• Job Description

  Req#: MGRMA005095

  Purpose of the position

  The Market Segment Manager (Medical) acts as the leader of initiatives to profitably grow Messer’s business in Canada in the Medical Market Segment. This role is primarily responsible for the development and execution of marketing strategies for the Medical Market Segment.

  Principal Responsibilities

  MARKET SEGMENT STRATEGY AND EXECUTION

  • Deliver leading edge long-term, medium-term and short-term business strategies to achieve sales and profit objectives of the medical segment in line with Messer’s long term growth strategies.
  • Track market information for the Medical Segment. Identify relevant industry and market trends and formulate plans to take advantage of them to achieve business growth.
  • Design and execute Sales Campaigns to grow the Market Segment.
  • Develop market segment specific Product and Service Offerings (PSO’s), and commercialization plans with the Sales Team to ensure effective implementation.
  • Act as a liaison and “expert” for the Sales Team on the Medical Market applications.
  • Actively support and comply with global, national, and regional business initiatives related to the Medical Market Segment
  • Understand the portfolio of Medical Applications in Messer globally and identifies opportunities to grow in Canada by bringing these applications to Canada.
  • Work collaboratively with other Market Segment leaders where there is overlap in the customer base or product line.
  • Develop channel specific plans and offers that deliver customer value.
  • Determine whether the Segment Plans are feasible within the capabilities of the organization and/or any changes that would need to be made.
  • Determine the need for any CAPEX investments for the Segment and develop the business case to justify the investment.

  PRODUCT MANAGEMENT

  • Manage Pricing Strategy and costing for the Product Portfolio ensuring optimized margins and competitive market pricing.
  • Ability to effectively manage the complex regulatory requirements associated with selling Medical Products – both gases and equipment – in the Canadian market.
  • Manage the product mix to ensure sustainable sales and profit growth including, portfolio optimization/rationalization.
  • Identify new products and offerings for customers in the Market Segment
  • Product management analytics, processes, and tools.
  • Identify need for branding, trademarks and works with Legal on any trademark submissions.
  • Manage high inflation or force majeure pricing/allocation processes if needed.

  KEY CUSTOMER/MARKET INFORMATION AND RELATIONSHIPS

  • Responsibilities for managing key customers - especially for the MRI market -and may include contract negotiations and renewals, pricing, A/R, quality or non-conformance, growth initiatives.
  • Track trends at key customers and analysis of competitive market trends.
  • Participate in key trade events -Trade associations and trade shows - representing Messer.
  • Understand buying processes in the medical markets and may participate in large bid preparation.

  SAFETY AND PRODUCT STEWARDSHIP

  • Provide visible leadership for safety initiatives and ensure a safe working culture is entrenched within the business, complying with safety and security standards and regulations.
  • Interact with Regulatory bodies as required representing Messer.
  • Ensure that all processes and procedures are in place for managing the sale of products to medical customers including pharmacovigilance, regulatory compliance, etc.
  • Ensure that all products and processes related to the Medical Market Segment portfolio can be used safely.
  • Understand the SHEQ issues specific to the Market Segment at Messer and at the customer.
  • Identify and review all Product Stewardship processes related to customer usage of the products and processes related to the Market Segment.
  • Ensure all products and processes related to the Market Segment meet all regulatory requirements and Messer SHEQ standards.
  • Prepare government submissions as required.

  COMMUNICATIONS & E-BUSINESS

  • Develop and implement an internal communication and training strategy for the Medical Market Segment.
  • Develop the company’s external social media, advertising, direct mail and web presence messaging for the Medical Market Segment and work with Marketing Communications to implement programs.
  • Develop the Sales and Technical materials needed to support the Segment with Marketing Communications.
  • Ensures WebShop has correct information for products in the Market Segment portfolio and appropriate Stewardship processes.

  PRODUCTIVITY

  • Identify opportunities for productivity/cost savings within the scope of the Market Segment including but not limited to inventory levels, rental and service charges.
  • Lead the implementation of Productivity improvement projects in the Market Segment.

  KEY SUPPLIER RELATIONSHIPS

  • Work with Purchasing to manage key Supplier Relationships including Pricing, Supply issues, rebates, contracts.
  • Manage relationship with vendor for Liquid He supply.
  • Maintain relationship with Vendors through various meetings or discussions. Take part in regular reviews, pricing, and rebates negotiations with vendors and establish a strategy for Major Vendors by working closely with Procurement team.

  SALES TEAM (INCL CUSTOMER SERVICE & RETAIL)

  • Work closely with the sales team; enabling them to meet their commercial objectives by providing the appropriate tools, materials, training, and presentations.
  • Work collaboratively with Sales Managers, Retail Managers and Customer Service.
  • Develop strategy to support Specialists to achieve a sustainable collaboration with the Sales Team.
  • Provide leads to the Sales Team for the Market Segment.
    
    

  OPERATIONS, FINANCE, PURCHASING, ANALYTICS, IT, LEGAL, REGULATORY

  • Work collaboratively with Operations, Supply Chain, etc.
  • Work with Operations to identify and resolve quality problems or customer complaints.

  PEOPLE MANAGEMENT

  • Ensure appraisals and IDP’s (Individual Development Plans) are produced and actioned for all team members.
  • Lead, performance manage, coach and motivate team members.
  • Ensure team members understand specific accountabilities and are provided with feedback and support where required.
  • Implement the KPIs for the team which are in line with Business and safety objectives, and marketing plans, to measure and manage Team’s success effectively.

  OTHER

  • Consistently demonstrate leadership in core values.

  Key Interfaces:

  Sales, Marketing Communications, Operations, Supply Chain, Retail ,Analytical Team, Procurement, ebusiness teams. Marketing Communications, IT, E-Business

  Applicable Competencies: Understanding of the Medical Market for gases and buying practices-Critical; Strong understanding of Medical Market Regulations in Canada-Critical; Business Acumen: Required- Change Leadership: Required- , Cross-Cultural Communication & Collaboration: Critical- Decision Making and Execution: Required, - Employee Development & Empowerment: Required,- Functional & Technical Competence: Required,- Negotiation & Conflict Resolution: Critical, - Process and Project and Risk Management: Required- Strategic Thinking and Delivery: Critical, Visible Leadership : Required

  Requirements:

  • Bachelor’s Degree in a related field required. MBA preferred, but not required
  • 7-10 years progressive experience managing business-to-business markets and market segments; minimum of 5 years experience in medical gas markets, marketing experience strongly preferred. Experience in selling gases into medical markets and the regulations required to do so.
  • 3-5 years demonstrated experience working with business to business market segmentation; experience and familiarity with developing new segmentation models helpful.

  Develop a culture of continuous improvement in data integrity, customer focus, safety & sustainability, digital customer relationships.

  Join us and you will be part of a company that values and supports your career. We offer competitive pay and benefits, with set schedules, steady work and opportunities for ongoing training and career progression.

  Together we value innovation, efficiency and flexibility. Putting safety first, working with integrity and respect, we encourage everyone to find solutions for success. That means for our customers and for our colleagues. This makes us a great place to build a career where your skills are valued and developed.

  Apply today @ Messer Careers

• About the company

  Messer is the largest privately held industrial gas business in the world, and a leading industrial and medical gas company in North and South America. Messer offers over 120 years of expertise in industrial, medical, specialty, and electronic gases an...

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