Senior Manager / Director, New Market Development

8 - 10 years experience  •  Biotech/Pharma

Salary depends on experience
Posted on 11/01/17
Alachua, FL
8 - 10 years experience
Salary depends on experience
Posted on 11/01/17

AxoGen (AXGN) is a global leader in innovative surgical solutions for peripheral nerve injuries. AxoGen is focused on the science, development and commercialization of technologies for peripheral nerve regeneration and repair. Peripheral nerves provide the pathways for both motor and sensory signals throughout the body. Every day, people suffer traumatic injuries or undergo surgical procedures that impact the function of their peripheral nerves. Damage to a peripheral nerve can result in the loss of muscle or organ function, the loss of sensory feeling or the initiation of pain. Injuries to peripheral nerves can significantly impact the patient's quality of life.

AxoGen's portfolio of products includes Avance® Nerve Graft, an off-the-shelf processed human nerve allograft for bridging severed nerves without the comorbidities associated with a second surgical site, AxoGuard® Nerve Connector, a porcine submucosa extracellular matrix ("ECM") coaptation aid for tensionless repair of severed nerves, AxoGuard® Nerve Protector, a porcine submucosa ECM product used to wrap and protect injured peripheral nerves and reinforce the nerve reconstruction while preventing soft tissue attachments and Avive™ Soft Tissue Membrane, a minimally processed human umbilical cord membrane that may be used as a soft tissue covering to reduce inflammation and scar tissue formation. Along with these core surgical products, AxoGen also offers AxoTouch™ Two-Point Discriminator and AcroValTM Neurosensory & Motor Testing System. These evaluation and measurement tools assist healthcare professionals in detecting changes in sensation, assessing return of sensory, grip and pinch function, evaluating effective treatment interventions, and providing feedback to patients on nerve function. The AxoGen portfolio of products is available in the United States, Canada, the United Kingdom and several European and international countries.

AxoGen maintains its corporate offices in Alachua, Florida.

AxoGen provides a great work environment that includes a fast-paced innovative team with a strong commitment to restoring quality of life to patients with nerve injuries.

Job Summary

The New Market Development role is a key marketing position that will have responsibility for developing the growth strategy that focuses on establishing our technology as a standard of care by identifying and developing key drivers for adoption and penetration through reimbursement, behavioral change, practice guidelines and metrics, with a goal to grow the Company’s business through market penetration. Specifically, the successful candidate will be required to develop strategies for non-buying customers in current targets and new customers in new segments. Develop and maintain relationships with KOLs, maintain awareness of the competitive landscape, assume responsibility as the marketing team member on market expansion opportunities. New Markets will be defined as new indications, new institutional segments and new demographic segments. The position will report to the Vice President of Marketing.

Educational Requirements / Qualifications

  • Minimum of a bachelordegree. MBA is strongly preferred.
  • Minimum 8-10 years of demonstrated success and progressive experience in marketing and product management in the medical device, surgical implant or biotech industry.   Preference will be given to candidates with experience in developing new market opportunities with paradigm changing technologies.
  • Understand and influence the key stakeholders drivers for change - patient, surgeons, site of care and provider
  • Build and influence the economics of the procedure for all stakeholders
  • Create programs to lead change in the market; measure penetration into the potential market
  • Proactively leverage macro drivers of change in the market
  • Identify the key risk factors in the market and proactively address and reduce the risk
  • Able to assess the strategic drivers to influence a market and skilled at building data driven market models to value the market opportunity and costs to frame strategic recommendations
  • Ability to segment the market considering the surgeon, the referring physician and the patient type, identify and resolve drivers and barriers to adoption for each.
  • Technical and clinical experience. Understand and shape the technical nuances to build the appropriate clinical data for both clinical adoption and reimbursement.
  • Experience influencing care pathways and patient flow
  • Demonstrated experience moving from innovators and early adopters across the chasm to the early majority.  Clear understanding of the drivers of the different segments of adopters
  • Able to make decisions in the face of imperfect data and create performance measures to “course correct” as the market moves
  • Able to enroll others in a vision and strategic plan, influence and effectively implement
  • Experience designing and executing market research
  • Proven track record of building and maintaining Key Opinion Leader relationships
  • Strong process orientation in the development of product management and product development processes
  • Orientation towards delivering on goals and being part of fast-moving, collaborative team
  • Ability to manage multiple priorities in fast-paced environment
  • Ability to collaborate, influence and work with others in a dynamic, matrix environment
  • Must demonstrate strong interpersonal and communication skills with various levels of management and demonstrate the ability to manage differences and needs between multiple stakeholders.
  • Willing and able to travel domestically, up to 35% of the time to respond to the needs of the customers and organization.

Job Responsibilities: The specific duties of the New Market Development role include but are not limited to

  • Become the owner and internal advocate for the companies New Market strategy
  • Conduct market research to assess, define and measure progress in new key market segments
  • Establish practice or technique guidelines in a procedure which became a standard of care with support from societies.
  • Demonstrated ability to create market differentiation which establishes barriers to “me too” followers in the market.
  • Develop and communicate a compelling strategy and thorough understanding of the customer, channel and competitive environment.
  • Develop market segmentation, targeting, positioning, key messaging and competitive analysis
  • Develop and execute marketing communications including sales collateral creation, company website, conference and educationevents
  • Partner with sales leadership to understand market feedback and field training/messaging needs and deliver solutions
  • Work directly with thought leaders to assess the clinical and technology needs of the new segment or customer and the underlying broadly held assumptions
  • Develop market segmentation, targeting, positioning, key messaging and competitive analysis
  • Develop and execute marketing communications including sales collateral creation, company website, conference and educationevents
Not the right job?
Join Ladders to find it.
With a free Ladders account, you can find the best jobs for you and be found by over 20,0000 recruiters.