Product Manager, Enabling Technologies, MEA – Stryker – Dubai

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Our total rewards package offering includes bonuses, healthcare, insurance benefits, retirement programs, wellness programs, as well as service and performance awards – not to mention various social and recreational activities, all of which are location specific.

Additional role-specific areas of responsibilities may be added as deemed necessary by the local hiring manager.

Competitive Insights

• Assesses the impact of competitive dynamics and points of parity / points of difference through competitive analysis.
• Researches features, uses and competitive quality of a specific product.
• Utilizes specific approaches and tools for gathering and collating competitive information
• Maintains networks of people and resources for obtaining competitive information.
• Adheres to organizational protocols, practices and procedures for gathering competitive information

Customer Insights

• Understands the needs of the primary and secondary customers. and how to articulate the value proposition to the specific audience.
• Works with inputs from KOL network.
• Explains different product features to different customers as appropriate to their needs.
• Understands what current and potential customers need to drive value in the portfolio.

Customer Centric Development

• Surfaces new or unexpressed customer needs.
• Focuses product and service features and functions on the customer’s critical success factors.
• Develops consistent processes for maintaining customer engagement.
• Escalates systemic problems that could affect customer satisfaction.

Developing the Strategy and Marketing Plan

• Understands the linkages between all components of the Big Picture framework; relates upstream decisions to executional decisions.
• Collaborates in developing key strategy documents: strategic plan, annual marketing plan, product launch plans, etc.
• Translates the marketing plan to specific marketing activities to carry out the plan.
• Supports the creation of key documents: business reviews, marketing strategies, proposals and recommendations.

Budgets

• Accurately forecasts resource needs.
• Applies established organizational practices in budgeting.
• Participates in the budgeting process cycle, necessary inputs and reporting requirements.
• Supplies supporting information and justification for major line items.
• Explains variances in budget reports of planned vs. actual expenses.
• Supports the creation of Project Charters, CERs, and Business Case Financial Models as applicable.

Value Prop Segmentation

• Performs needs-based segmentation (i.e., behavioral, attitudinal, and aspirations).
• Identifies and measures customer variable importance and perception.
• Uses Main and Dynamic Variable concepts to explain competitive dynamics in the category.
• Generates segmentation variables from customer insights.
• Uses customer insight research to validate importance and perception for each of the attitudinal segmentation variables.

Value Prop Targeting & Positioning

• Leads the value proposition development work including the following components: customer beliefs and behaviors, main and dynamic variables and reasons to believe brand value.
• Can succinctly describe desired customer beliefs and behaviors required to meet the Brand’s (product or portfolio) goals in the planning period.
• Writes target audience descriptions that reveal customer insights for the major customer stakeholders involved with the brand.
• Prioritizes evidence (clinical, use and economic) and other proof (KOL, user and patient testimonials) useful to demonstrate customer value arising from the value proposition.
• Uses the target audience description collaboratively with the commercial team to prioritize potential customers.
• Can develop a Five Box Positioning statement that guides and informs marketing tactics.
• Able to develop basic marketing positioning based on internal and external situation analysis to communicate a value proposition.

Brand Stewardship

• Understands difference between core competence, strategic asset and benefit.
• Translates the core competence and strategic assets of the company to marketing strategies and tactics.
• Applies the core competencies of the product or portfolio to marketing strategies and tactics.

Evidence Generation

• Links types of evidence (clinical, use, economic) to specific value proposition elements and specific stakeholders.
• Proposes objectives for evidence generation and evaluates individual studies for alignments with evidence generation strategy.

Marketing Objective

• Links customer acquisition and retention goals to business outcomes.
• Ties the business goal of the product or portfolio to the overall goal of the business.
• Understands Hand, Head and Heart Loyalty and which one is appropriate for the product or portfolio.
• Develops operational customer definitions by stakeholder and by product or portfolio

Source Volume and Strategic Objective

• Can estimate the effort needed to target each customer group in all four Big Picture quadrants.
• Synthesizes market trends and makes recommendations on sources of volume and strategic focus.
• Relates potential opportunity from each strategic quadrant to the product or portfolio strategic focus, based on tradeoffs amongst the strategic quadrants.
• Understands potential sources of volume for the product or portfolio.
• Assesses the impact of competitive dynamics and points of parity/points of difference through competitive analyses.

