Market Leader - New and Expanding Practices

Hu-Friedy Manufacturing Company is the Chicago-based leading manufacturer of precision dental instruments. We have a current opening for a Market Leader - New and Expanding Practices.

The Market Leader - New and Expanding Practices manages the business unit’s existing product categories on a worldwide basis to ensure continued growth, profitability, and favor among dental professionals. This includes strategic planning, in depth product knowledge, product planning, promotional development, line expansion (product development), forecasting, competitive product comparison, and financial analysis. The position focuses on both tactical and strategic initiatives. The Market Leader in coordination with the Business Unit Manger will help define strategic direction of the business unit and implement the tactical plans


Duties and Responsibilities:

Duties and responsibilities noted with an asterisk (*) are considered to be essential functions of the position.

Determines customers’ needs and desires by meeting with and compiling research needed to obtain market information.

Creates promotional materials in coordination with marketing communications by supporting the design and composition of letters, brochures and other tactical marketing materials for both the dealer network and end-users.

Brings new programs to market or supports current programs by analyzing sales, preparing return on investment analysis, establishing time lines, etc.

Creates, modifies and presents sales presentations and tools to dealer partners and end-users.

Resolves customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management in coordination with quality, engineering and regulatory.

Help define strategic direction and implement the strategic business unit plan in coordination with Business Unit Manager..

Responsible for tactical sales plans, product line expansion (new product development), support programs, pricing analysis, margin analysis, interacting with and supporting the sales team.

Obtain full knowledge of product production processes, cost drivers, and end-user requirements.

Strategically build relationships with key thought leaders, potential alliance partners, co-marketing agreements or joint ventures designed to increase and expand Hu-Friedy product offering and market penetration.

Training material development and training of Sales, Dealers and Customer Service individuals (updates and improvements to existing new hire product training, customer training, etc.).

Participate in business development discussions with potential industry partners and suppliers to expand both the product line and market penetration.

Monitor and drive process improvements including both financial and process flow within the organization.

Share knowledge of instrument management systems and infection control with others.

Monitor product sales, unit sales by product line and by key customers.

Develop/increase self knowledge of the Hu-Friedy dealer distribution channel, the business practices of dealer management, dealer inventory management, dealer promotion strategy and the fit of IMS in their business plans.

Identify gaps in Hu-Friedy product offerings, opportunities for improvement, opportunities for co-promotions and bundling.

Answer sales questions that cannot be addressed by Customer Service. Help ensure that information needed for Customer Service to answer questions is available on systems that meet the requirements of the user.

Have and share comprehensive technical knowledge of competitive products and their pricing/promotions.

Forecast annual needs, quarterly updates for assigned product groups.

Develop annual price list material including executing price data input and proofing; lead price list production (as assigned).

Create and maintain competitive product cross-references.

Customer support and upgrade support for Ubuild quoting and ordering system.

Know and follow ISO/CE requirements.

Develop/increase depth of self knowledge of Hu-Friedy operation systems (order entry, production, and distribution information systems).

Other duties as assigned.
REQUIREMENTS
Job Specifications:

Knowledge, Skills and Abilities (i.e. minimum education, years of experience, etc)

College degree in marketing or equivalent experience in product marketing/sales within a distribution channel business. MBA preferred.

A minimum of three years experience in marketing or related business discipline (dental or medical) within a dealer distribution channel.

Business savvy and operations knowledge/experience important. .

Excellent written and oral communication skills, exceptional listening skills.

Computer literate; especially spreadsheets, databases, and presentation software.
plus communications tools such as E:Mail, Internet, Lotus Notes, fax systems, etc

Excellent team player/leader as demonstrated by prior performance.

High energy, creative, positive, and professional business style.

Demonstrated skill at multi-tasking with skill and resourcefulness.

Demonstrated skill at getting work done through others in non-reporting relationships.

The ability to travel approximately 20% both domestic and international.

Excellent presentation skills for both internal and external audiences.

Proven Self- Starter