Olympus America Inc. Director, Marketing Upstream, ENT in Southborough, Massachusetts

Job Description

Southborough, MA - The Director, Upstream Marketing, ENT will create the vision and mission of OSTA’s ENT global business, develop and implement strategies and tactics focused on the successful commercial launch, penetration, and profitability of current and future products within the specialty of ENT. The incumbent will help lead the upstream marketing team in the identification of future business opportunities, identification of unmet customer needs, creation and commercial justification of a product road map, the development of user requirements based on Voice of Customer feedback and clinical knowledge, and the execution of global launch plans that successfully achieve revenue and profit targets. He/She will identify a comprehensive understanding of market needs, market trends, competitive forces, and disruptive technologies. The incumbent will be OSTA’s primary member of the Global Business Unit Strategy Committees for ENT and will develop the overall product and service strategies. Additionally, the incumbent will be an integral member of product development project meetings ensuring all products remain focused on customer needs and remain in alignment with the product road map. He/She is expected to forge strong partnerships with Healthcare Professionals within the worldwide ENT community, the Olympus worldwide Sales Business Centers (SBCs), Research and Development, International RA/QA, Manufacturing, Logistics, and Operations functions to establish long-term global business plans, with particular emphasis on market analysis, user requirements, product specifications, potentials for revenue, profit, and market share. These key metrics are used to decide on path for possible product commercialization as well as product lifecycle management. It is expected that the incumbent will independently develop a deep understanding of the market needs, market trends, competitive forces, and disruptive technologies. EOE Minorities/Females/Veterans/Disabled

Job Duties:

  • Maintain responsibility for OSTA’s entire product and service portfolios related to the specialties of ENT, and develop key strategies to serve all of the global markets including the North and South America, Europe (including Middle East and Africa), Japan, and all of Asia Pacific (Australia, India, China, Korea, and other Asian countries).

  • Lead and drive entire upstream marketing team to perform all key deliverables within the new product development process, ensuring that milestones are successfully accomplished to enable optimal product launches across all geographies.

  • Interact with other Manufacturing Business Centers to coordinate all global product road maps ensuring strategic fit, resource allocation, and alignment.

  • Through extensive external research, lead a team to create and champion New Product Proposals with corresponding clinical claims strategies that align with the portfolio strategy and road map.

  • Provide direction to R&D Discovery teams to ensure resource allocation is coordinated with business growth opportunities and customer requirements.

  • Lead Voice of Customer market research activities (i.e. surveys, prototype analysis, etc.) with Healthcare Professionals to gather critical details which will contribute to new product proposals.

  • Develop relationships with surgeon and clinician product champions.

  • Develop, implement, and support marketing advisory panels.

  • Lead global product launches from MBC, and supports Olympus’ global Sales Business Center’s for new product launch and effective commercialization.

  • Provide value proposition, product training materials, promotional material and additional supporting materials (i.e. clinical video, customer testimonials, etc) to support new product launch training classes.

  • Conduct performance studies by selecting beta sites for testing, evaluating and establishing test parameters and the procedures.

  • Compare the performance characteristics of Olympus products with those of competitive products.

  • Establish global pricing schemes, discounts, warranties, service level agreements.

  • Serve as OSTA representative on Business Unit Strategy meetings and projects for ENT.

  • Closely collaborate with the global ENT business unit and support long term strategy development and product roadmap definition.

  • Recruit, hire, train, motivate, and lead direct reports to deliver on key objectives consistent with annual business plan and corporate initiatives.

  • Arrange pre-clinical/simulation labs for the purpose of product testing/evaluation, including identifying surgeon investigators.

  • Support the R&D team in writing the lab protocols.

  • Manage improvements projects for existing products as required.

  • Closely collaborate with downstream marketing counterparts at worldwide Olympus sales business centers to track and evaluate product performance and sales after product launch.

  • Drive portfolio life cycle management for entire ENT business, determining transition to new products and termination strategies for legacy products to optimize business unit profitability.

  • Provide clear direction to International Regulatory Affairs team on registration prioritization for new and legacy products to support global sales initiatives and profit targets.

  • Support regulatory compliance as needed (510(k), PMA).

  • Monitor and evaluate the competition’s response to the new product introduction.

  • Initiate appropriate action to counter competitive activities.

  • Maintain expertise as the “product and clinical specialist” by attending procedures, courses, workshops, tradeshows, and staying abreast of industry changes and advancements.

  • Share experiences with internal organization by providing necessary and requested training and helping develop staff members.

  • Perform all other duties as directed.

Job Requirements:


  • Bachelor’s Degree is required, Master’s is preferred.

  • Minimum of 10 years of marketing experience is required

  • Minimum of 4 years of experience in medical device marketing or engineering is required.

  • Technical Marketing experience is preferred.

  • Clinical training and experience is preferred.

  • Strong leadership skills with proven ability to effectively manage people is necessary.

  • Strong organizational and team building skills are essential.

  • Must have ability to interact positively with clinicians, management, C-Suite and customers.

  • Must be able to interact positively with marketing, sales, engineering, regulatory, finance, legal, manufacturing, and operations teams.

  • Must possess strong clinical knowledge and aptitude; comfortable in working with physicians in an operating room and clinician office environment.

  • Strong technical aptitude; comfortable in working with engineers and other technicians is preferred.

  • Excellent communication skills, verbal and written, are necessary.

  • Aptitude and experience in selling concepts and interfacing with senior level management, internal and external, is essential.

  • Must be comfortable in presenting to groups; large and small.

  • Must have strong analytical skills; financial and strategic.

  • Aptitude to review and negotiate business agreements is necessary.

  • Project Management experience and skills are essential.

  • Must be team player and team leader that prides oneself on collaboration.

  • Must be self motivated, autonomous individual with track record of meeting deadlines and goals.

  • Strong Business to Business marketing skills are desired.

  • Must be able to travel up to 30%, both domestically and internationally.

Supervisor Responsibilities

  • Sr. Product Manager(s)

  • Product Manager(s)

  • Associate Product Manager(s)

  • Clinical Affairs Manager(s)

Auto req ID 2392BR

Posting Title Director, Marketing Upstream, ENT

Company URL Olympus Surgical Technology America at http://www.olympus-osta.com/

About Us Olympus Surgical Technology America is a dynamic medical device company whose vision is to anticipate the needs of surgeons through powerful see and treat procedure solutions that are safe, simple, cost efficient and produce the highest quality patient outcomes. Olympus Surgical Technology America is focused on Minimally Invasive procedures in Urology, Gynecology, General Surgery and ENT. Olympus Surgical Technology America believes its people are its greatest asset. We offer an environment that challenges everyone to grow, contribute, excel and share successes. Olympus Surgical Technology America is committed to creating a world class company with world class people. Olympus Surgical Technology America

Posting Locations Massachusetts, Southborough