Market Development Specialist

Hiring Manager: Catherine Anne Bell
Recruiter: Aislinn Roche

ABOUT THE ROLE 

The Market Development Specialist – Rhythm Management (MDS) is a field-based marketing role working closely with sales, product management and marketing to help drive growth and expansion of our Rhythm Management portfolio through strategic market analysis, business development, and customer engagement. 

This role combines market insights, identification and exploration of new business opportunities and pathways to clinical adoption of Boston Scientific’s Rhythm Management portfolio. The MDS will engage with KOLs and other critical stakeholders to develop a deep understanding of the clinical and operational challenges faced by healthcare providers (both economic buyer and payer), using this knowledge to shape product positioning, messaging, and promotional activities that enhance the referring physician pathway and increase patient awareness of disease states and treatment options as part of a broader go to market strategy aligned to customer needs. 

The successful candidate will have a strong understanding of the medical device landscape, coupled with the ability to build and nurture relationships that translate into tangible business outcomes. 

WHAT WILL YOU BE RESPONSIBLE FOR? 

• Pre-launch market assessment: partner with Product Marketing to gather Key Opinion Leader (KOL) feedback, validate assumptions and support the definition of customer targeting, segmentation, and message definition. Identify and define requirements for market development programs to support the introduction of new technologies 
• Pre-launch market conditioning: engage KOLs in pre-launch activities (may include participation in advisory boards, pre-launch product evaluations, collection of specific voice of customer feedback, preparation and delivery of sales force training activities in partnership with RM education team). Support the commercial planning process 
• Market activation: to collaborate with commercial organisation in early-stage (and full) launch execution (may include supporting the development of sales force knowledge, mobilisation of KOLs to drive product awareness (eg. live case meetings, case studies), develop and support customer education plans 
• KOL engagement: identify, engage, and cultivate relationships with KOLs, develop a strategic KOL engagement plan and leverage KOL relationships to gain insights into emerging trends, unmet clinical needs, and opportunities for product innovation and differentiation 
• Market Analysis & Strategy Development: Conduct market research to identify new market trends, opportunities, and identify/assess potential risks; Develop and execute strategic plans to penetrate new markets and expand the company's market share; Identify key competitors and assess their strengths and weaknesses to refine the company's go-to-market strategy; Assess barriers to adoption for clinicians, patients, referrers and economic buyers 
• Business Development: Establish and cultivate relationships with key stakeholders including KOL’s, fellows, procurement, healthcare payers; Develop and implement business development initiatives to drive revenue growth and brand recognition in new and existing accounts; Lead efforts to identify and secure partnerships, joint ventures, or alliances to support market expansion inclusive of internal (e.g. cross-divisional) and external partnerships 
• Product Launch and Sales Support: Collaborate with product management to ensure go to market strategy meets customer’s needs; Support product launch strategies, including sales training, marketing campaigns, and promotional activities in partnership with leading functions; Support the sales team with market insights, competitive analysis, and product positioning to help close deals 
• Customer and Market Feedback: Gather customer feedback and market insights to inform future business direction; Provide recommendations to senior leadership regarding market opportunities, pricing strategies, and product positioning based on market intelligence 
• Forecasting and Reporting: Provide market intel on current and future trends to ensure accurate forecasts for market demand, sales volumes, and growth opportunities; Provide supporting analysis for annual operating plan 
• In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy and all other documented quality processes and procedures 
• Develop an understanding of operational challenges in healthcare system and work with HEGA, corporate accounts and marketing to identify potential solutions 
• Identify barriers and solutions to increase patient disease awareness and referring physician pathways for earlier treatment 
• Work with product marketing and sales to ensure go to market strategy is aligned to customer needs and offer solutions where not aligned. 

KEY COMPETENCIES REQUIRED FOR SUCCESS 

Strategic Thinking 

• Demonstrates understanding of mission, vision and strategies for business unit. Maintains the overall big picture of the business and its interrelationships 

Business Acumen 

• Uses business and financial knowledge in decision making and when taking action on behalf of the organisations. Demonstrates understanding of fundamental principles and drivers of business performance. 

Analysis 

• Analyses problems and opportunities and their impact on outcomes. Takes fact-based and stakeholder information into account to make sound decisions. 

Customer Focus 

• Identifies internal/external customer needs and ensures the effective delivery of high quality solutions, products and services that meet or exceed customer expectations 

Communication 

• Communicates effectively one on one and in groups. Openly shares knowledge and expertise. Listens actively and contributes to the open expression of ideas and opinions. 

Collaboration 

• Works effectively with others across the team to achieve goals. Demonstrates proficient communication and partnership in interactions with others. 

SKILLS AND QUALIFICATIONS 

• Sales and marketing experience 
• Minimum of 8 years’ experience in medical device industry 
• Rhythm Management experience 
• Experience developing and implementing programs to grow the business 
• Experience working across cross-functional teams 
• Relationship building experience 
• Key opinion leader management experience 
• Must be detailed-oriented and proven ability to be organised 
• Ability to build/create immediate rapport 
• Solid verbal, written and presentation skills 
• Excellent planning and analytical skills 
• Self-driven and able to work independently as well as part of a team 
• Ability to undertake regular domestic travel 
• Digital marketing management experience (desirable) 
• Experience developing disease awareness programs (desirable) 
• Experience with physician referral pathways (desirable) 
• Commercial planning experience (go to market strategies) (desirable) 
• Reimbursement landscape knowledge (desirable) 
   

Requisition ID: 594196