Sales Distribution Channel

• Works with a sales strategy for a specific channel, product, and market.
• Develops new strategies, sales tools, and communication plans of various products and customer bases.

Sales Enablement

• Applies clinical knowledge in combination with technical knowledge to educate and articulate value.
• Analyzes sales data and identifies areas for growth.
• Thoroughly familiar with the selling process and the translation of benefits into a selling script based on the clinical need.

Sales Training

• If business has a sales training/enablement function, this section can be adjusted to show collaboration between the two functions:
• Sets the sales training strategy for the product or portfolio
• Creates additional sales training tools and resources to assist in continued understanding of business unit product offering
• Selects suitable delivery methods for different training sessions.

Forecasting/IBP

• Develops accurate volume forecasts grounded in an understanding of market and trial dynamics. Prepares forecasts that reflect potential risk and uncertainty.
• Researches key factors, measurements and variables used in forecasting.
• Reports on problems associated with sales forecasting activities.

Supply Chain

• Add only when PLCM resides in downstream:
• Executes a PLCM plan as it relates to the overall strategy.
• Has a working knowledge of manufacturing facilities and capabilities.

Pricing

• Knows how to set price and develop a pricing approach consistent with the Marketing Strategy and brand positioning
• Analyzes market pricing data to help set price
• Develops pricing approach /level consistent with the Marketing Strategy and brand positioning.
• Understands implications of strategies (bundling, capitation, risk)

Communication Strategy

• Articulates desired communications outcomes consistent with marketing strategy to MarComm team

Marketing Channel

• Evaluates the costs and benefits of marketing channels.
• Assists in the development of new marketing channels and tools.

Effectiveness Measurement

• Establishes metrics, goals/success criteria, and milestones.
• Conducts post-launch analyses and implements lessons learned
• Establishes short-range and long-range improvement goals for own function, and under guidance, develops action plans to achieve those goals.
• Under guidance, reports measurement results in actionable form to management.

Customer Satisfaction

• Analyzes customer satisfaction inputs to assess trends in customer engagement, and incorporates trends into strategic planning.
• Able to segment customer satisfaction inputs by customer type to determine how the business is performing in engaging target customer markets.
• Creates a standardized way to track KPIs as well as a consistent method to report back to the business.
• Proposes updates and enhancements to the KPIs based of the analysis of metrics over time.

Business Analytics

• Provides marketing intelligence group with key objectives and inputs to drive customer insights.
• Documents performance criteria used for evaluating business trends and activities.
• Recognizes and assesses problems, opportunities and methods for improving existing business performance.

Other

• Delivers high quality results with passion, energy, and drive to met business priorities.
• Collaborates with cross-functional teams to build partnership to achieve business objectives.
• Demonstrates developing financial acumen.
• Effectively manages key relationships and work activity.
• May coach and mentor marketing personnel.

Education & special trainings:

• Bachelor’s degree required
• MBA preferred

International labor markets fill in local requirements

Qualifications & experience:

• 4+ years of work experience required
• 2+ years medical device or marketing experience preferred
• Excellent presentation and interpersonal communications skills
• Strong analytical and problem-solving skills
• Ability to manage multiple projects while delivering on established timelines
• Ability to be persuasive in the absence of organizational authority
• Must be able to understand and work within complex interdivisional procedures and policies
• Demonstrated proficiency in Microsoft Office (Excel, Word & PowerPoint)

Additional role-specific preferred technical qualifications (skills, tool proficiencies, etc.) may be added as deemed necessary by the local hiring manager.

Additional desired role-specific certifications may be added as deemed necessary by the local hiring manager.

Physical & mental requirements:

• Medium work: Exerting up to 50 pounds of force occasionally and/or up to 20 pounds of force constantly to move objects
• Coordination of eye, hand and foot movement with an ability to grasp by hand and meet cognitive demands to include visual and auditory discrimination / memory, reading ability and memory retention ability.
• Exercise discretion and independence when applying professional expertise
• Must be able to manage time, projects, stress and conflict
• Must possess strong interpersonal skills including written and oral communication
• Must be able to bring tasks through to completion with minimal supervision
• Must have the ability to prioritize work and keep detailed and confidential records
• Must be able to communicate / present to large groups of people
• Must possess unwavering ethics & integrity in a competitive and demanding work environment

Be sure to have them submit you as a referral prior to applying for this position. Learn more about our employee referral program at https://careers.stryker.com/referrals/