Product Manager

Requistion ID: 77735 

1. Position Overview

1. Primary Objectives

• Responsible for growing sales and market penetration for an assigned product portfolio by undertaking market and competitive analysis to ensure pricing strategies position brands in the marketplace to optimize revenue and market share.

• Responsible for development of the ANZ marketing plan for the assigned product portfolio in collaboration with the relevant stakeholders.  

• Responsible for the tactical execution of the ANZ marketing plan for the assigned product portfolio.
• Responsible for all content relevant to the assigned product portfolio including but not limited to catalogues, brochures, advertising, presentations, training support, social media etc.

• Responsible for developing and executing the CE plan for the assigned product portfolio in collaboration with the Implants Leadership Team

• Responsible for developing and maintaining relationships with KOLs and dental practitioners in collaboration with the Implants Leadership Team and others to ensure objectives as set out in the CE plan are met.

• Responsible for providing direct product support to the sales team.
• Responsible for ensuring that the required knowledge levels with regards to our products are sound within the organisation and the market in general.

• Responsible for effectively managing inventory levels, minimising excess and obsolete stock (E&O) for assigned product portfolio in collaboration with the Operations team.

Market Penetration and sales growth

• Drives the development and execution of marketing plans and selling tools for respective product lines. This includes ensuring all content whether it be printed or in digital format is approved, adheres to the corporate brand guidelines and is in support of the growth plan.
• Analyse market data to identify key business drivers & growth opportunities. Undertake market and competitive analysis to ensure pricing strategies position brands in the marketplace to optimize revenue and market share.
• Tender preparation and involvement in the tender process to develop relationships that will enable Dentsply Sirona to become the preferred supplier.
• Provide competitive analysis on various companies’ market offerings, identify market trends, pricing/business models, sales and methods of operation.
• Effectively assess new product introduction offerings and successfully launch new products relevant to the Dentsply Sirona ANZ portfolio.

Clinical Education and KOL management

• Develop CE plan in conjunction with the relevant stakeholders
• Manage relationships from a CE perspective with KOL’s and dental professionals that deliver CE for Dentsply Sirona ensuring content is up to date, relevant and reflective of the ANZ marketing plan.

Sales Team Support

• Provide direct product support to the sales team, via co-calling with Sales Specialists in field as required.
• Monitor performance and identify areas for improvement, such as product knowledge or sales skills. Provide feedback to the Sales leaders and partner with them to address any opportunities for development.

Product Knowledge

• Ensure ongoing currency of functional knowledge via self-directed learning, proactive and effective involvement in training and development, and market research.
• Ensure ongoing currency of systems and procedure knowledge via self-directed learning and proactive and effective involvement in training and development.
• Ensure ongoing currency of product knowledge via proactive and effective involvement in training and development both as a participant and a presenter.
• Conduct appropriate internal and external market assessments to provide input into strategy development.
• Implement & co-ordinate local training and education programs.

Training & Education

• Ensuring a strong product knowledge of product portfolio and position of products in the market.
• Provide in-field product coaching to both internal and external stakeholders, as required.
• Partnering with Digital Implants and Training Specialist, ANZ to ensure Sales Representatives are suitably trained in the product range. This involves regular reviews of training material to ensure accurate and current content. It also involves delivering training in a variety of ways to ensure effective learning – this includes but is not limited to: face-to-face training, e-learning delivery, webinars etc.
• Responsible for the development, facilitation and evaluation of product training modules and achieving organisational training goals along with the Digital Implants and Training Specialist, ANZ
• Ensure ongoing currency of technical knowledge via self-directed learning and proactive involvement in training

Inventory management

• Work in collaboration with QARA team to develop/maintain robust complaints and product issue management processes (to ensure that product designs are suitable for the ANZ market, and customer complaints are resolved effectively and quickly).
• Proactively work with Operations team to manage inventory levels and minimise E&O for product portfolio.
• Proactively manage product portfolio to maximize key brands and eliminate brands no longer driving business and or without strategic purpose within portfolio.

• Work as part of a team, providing back up and support and sharing responsibility for completion of tasks as required.
• Provides support to Sales Teams to assist in achievement of sales and profit targets.
• Work closely with other Product Managers; Marketing Communications Manager, and Sales Leaders to leverage opportunities to expand Dentsply Sirona business and drive product related objectives.

• Work with cross functional teams across the business to deliver successful business outcomes.

Knowledge

• Ensure ongoing currency of functional and technical knowledge via self-directed learning and proactive involvement in training and personal research
• Ensure ongoing currency of systems and procedures via self-directed learning and proactive involvement in training as required

Health and Safety

• Adhere to all health and safety procedures and policies to ensure a safe working environment
• Proactively identify and report safety and health risks to ensure continuous improvement of occupational health and safety practices
• Wear all personal protective equipment as required
• Maintain awareness and understanding of internal safety procedures and adhere to these at all times
• Proactively report and manage safety issues

1. Position Dimensions

Number of positions reporting to this position is varied dependent on size and complexity of the region

• Number of direct reports; Nil
• Number of matrix reports; Nil

1. Decision Making Authority

• Within the relevant scope of functional and product responsibility as Product Manager
• Reviewing policies and procedures and making recommendations as required
• Purchasing as per authority matrix

1. Relationships

All Dentsply Sirona employees KOLs

Clients

External providers from time to time.

1. Experience and Qualifications

• Degree in business majoring in marketing or a science-related discipline (science, medical or pharmacy) highly desirable.
• Experience with a medical, pharmaceutical or specialist business to business brand essential.
• Demonstrated product management experience preferably in the healthcare or dental industry.
• Experience working cross-functionally and foster strong internal working relationships.
• Demonstrated record of effective collaboration with field sales.

1. Skills

• Advocates on behalf of the customer
• Values driven with an insistence on excellence
• Consistently meets Company standards, ethics and compliance requirements.
• Strong negotiation and influencing skills
• Results driven and strong analytical skills
• Excellent project management, planning and implementation skills
• Excellent communication skills – written, verbal and presentation
• Professional with proven ability to build appropriate relationships with key stakeholders
• Ability to convert marketing plans to action
• Accomplished presentation / facilitation/ training abilities.
• Ability to manage multiple priorities
• Ability to leverage available resources
• Professional with proven ability to build appropriate relationships with key stakeholders