Director Marketing, Respiratory Health (Medical Device Commercial Downstream) at HillRom in Remote
THE ROLE:
Located in St. Paul, MN the Respiratory Health Division, part of Hillrom's Front Line Care business unit, offers products including airway clearance, mobile non-invasive ventilation and oscillation and lung expansion therapies targeted at respiratory diseases. These therapies are now prescribed by more than 14,000 physicians nationwide for more than 80,000 patients. When a physician prescribes any of Hillrom respiratory therapies for home use, our Patient Care Organization reaches out to each patient to explain the benefits of the therapy, manages insurance paperwork, reaches out to the healthcare provider as necessary, manages equipment delivery to the patient's home, coordinates the deployment of clinical personnel to train and set up each patient at home, and oversees the patient satisfaction and compliance with Hillrom's therapies. The Respiratory Health Division offers products including airway clearance, mobile non-invasive ventilation and oscillation and lung expansion therapies targeted at respiratory diseases. Market-leading The Vest and Monarch Airway Clearance Systems mobilize secretions in children and adults with chronic respiratory conditions. These therapies revolutionized care for COPD, neuromuscular and cystic fibrosis patients. They are now prescribed by more than 14,000 pulmonologists and health care providers nationwide, serving more than 150,000 patients. New, innovative mobile non-invasive technology, Life2000 Ventilation, allows COPD patients to enjoy a more fulfilling, active life. Launch of the Volara System in 2020 expanded the ability to deliver lung expansion, secretion clearance and aerosol in a single integrated therapy to hospitalized patients, as well as to chronic lung patients at home. Evidence backs these therapies for clinical outcomes and health economic benefits. The Director of Marketing is critical to commercial strategy development across the product categories and successful launch execution. S/he develops and implements strategy across product portfolio and assures alignment to corporate strategy. This role will oversee execution for two different business models, market behaviors and call points:
1) Acute care capital sales and disposables utilization in hospitals across multiple clinical applications, 2) Home care patient prescriptions by pulmonologists, serving the clinical needs of chronic patients as a third-party provider of therapy. REPORTING STRUCTURE:
The Director Commercial Marketing, Respiratory Health reports into the Executive Director of Marketing, Respiratory Health. This position is new to the organization and will have 5 direct reports and a total of 7 staff of Product Managers, Marketing Communications, Clinical Education and Marketing Managers focused on commercial marketing and on-market product management. S/he will regularly interact and collaborate with many levels of the organization including senior executives, sales leadership, SBU leadership, CMO, global and regional marketing, digital marketing, marketing communications, medical affairs team, R&D, third-party billing, operations and quality, finance, market access, patient and customer operations, operations, service. ESSENTIAL DUTIES AND
Responsibilities:
o Provide leadership to continuously refine and execute a plan for substantial and profitable growth while leading commercial and collaborating with upstream marketing across the entire Respiratory Health business in acute care and home care markets. o Leads the overall commercial strategy including identification of organic growth opportunities within the market dynamics and competitive environment in collaboration with sales, finance and business leadership to achieve robust revenue and share growth in the US market . o Drives market development opportunities by implementing valuable marketing, KOL and clinical strategies o Harnesses the corporate Digital Center of Excellence to build robust digital marketing programs and results. o Positions target categories to achieve a #1 or #2 market position working closely with upstream marketing to ensure the launch and marketing strategy meets the needs of the market. o Serves as a subject matter expert for commercial category execution and prioritizes areas of focus. Stays in tune with any market forces or business drivers that would be influential to growth. o Develop the annual operation plan (AOP) in collaboration with global business unit (GBU) leadership, sales, sales operations, training, marcom and third-party billing, operations and upstream marketing to ensure appropriate focus, targeting, tracking, and supply for delivery of the revenue. o Ensure new product introductions have strong go to market (GTM) strategies. o Strengths in forecasting and modeling. o Partner with global supply chain to forecast demand, identify safety stock needs, and manage transitions between end of life (EOL) and next generation products. o Develop evidence-based market adoption strategies for key product categories. o Establish clinical and health economic evidence strategy, identifying claims, target audiences, customer needs, reimbursement drivers and the relevant comparative standard of care to influence clinical behavior and develop the market. o Determine continuing education strategy and content necessary to build competence in the clinicians delivering therapy to patients in the hospital setting. o Establishes and assures adherence to budgets, schedules, and workplans. o Creates formal and informal networks with cross functional colleagues and decision makers; persuades key stakeholders to take action when needed. o Ability to travel minimum 25%. If located outside of the Twin Cities area, travel demand will be greater to accommodate working from St. Paul office approximately 1 week per month. LOCATION:
The role is located at our St. Paul, MN facility. Consideration will also be given for remote/virtual work from any US location. Hillrom's hybrid work model enables employees to determine with their managers which days they can work remotely. It's just one of the many ways Hillrom's culture fosters quicker decisions, collaboration, connectivity, career development and work-life balance. Qualifications EDUCATION AND
Experience:
o Bachelor's degree is required; MBA strongly preferred. o 10
years with a background in medical device or related healthcare industry commercial marketing including strategy and campaign development and product launches required. oTeam leadership experience preferred. o Experience with internal processes and complex projects demonstrating the ability to establish category leadership with robust commercial strategy and aligned sales execution strongly preferred. o Strong business acumen and detailed knowledge of upstream/downstream marketing, sales, operations, regulatory, clinical, NPD, and marketing communications processes. o Ability to work effectively cross-functionally. o Demonstrated success driving revenue and maximizing company profits. o Exceptional leadership skills with the ability to influence key decision makers and motivate a team. o Excellent presentation and communication skills, analytical skills, enthusiasm and an orientation to action and problem solving, focus on the customer and their needs.
Salary Range:
$200K -- $250K
Minimum Qualification
Marketing Research & AnalysisEstimated Salary: $20 to $28 per hour based on qualifications.
Located in St. Paul, MN the Respiratory Health Division, part of Hillrom's Front Line Care business unit, offers products including airway clearance, mobile non-invasive ventilation and oscillation and lung expansion therapies targeted at respiratory diseases. These therapies are now prescribed by more than 14,000 physicians nationwide for more than 80,000 patients. When a physician prescribes any of Hillrom respiratory therapies for home use, our Patient Care Organization reaches out to each patient to explain the benefits of the therapy, manages insurance paperwork, reaches out to the healthcare provider as necessary, manages equipment delivery to the patient's home, coordinates the deployment of clinical personnel to train and set up each patient at home, and oversees the patient satisfaction and compliance with Hillrom's therapies. The Respiratory Health Division offers products including airway clearance, mobile non-invasive ventilation and oscillation and lung expansion therapies targeted at respiratory diseases. Market-leading The Vest and Monarch Airway Clearance Systems mobilize secretions in children and adults with chronic respiratory conditions. These therapies revolutionized care for COPD, neuromuscular and cystic fibrosis patients. They are now prescribed by more than 14,000 pulmonologists and health care providers nationwide, serving more than 150,000 patients. New, innovative mobile non-invasive technology, Life2000 Ventilation, allows COPD patients to enjoy a more fulfilling, active life. Launch of the Volara System in 2020 expanded the ability to deliver lung expansion, secretion clearance and aerosol in a single integrated therapy to hospitalized patients, as well as to chronic lung patients at home. Evidence backs these therapies for clinical outcomes and health economic benefits. The Director of Marketing is critical to commercial strategy development across the product categories and successful launch execution. S/he develops and implements strategy across product portfolio and assures alignment to corporate strategy. This role will oversee execution for two different business models, market behaviors and call points:
1) Acute care capital sales and disposables utilization in hospitals across multiple clinical applications, 2) Home care patient prescriptions by pulmonologists, serving the clinical needs of chronic patients as a third-party provider of therapy. REPORTING STRUCTURE:
