goals.
• Establish standards and estimate completion dates by which to measure progress toward Continuous Improvement goals.
• Monitor progress toward the standard, recognize when the standard is being habitually met and establish another priority objective.
• Develop a plan designed to maintain or exceed desired competency levels.
• Attend competency workshops to improve identified competencies.
Qualifications
Basic Qualifications:
BA/BS Degree preferably in Economics, Marketing or Sciences; MBA desirable
A minimum of 3-5 years’ experience in a Product Marketing capacity
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