About Beckman Coulter India Diagnostics
Beckman Coulter is committed to advancing healthcare for every person by applying the power of science, technology, and the passion and creativity of our teams to enhance the diagnostic laboratory’s role in improving healthcare outcomes. Our diagnostic systems are used in complex biomedical testing, and are found in hospitals, reference laboratories and physician office settings around the globe. Beckman Coulter offers a unique combination of people, processes and solutions designed to elevate the performance of clinical laboratories and healthcare networks. We do this by accelerating care with a menu that matters, bringing the benefit of automation to all, delivering greater insights through clinical informatics and unlocking hidden value through performance partnership. An operating company of Danaher Corporation since 2011, Beckman Coulter is headquartered in Brea, California and has more than 11,000 global associates working diligently to make the world a healthier place.
Additional Information:
Danaher: Great People Doing Extraordinary Things: https://www.youtube.com/watch?v=38fXGl0NJ8w
Diagnostics Shared Purpose: https://youtu.be/yXhXauEZzpQ?list=PL27pqGkxH8M2Ljx2sEn7HlKkerMkjylbF
Beckman Coulter: Advancing Healthcare for Every Person: https://youtu.be/Fh8yvQ9lBL8
Role Description (Primary functions & responsibilities):
Company: Beckman Coulter Diagnostics, South West Asia
Location: Mumbai
Position: Product Manager – Hematology
Reporting to: Marketing Head, South West Asia
Works with: Sales, Applications, Commercial Excellence, Logistics and Distribution, Customer Relationship Management, Finance, etc.
Reportees: None
Position Scope:
This is a product management role for our Hematology product portfolio. The Product Manager - Hematology drives the growth of the Hematology product portfolio by working closely with sales associates and clients. If you have strong Sales/ Applications Management / Hematology management experience with commercial acumen , you would be a great fit for this role.
Responsibilities:
The Product Manager is responsible for achievement of sales targets and drives continuous growth by establishing and maintaining strong marketing strategies, ensuring frontline teams are knowledgeable on the Hematology portfolio and generating compelling collateral. The role includes generation of clinical evidence through scientific research studies, initiation and execution of customer engagement and customer education. Specific responsibilities of the role include:
1) Achieving business results (Sales, Market Share)
- Developing or contributing significantly to the overall marketing strategy of the products for Hematology business, help managing sales budgets and continually monitor actual business performance against forecast.
- Developing promotional strategies and create tools, collaterals that are consistent with corporate image and objectives following MAPSS process.
- Coordinating market research and gather competition data from market sources to ensure maximum capture of market intelligence. This includes getting a perspective of market size, market share and ability to create a comprehensive market map (Mekko) on the same.
- Identifying new business opportunities and rightly position products and developing business case for prioritization
- Analyzing and combating competitor activity by creating right tools and share with sales and applications team
- Contribute in product improvement suggestions/decisions
- Conducting regular VOC for insights on customer preferences, competitor analysis as well as on market developments and trend.
- Developing, executing and monitoring product strategy to drive business growth in collaboration with sales mangers
- Developing and managing relationships with Key Experts in conjunction with sales management;
- Review and analyze sales, unit and ASP data to monitor sales achievements and identify opportunities across specific accounts and territories;
- Take charge of new product launches in Hematology across the SWA region, including conducting Launch Excellence (LEx) programs to prepare frontline teams for commercial success
- Develop and update long-term, quarterly and monthly product forecasts.
- Recommend product pricing and design reward schemes to assist the organization to sustain profitable growth across the hematology portfolio.
- Scientific marketing support: Organize CME’s, Hospital Based Programs, Support scientific publications, product evaluations and organize round table discussion with key experts
- Coordinate with regional marketing (APAC) to align product strategies and action plan on regular basis.
- Cross-functional collaboration with teams across the organization like L&D, sales, application and service to ensure forecasting, escalating key client issues and solve the critical product issues by coordinating with regional and BU team.
- Use innovative approaches to expand installed base of Hematology products by suggesting and implementing techno-commercial and/or clinical solutions.
2) Conduct Product Trainings for internal associates and external clients.
- Take responsibility and accountability to educate and train the organization (incl. colleagues from sales, applications and service) on hematology concepts, applications and our hematology portfolio.
- Ability to make impact on organizational learning and adding to the confidence of frontline associates on hematology is critical. This includes planning for content on knowledge retention as well.
- In addition, for external stakeholders and customers, the Product Manager – Hematology should proactively conduct CMEs for customers and coordinate with Applications for the same.
- The accountability of this role expands to running train-the-trainer (TTT) programs in hematology for our Applications colleagues.
3) Cultivates Strong Business Relationships
- Establishes close relationships with external customers and utilizes those relationships to strengthen a competitive position and performance.
- Establishes, develops and maintains ongoing relationships with customers and key experts
Person Scope:
This is a key addition to the Beckman India commercial team. You may have the opportunity to rotate into various roles across both Beckman Coulter Diagnostics and Danaher based on your performance and potential assessment.
Specifications-
- Experience – The person should have a minimum experience of 10 years, with 5 years of minimum experience in sales or marketing in healthcare being preferred. Experience in hematology is ideal.
- Education – M.Sc./B.Sc. preferably with an MBA
- Good to have: Experience of handling a business size of at least $5M with a track record of business growth
Personal attributes
- Go-getter Attitude, ability to energize teams to go for stretch goals
- A positive mindset and problem-solving attitude is essential for this role
- Ability to work in cross-functional teams. The person in this role needs excellent stakeholder management skills. Due to the multiple stakeholders, the candidate must be easy to work with
- Strong willingness to work with, help, guide and educate commercial colleagues
- Ability and confidence to build and nurture relationships with external stakeholders like customers, clinicians and key experts.
- A strategic mindset with an ability to balance operational work with long-term thinking
- Excellent communication and presentation skills with executive presence
- A talent scout with the ability to spot, hire, motivate, retain and build diverse teams
- A strong desire to learn and continuously improve – both in the technical aspects as well as the commercial aspects of the role.
At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.
At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
