There is an exciting opportunity to join a growing and vibrant Asia Pacific and Japan (APJ) team in a well-established leading global scientific company. We promise that no two days will be the same with a challenging yet rewarding environment working to make the planet a safer and heather place. Based in Singapore, the Senior Manager, APJ Regional Marketing (Clinical Microbiology) will coordinate and drive demand generation activities to deliver profitable growth across our APJ business.

ROLE DESCRIPTION

The Marketing Leader – Clinical Microbiology ensures that APJ can fully exploit the sales and profit potential of the Microbiology Division (MBD) products/solutions. The primary responsibility of the role is to understand and anticipate customers’ needs and strategically position products/solutions to generate leads for the sales teams. They also enable MBD to act on market specific customer insights and competitor strategies as inputs into product/solutions’ roadmap (features and economic benefits).

SPECIFIC RESPONSIBILITIES

• Generate leads in new and existing markets
  • Identify cross-sell, up-sell, and service sales opportunities in existing install base to meet customer need,
  • Identify new leads, competitive intelligence, and understanding of market needs,
  • Ensure successful hand-off of leads to sales team for qualification,
  • Conduct lead generation and management analytics to continuously improve sources of lead generation.
    

• Shape markets
  • Influence local regulatory bodies to issue standards or build microbiology infrastructure favorable to MBD.

• Manage and drive campaigns in coordination with annual operating plan priorities to promote products and solutions
  • Design campaigns across lifecycle of products to drive profitable growth,
  • Tailor messaging to local markets,
  • Ensure compliance of local marketing materials with regulatory requirements.

• Gather local market and customer insights, and feed information back to Global Brand Management / Marketing to enable customer segmentation, value proposition and tailoring to meet specific market needs
  • Identify sub-segments of customers in local market, codify their needs and tailor existing value proposition (if needed),
  • Identify and synthesize local market trends, based on customer and stakeholder interactions,
  • Build strategies for beating competitors profitably with effective use of competitive intelligence, based on customer and event interactions; Share synthesis with brand marketing.

• Support Brand Managers in the launch/introduction of new solutions and enhancements developed by MBD to the local market
  • Define and implement launch strategy for local market including any required localization of positioning, messaging to priority target segments, new segment development initiatives.

• Manage local market events to deliver high ROI
  • Select tradeshows and target messaging
  • Create road-show schedule, participant list and messaging
  • Support sales and brand managers during key training events

• Identify, and manage relationships with local stakeholders
  • Identify and manage KOLs and reference accounts, in collaboration with brand managers and sales; Coordinate KOL presentations
  • Manage user groups, support brand managers for Beta/field test support
  • Help identify and manage relationships with local KOLs, societies, alliances, sponsors, advisory boards, in collaboration with BU marketing and sales
  • Drive AOP business planning, in coordination with finance
    
• Support brand managers in setting and adjusting local prices to maximize value capture
  • Provide local market intelligence to assist brand managers in setting price corridors and guidance for local discounting
  • Conduct price realization analytics and pro-actively report and escalate issues to the brand managers and the sales for immediate action

CRITICAL LINKAGES

• Brand Managers
• Regional Business Managers
• Country Commercial Managers and MBD Sales Leaders

REPORTING RELATIONSHIPS

• Reports to: Senior Director of Global Marketing - Clinical Microbiology

SKILLS

• Competitive and entrepreneurial mind-set to drive sales growth in new and existing markets - ability to identify local opportunities, interact with decision makers and provide highest-quality leads as a result,
• Positive outlook and ability to turn around unsuccessful lead qualification and maintain high motivation in sales force organization,
• Proven communication skills and ability to influence colleagues and customers,
• Collaborative mindset to work with cross-section of sales, marketing, and analytics resources to develop solution-oriented sales development programs,
• Ability to collect and synthesize local market trends and competitive intelligence into actionable input for the divisional marketing teams.

EXPERIENCE REQUIRED

• MBA preferred
• 10 -12 years in marketing, sales, product development, or related field (without MBA 15+ years)
• Experience in high-tech, healthcare/med-tech solutions businesses