Head of Strategic Marketing Initiatives - Atlanta, GA

Job Summary:

The Head of Strategic Marketing Initiatives will be responsible for leading different strategic marketing and commercial initiatives such as reinforcing our GTM in existing channels (spinal cord centers & urology offices), investigating adjacencies (hospital, long term care, VA), driving market access projects (payer coverage, reimbursement for bowel products), coordinating digital initiatives (Navina mini). The Head of Strategic Marketing Initiatives will also be responsible for establishing diagnostic and recommendation and for proposing potential improvements to our current commercial GTM & processes.

Directly reporting to the Country Commercial Director US Wellspect, this key leadership role will be a permanent member of the US management team and a punctual member of the Global Commercial Team. The Head of Strategic Marketing Initiatives will lead a cross-functional team (marketing, sales, nurses, DME, digital, IT, regulatory, R&D, market access...) to develop and execute the different projects while supporting the product manager, the R&D & the clinical team during the product development phase.

Essential Duties & Responsibilities:

• Leads the cross-functional team (marketing, sales, nurses, DME, digital, IT, regulatory, R&D, market access...) and develop and implement commercial strategies (Go-To-Market // GTM)
• Drives market research, collect consumers' feedback and undertake pricing study with internal and external partners to inform and shape the appropriate GTM strategy.
• Provides directions to the R&D team for the concept development while leveraging internal and external market access and clinical teams to inform the recommendations.
• Partners with relevant Dentsply resources, IT and external vendors to build digital ecosystem and the right team (customer service, nurses, inside sales, territory manager…) to deliver the best customer experience and execute the commercial strategies
• Establishes and maintain strong relationships with key strategic partners to execute the commercial plans and further drive business opportunities to enhance market penetration
• Provides regular updates and reports to the executive leadership team on commercial performance, market trends, and competitive insights
• Stays abreast of industry trends, regulatory changes, and competitive dynamics to inform strategic decision-making and maintain a competitive edge in the market

Key Performance Measures:

• Market Share Expansion: Implement initiatives to increase market share in key markets and segments, continuously monitoring market dynamics and competitive landscape to capitalize on growth opportunities and enhance market position.
• Customer Acquisition and Retention Success: Drive efforts to acquire new customers and enhance customer retention through effective sales and marketing strategies, ensuring consistent growth in customer base and high levels of customer satisfaction and loyalty.
• Marketing ROI and Effectiveness: Direct the development and implementation of marketing programs and campaigns, measuring ROI and effectiveness in terms of lead generation, customer engagement, and brand awareness metrics.
• Sales Target Achievement: Provide strategic direction to the sales organization to achieve sales targets, drive sales growth, and maintain a healthy sales pipeline, leveraging sales analytics and performance metrics to optimize sales performance.
• Customer Satisfaction and Loyalty Enhancement: Focus on enhancing customer satisfaction levels and fostering customer loyalty through exceptional service delivery and relationship management, reflected in high customer satisfaction scores and positive Net Promoter Scores.

Skills:

• Deep knowledge of the medical device and homecare markets, with the ability to leverage market dynamics, customer insights, and competitive analysis to shape actionable commercial strategies.
• Proven expertise in developing and executing successful new product launch plans.
• Strong strategic and analytical skills, capable of turning data into actionable marketing and product strategies and converting them into effective tactical plans that deliver measurable results.
• Effective collaborator with cross-functional teams, driving commercial excellence through teamwork.
• Demonstrated leadership abilities, with a focus on inspiring and developing high-performing teams, fostering a culture of collaboration, accountability, and innovation.
• Experienced in strategic planning and execution, prioritizing initiatives, managing resources, and delivering results in a fast-paced environment.

Competencies:

• Commercial Acumen: A deep understanding of commercial operations, including sales, marketing, pricing, and distribution, and the ability to leverage this knowledge to drive revenue growth and market expansion.
• Strategic Thinking: The ability to think strategically and develop long-term plans that align with the company's overall objectives and market trends.
• Leadership: The ability to inspire and motivate teams to achieve their goals, provide direction and guidance, and foster a culture of collaboration and innovation.
• Decision-Making: The ability to make informed and timely decisions based on data and insights, considering the potential impact on the business and stakeholders.
• Communication: The ability to effectively communicate ideas, strategies, and expectations to internal and external stakeholders, including employees, customers, and partners.
• Change Management: The ability to lead and manage organizational change initiatives, including changes in strategy, structure, processes, and culture.
• Problem-Solving: The ability to identify and analyze complex problems, develop creative solutions, and implement action plans to address challenges and opportunities
• Relationship Building: The ability to build and maintain strong relationships with customers, partners, and colleagues, fostering trust, collaboration, and mutual respect.
• Results Orientation: The ability to set challenging goals, track progress, and drive performance to achieve measurable results, both individually and as a team.
• Adaptability: The ability to adapt to changing circumstances, priorities, and environments, and to remain flexible and resilient in the face of uncertainty.

Education Requirements:

• University graduate preferably marketing or business degree.
• MBA preferable

Experience Requirements:

• At least 5+ years of experience in global marketing and product management, with a focus on commercialization excellence, in medical device sector or pharmaceuticals.