Marketing Manager - Workplace Infrastructure and Systems

At Dräger, it is our passion and dedication to protect, support and save lives. Our dedication to life naturally extends to the quality of our employees’ lives. They are the essence of our company, and without them, we would not be what we are today – a world leader in medical and safety technology.  We are searching for people who want to join us in building “Technology for Life”.

This Marketing Manager position is responsible for Workplace Infrastructure (WPI) & Systems (including System Service). There is  an assigned Portfolio of Draeger products and third party distribution products / relationships.

The position adapts local & global portfolios by positioning and marketing strategies to local needs and implementing marketing activities to support business objectives. The incumbent works with Customers and Sales to understand market needs and portfolio gaps, and conveys these needs to Regional Marketing and Global Product Management. They develop & implement the Country Go-to-Market Strategy initiatives, including the competence in interoperability and system business, driving local business planning, strategies for the growth for the assigned portfolio, local product launches, service readiness, hardware and software updates / upgrades and providing technical product support to the field.

The Marketing Manager manages third party relationships and ensures that related product information, part-numbers, and pricing are communicated to Sales, Service and Customer Service. They monitor sales and evaluates the strategic and financial contribution of third party business relationships, if applicable. They drive the development of local operational (downstream) marketing plans in close alignment with Regional and Local Communications and Marketing Management, and local Sales & Service. The successful incumbent should reside within a major metropolitan area across Canada. 

Main Accountabilities:

• Product Support: Act as 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 list and provide notification to the field for price increases; Lead cross-functional team (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 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 workshop for all relevant product lanches; Arrange sales product training, positioning training and competitive tactics training; Develop communications plan for launch (digital marketing, announcement to customers, press release, 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 & track sales of new products as well as maintain and control customer releazied price; Develops SOPs and work instructions to ensure internal approach supports current clinical practice standards.
• Communication to Sales: Generate communication to Sales to promote Draeger brand, raise awareness of new products & notify of key events; Develop & maintain the clinical education curriculum to Draeger’s internal Sales & Clinical team and in aligment with the Hospital Strategy and ensure 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 identify clinical training gaps and implement mitigation measures.
• Marketing Communications: Lead marketing budgeting, planning and execution for your Customer Areas including national and key events (involving, as appropriate, colleagues in Centre of Excellence, Digital Marketing, Communication & Sales Marketing, Sales & Service.); Develop & execute local marketing communications plan that will support business objectives in customer area. ( 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 plan to include: developing and deploying regular, integrated and differentiating communication for sales and customers and providing sales with marketing tools); Create, execute & maitain a customer educational program for post-sales to improve our customer retention rate in alignment with key stakeholders (Sales, Professional Services & Marketing); Act as “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 schedule is pushed to customers and maintain the online educational platform to maximize its performance (ABA, Online Academy)
• Establish and maintain and key opinion leader (KOL) contacts. In collaboration with respective Marketing Managers, develop, maintain and expanding collaborations with clinicians, researchers and thought leaders to support clinical development and promote Draeger’s position as first choice partner.

Education:

• Bachelor’s Degree in Science, Marketing or 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 the development of 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 the 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 1,600 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 & Safety Sales and Service Management, Marketing, Legal, Compliance, Regulatory, Quality and Finance.

Draeger is an equal opportunity employer and is committed to a diverse workforce. All candidates are encouraged to apply regardless of race, ancestry, colour, ethnic origin or place of origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, record of offences (for which a pardon has been granted), disability, marital or family status, or any other prohibited ground under applicable provincial human rights legislation.

Dräger is a leading international company in the fields of medical and safety technology. Whether in clinical applications, in industry, mining or emergency services: Dräger products protect, support and save lives. That's what our more than 16,000 employees have been striving for - every day for almost 130 years.