The Director Commercial Marketing, Respiratory Health reports into the Executive Director of Marketing, Respiratory Health. This position is new to the organization and will have 5 direct reports and a total of 7 staff of Product Managers, Marketing Communications, Clinical Education and Marketing Managers focused on commercial marketing and on-market product management. S/he will regularly interact and collaborate with many levels of the organization including senior executives, sales leadership, SBU leadership, CMO, global and regional marketing, digital marketing, marketing communications, medical affairs team, R&D, third-party billing, operations and quality, finance, market access, patient and customer operations, operations, service. ESSENTIAL DUTIES AND
Responsibilities:
o Provide leadership to continuously refine and execute a plan for substantial and profitable growth while leading commercial and collaborating with upstream marketing across the entire Respiratory Health business in acute care and home care markets. o Leads the overall commercial strategy including identification of organic growth opportunities within the market dynamics and competitive environment in collaboration with sales, finance and business leadership to achieve robust revenue and share growth in the US market . o Drives market development opportunities by implementing valuable marketing, KOL and clinical strategies o Harnesses the corporate Digital Center of Excellence to build robust digital marketing programs and results. o Positions target categories to achieve a #1 or #2 market position working closely with upstream marketing to ensure the launch and marketing strategy meets the needs of the market. o Serves as a subject matter expert for commercial category execution and prioritizes areas of focus. Stays in tune with any market forces or business drivers that would be influential to growth. o Develop the annual operation plan (AOP) in collaboration with global business unit (GBU) leadership, sales, sales operations, training, marcom and third-party billing, operations and upstream marketing to ensure appropriate focus, targeting, tracking, and supply for delivery of the revenue. o Ensure new product introductions have strong go to market (GTM) strategies. o Strengths in forecasting and modeling. o Partner with global supply chain to forecast demand, identify safety stock needs, and manage transitions between end of life (EOL) and next generation products. o Develop evidence-based market adoption strategies for key product categories. o Establish clinical and health economic evidence strategy, identifying claims, target audiences, customer needs, reimbursement drivers and the relevant comparative standard of care to influence clinical behavior and develop the market. o Determine continuing education strategy and content necessary to build competence in the clinicians delivering therapy to patients in the hospital setting. o Establishes and assures adherence to budgets, schedules, and workplans. o Creates formal and informal networks with cross functional colleagues and decision makers; persuades key stakeholders to take action when needed. o Ability to travel minimum 25%. If located outside of the Twin Cities area, travel demand will be greater to accommodate working from St. Paul office approximately 1 week per month. LOCATION:
The role is located at our St. Paul, MN facility. Consideration will also be given for remote/virtual work from any US location. Hillrom's hybrid work model enables employees to determine with their managers which days they can work remotely. It's just one of the many ways Hillrom's culture fosters quicker decisions, collaboration, connectivity, career development and work-life balance. Qualifications EDUCATION AND
Experience:
o Bachelor's degree is required; MBA strongly preferred. o 10
years with a background in medical device or related healthcare industry commercial marketing including strategy and campaign development and product launches required. oTeam leadership experience preferred. o Experience with internal processes and complex projects demonstrating the ability to establish category leadership with robust commercial strategy and aligned sales execution strongly preferred. o Strong business acumen and detailed knowledge of upstream/downstream marketing, sales, operations, regulatory, clinical, NPD, and marketing communications processes. o Ability to work effectively cross-functionally. o Demonstrated success driving revenue and maximizing company profits. o Exceptional leadership skills with the ability to influence key decision makers and motivate a team. o Excellent presentation and communication skills, analytical skills, enthusiasm and an orientation to action and problem solving, focus on the customer and their needs.
Salary Range:
$200K -- $250K
Minimum Qualification
Marketing Research & AnalysisEstimated Salary: $20 to $28 per hour based on qualifications.
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