EME Marketing Manager - Competition and Tenders

A family-owned company, bioMérieux has grown to become a world leader in the field of in vitro diagnostics. For 60 years and across the world, we have imagined and developed innovative diagnostics solutions to improve public health. Today, our teams are spread across 45 countries and serve 160 countries with the support of a large distribution network.
Come and join a family-owned global company with a long-term vision, and a human-centered culture.

Reporting to the EME Clinical Marketing VP, the EME Marketing Manager – Competition & Tenders will be responsible for providing local Sales and Marketing teams with the necessary knowledge and materials to proactively fight competition and increase our win rate in tenders. This role also works in close collaboration with our Regional/Global Commercial Capabilities & Performance team to ensure dissemination of knowledge and confidence from our field teams to convey the messages on the superior value of our solutions vs. competition, through training, coaching and role plays.

This position is open to any location in EME with travel expected (10-20%).

What will your responsibilities be within bioMérieux?
Competition:

• Map competitors from a product and solution perspective across all product lines (including Data & IT)
• Gather/estimate/calculate market share information (using IQVIA and EDMA data) and provide focused analysis on top 3 customers per solution: what is their commercial approach, their pricing strategy, their main tactics to fight bioMérieux based on facts gathered on the field (namely through tender documentation and customer main objections)
• Develop simple (1-pager) and actionable material to proactively defeat competition’s attacks and to challenge them on their weaknesses
• Serve as the point of contact to gather in a central repository the documents on competitive insights in EME
• Be the EME “subject matter expert” in company initiatives to represent the EME market perspective about competition
• Partner with Global Commercial Capabilities Performance to ensure efficient regular training, coaching, role playing of customer-facing teams to ensure confidence in defeating competition
• Partner with Global Marketing to share EME competitive landscape analysis

Tenders:

• Develop and maintain a central EME repository of documentation on competition’s answers to tenders including commercial offer, pricing, and how they win
• Based on tender documentation, update competitive material and train our teams to increase our win rate
• Partner with Global Commercial Capabilities Performance to improve our tender management practices (before tender, during, after)
• Partner with Global Marketing to ensure support to EME to address necessary evolutions of our commercial offer

Additional Responsibilities:

• Customer Insights: Partner with Global Marketing Market Research team to scope, follow-up and deploy results of market research projects
• Marketing Plan: Support Cluster Marketing Directors and subsidiaries Product Managers to build their Marketing Plan following the Marketing Plan 4 Impact framework, in alignment with Global guidance
• EME Clinical Marketing community: Animate the EME Clinical Marketing community (information sharing, best practices, identifying referents for segments / solutions… training, competencies)
   

Who are you?

• Graduate degree in Science and/or Marketing, with 5 years of experience in a business environment (healthcare industry, ideally IVD) Knowledge of bioMérieux competitors is a plus
• Strong business acumen, focused on pragmatic approach, able to adapt and learn quickly
• Ability to perform both qualitative and quantitative analysis (pricing analyses, market share estimates,…)
• Ability to prioritize information based on level of importance, and to communicate effectively on “top 3” important insights for our customer-facing teams
• Ability to support Global Commercial Capabilities Performance in training local teams
• Ability to handle priorities and deliver commitments on time (result and progress oriented)
• Team spirit and customer orientation; experienced in multicultural environment. Must thrive working cross-functionally in a matrix structure
• Demonstrate leadership through influence. Actively promote knowledge sharing with local teams
• Excellent communication and interpersonal skills with an aptitude for building strong relationships and “be at the service” mindset
• Fluent English is mandatory

bioMérieux welcomes applications from all individuals, regardless of race, national origin, gender, age, physical characteristics, social origin, disability, union membership, religion, family status, pregnancy, sexual orientation, gender identity, gender expression or any unlawful criterion under applicable law. We are committed to treating all applicants fairly and avoiding discrimination.