Partners with Original Equipment Manufacturers (OEM’s) to leverage our product lines and market positioning with theirs to create mutually beneficial partnerships, ultimately enhancing patient care. Plans, organizes and controls product partnership solutions from the conceptual stages through the product life cycle to optimize profit and meet market needs. Negotiate advantageous OEM contracts with assistance from legal counsel as needed. Complete due diligence on prospective OEM partners, complete sales analysis, gather market intelligence, work with finance on pricing administration, and augment the line of products offered to ensure that CIVCO Radiotherapy remains the number one choice of medical providers. Increase CIVCO’s market share through strategic OEM partnerships to make a significant, positive impact on revenue. Provide strategic direction and partnership as a member of the executive leadership team for CIVCO Radiotherapy.
Key Duties and Responsibilities (Other duties may be assigned.)
Conduct all work with a high degree of professionalism and confidentiality.
Conduct market evaluations on products and obtain clinical feedback.
Stay abreast of technological advancements in the Radiation Oncology space.
Take the lead on contract negotiations with OEM’s to ensure terms meet the needs of CIVCO, there is a full and complete understanding by both parties of expectations, and that all impacted areas of the business are fully apprised of the contract obligations and requirements.
Develop strong business relationships with key OEMs and maintain these relationships to ensure mutual benefit to CIVCO and OEM partners.
Works closely with channel management to bring OEM partnership products through the development process and to B2B or Consumer market.
Work closely with the marketing team as appropriate for co-branded products to ensure appropriate launch strategy.
Work closely with Design Engineering Team, including one Design Engineer dedicated to OEM product development. May have dotted line management of this Design Engineer.
Work closely with Quality and Regulatory personnel to ensure all needed registration, documentation, and processes have been outlined prior to bring products to market.
Management of OEM partner products including participation in overall product strategy, research and development requirements.
Defining product objectives, product placement strategy and coordinates strategies to increase volume and fulfilling end-user needs through the Product Approval Form (PAF) and Product Development Process (PDP).
Identifies complementary products to fill product gaps. Collaboration with OEM’s, product development/engineering, manufacturing/operations and sales and marketing to develop and provide concise product definitions responsive to customer needs and market opportunities.
Review performance by product and customer to prepare plans to address identified gaps.
Analyzing product sales trends, identifying profitable vs. unprofitable product families including product transitions and end-of-life plans.
Establish strategies to maintain market position and enhance market penetration. Development of sales promotion concepts and sales aids to gain market share and combat competitive tactics.
Working with finance, develops comprehensive price structure for OEM partnership products, accounting for all costs, competitive conditions and margin requirements.
Develop long-term “value-added” strategies to maintain CIVCO Radiotherapy’s strong competitive position and ensure products meet or exceed customer expectations.
Supports relevant trade shows and user group forums.
Required Education, Experience and Certifications
Minimum of a Bachelor’s degree (BA) or Master’s degree (MBA) with 5 years relevant experience or minimum of an Associate’s degree with ten or more years’ relevant experience. Relevant experience is defined as working in medical devices (preferably radiation oncology) with extensive experience in Product Management, Product Development, and/or third-party Relationship Management.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Knowledge, Skills and Abilities
Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
Exceptional interpersonal relationship skills.
Strong written and oral communication skills; the ability to communicate information and ideas in writing, and speak clearly so others will understand.
Desire and ability to learn our products and those of our competition as well as understand the needs of our customers.
Highly organized with a strong self-structure to utilize time effectively.
Ability to effectively address varied audiences for product demonstrations, contract negotiations, market research, etc.
Keeping up-to-date technically and applying new knowledge to your job.
The ability to read and understand written instructions.
Computer skills including proficiency in Microsoft Office software, internet applications, SalesForce.com and InforXA/MAPICs software.
Knowledge of major uses/applications of Radiation Oncology products and processes.
The ability to problem solve complex issues and think strategically to enhance overall business objectives.
The ability to maintain expenses within allocated budget and delegated authority.
Maintain a valid driver’s license and adequate liability insurance.