Field Marketing Manager, IPS

Job Description

Olympus is the market share leader with a long history of developing products that are used to diagnose and treat GI diseases. The Field Marketing Manager, Infection Prevention Solutions (IPS) has the opportunity to work with our highly tenured sales force to achieve sales and business results for the OER-Elite endoscope reprocessor and other Infection Prevention related products. The successful manager will pursue conversions of OER-Pro to OER­ Elite reprocessors, reinforce marketing messages, priorities and programs, while supporting product demos and building relationships with Health Care Providers (HCPs) including physicians, nurse managers and reprocessing technicians. This role requires significant focus from highly qualified personnel to maintain and gain HCP support to adopt new technologies and products.

The Field Marketing Manager primary focus will be current OER-Pro users, establishing new technologies as the standard of care. they will build close relationships with reference institutions and build professional relationships with HCPs as well as professional medical organizations and societies. The manager will also interact closely with the Endoscopy sales organization to ensure focus is given to the appropriate accounts. The successful individual will be responsible for executing marketing programs to promote conversion from older to newer OER platforms. The manager will also be the resource for the IPS Marketing team and Sales on relevant clinical research, clinical case studies, white papers, etc. In addition, this role will be the go-to person to better understand competitor information and emerging technologies in endoscope reprocessing. The Field Marketing Manager position combines multiple functional attributes such as sales, marketing, clinical knowledge, leadership, and C-suite-level communication skills.

Job Duties

• Act as a product and technology expert to drive adoption of the Olympus OER-Elite product line, as well as additional Infection Prevention Solutions products.
• Manage customer relationships within their area and help to identify where Olympus requires expertise to support the business. (While adhering to our code of ethics and compliance guidelines).
• Execute defined marketing initiatives and achieve corporate Management by Objectives and Sales growth objectives.
• Provide skills and resources to enable the sales team to competently influence healthcare professionals and other champions on the purchase of our offerings.
• Support product demos to ensure a complete product experience.
• Drive EAM targeting and market segmentation, develop quotes, and manage opportunities and OMNI leads through the sales funnel.
• Secure business intelligence to provide input and feedback to marketing group for key growth areas by attendance at relevant tradeshows and society meetings, meeting with HCPs to obtain voice of the customer (VOC), learn of competitive products and positioning, and stay current with developments in the field.
• Identify sales and marketing opportunities and develop pursuit plans and strategies.
• Provide the sales organization with educational support, marketing resources and guidance on target segmentation and available promotions.
• Work with product marketing and professional education to define HCP needs for the safe and effective use of Olympus equipment.
• Develop and implement a dinner speaker program to promote Olympus endoscope reprocessing products to customers.
• Help identify opportunities to develop HCP facilities as reference sites for key products/technologies.
• Help coordinate co-marketing programs with facilities as appropriate.
• Provide a regular report to management which shows activities, accomplishments and sales tracking.
• Assist in coordinating on-site prototype and product evaluations, and visits from R&D and others.
• Perform all other related duties as assigned.

Job Qualifications

Required: 

• Bachelor's in marketing, business or a related field; advanced degree (MBA, MPH, RN) preferred
• Minimum of 5-7 years of health care marketing and/or sales and/or clinical experience.
• Experience in developing and managing HCP relationships
• Experience in launching new technologies and products.
• Proven ability to develop and grow business based on procedure focused sales
• Demonstrated ability to develop strategic marketing plans, execute tactically and lead change.
• Ability to interpret trends and data, translating the information into actions and improvements.
• Ability to manage, direct, and coordinate sales groups and corporate resources.
• Willingness to travel for customer meetings and tradeshows; some international travel required.
• 80% travel required (4 field days, 1 office/administrative day)

Preferred:

• Experience selling Automated Endoscope Reprocessors (AERs) or experience directing/managing endoscope reprocessing rooms is strongly preferred
• Experience in interacting with a diverse cross-functional team, strong prospecting skills
• Self-starter, capable of independent action, detail oriented, multi-task/time management, ability to internalize technical concepts, products and services.
• Excellent written and verbal communication, as well as interpersonal skills at all levels.