Senior Manager, Product and Solutions

Overall Purpose Of The Job

The Product and Solutions (P&S) Senior Manager for North America will be the Product Owner for the Consulting and Medical Services (MS) products and solutions targeted at the North America market with the primary responsibility of enabling the delivery of the Consulting and Medical Services P&S agenda and various initiatives to foster business growth. Specifically, this position will:

Lead the end-to-end process from ideation to product launch. This is very much a hybrid between a P&S Senior Manager and a Marketing Manager. The ability to understand and communicate concepts in both verbal and in written format is critical.
 

Develop sales strategies for the different delivery channels (practices and regions).

Introduce a robust process for assessing new products and solutions concepts to meet Clients' evolving needs and managing the development of these concepts to the final market launch. This includes identifying a market need, researching the competition, ideating a solution, developing a product roadmap, and building a minimum viable product (MVP).

Support the sales execution by leveraging existing market sales teams and engaging directly with clients as may be required.

The incumbent will work closely with the Practice Directors, Medical, Sales, Marketing, and management leadership and teams in North America (Medical Services & H3S), as well as with the Medical Services HQ Product and Solutions leadership and teams to ensure we leverage best practices and ensure the infrastructure, and capability are in place to manage the Consulting and Medical Services Product portfolios effectively.

This is a shared role 50/50 between Medical Services North America and International SOS Consulting, Americas. With respect to Consulting, whilst the role is North American focused, any best practices will be shared with the Consulting leadership in Europe.

The scope of the role requires extensive international and cross-cultural work with some travel.
 

Key Responsibilities

Product and Solutions Management

•    Work with SMEs and other team members to develop a pipeline of solutions with a clear goal of launching a set of new solutions per year.
•    Provide thought leadership for existing and new products and coordinate the product initiatives in line with and integrated into the overall Consulting and Medical Services strategy.
•    Provide continuous assessment and innovation for developing new products and business opportunities, particularly within the consultancy practices.
•    Define the product strategy, approach, and positioning with clients/segments worldwide, including product marketing, branding, pricing, and product management.
•    Create and manage product sales collaterals, market communications, and standardized documentation (by applying the productization methodology) to ensure proper delivery.
•    Support product training to ensure that business development, medical and operations team members are trained in Medical Services positioning, value propositions, key features and ‘rules of engagement’.
•    Develop and manage pricing models to support the pricing of new Products. 
•    Develop and propose Group pricing strategy for Products and manage consistency of regional pricing approaches.
•    Lead focus groups or Client Advisory Boards as part of the product and solutions development process.

Commercial Development

•    Work closely with the Practice Managers, Engagement Managers, BDMs/AMs and Medical Directors to develop consultancy and MS activities, monitor and drive P&L at the GP level for the product lines and look at ways to improve gross margins weighted by commercial & market conditions.
•    Manage the reporting and analysis of product financial performance and sales pipeline.
•    Engage directly with regional sales teams and clients to increase up-sells and saturation for large opportunities through tactical initiatives. Raise the overall awareness of Products in the Group.
•    Provide guidance and support to the various regional operating companies' sales teams in acquiring new business and renewals by reviewing product mix opportunities and, if escalated, deciding on pricing and gross margin assumptions.
•    Work closely with key stakeholders in the Regions to drive the business development for the Products.
•    Continue to adapt the Products to market conditions and client requests.

Project Management

•    Manage ad hoc projects and initiatives – may act as Project Lead Manager to ensure coordination across business, medical and operational functions.

Job Profile

Required Skills and Knowledge
•    Solid understanding of business practices with strong negotiation and influencing skills (impact and influence).
•    Strong strategic and innovative thinking.
•    Strong problem-solving and analytical skills.
•    High profile networking ability and confidence when dealing with senior decision-makers.
•    Excellent time management and project management skills with the ability to successfully manage numerous projects/tasks simultaneously and drive change.
•    Excellent presentation skills with the ability to communicate complex solutions as simple client-focused sales messages.
•    Cultural sensitivity and awareness. Ability to work in a multi-cultural environment where consensus is the norm.

Required Competencies 
•    Excellent Communication Skills: This role requires the ability to understand and communicate concepts. This is especially true when it comes to leading focus group sessions or client interactions.
•    Leadership: Uses appropriate interpersonal styles to inspire and guide others, capable of adapting style and approach, motivate action in others, facilitates change, skilled and persuasive negotiator.
•    Results Focus: Effectively sets and achieves realistic goals, monitors progress and assesses quality, develops and follows action plans, seeks feedback and modifies accordingly.
•    Planning & Organization: Plans and prepares for future events, able to formulate clear and structured plans, effectively prioritize tasks and resources, establishes milestones and sets realistic expectations of themselves.
•    Adaptability / Flexibility: Successful performance in changing environments, positive attitude to change, willingness to use new techniques, and modifies behavior successfully in response to change.
•    Communication: Actively listens, checks to understand, uses language and tone appropriate for the audience, expresses ideas clearly and logically, and builds rapport effectively.
•    Pressure Tolerance: Maintains performance under pressure, manages stress, identifies ways to reduce work stress, and uses appropriate coping mechanisms.

Required Work Experience 

•    10 yeas working experience in a Marketing or Solution Marketing role of intangibles or Consulting / Professional Services solutions. Individual must have a proven track record in successfully developing new products and solutions from concept to product launch.
•    Experienced in leading focus groups, Client Advisory Boards and Pilot projects.
•    Experience in pricing, including developing pricing strategies as well as tactical client-level support.
•    Experience in working in regional/functional matrix organization.
•    Work exposure in an international environment and successful track record in working across cultures.
•    Understanding of B2B dynamics and requirements.
•    Previous experience in the following industries preferred: healthcare, energy, mining, and security.

Required Qualifications 
•    Graduate degree in Business or Management Sciences preferred.

Required Languages 
•    Excellent written and oral English Language. Knowledge of other languages is an advantage.

Travel / Rotation Requirements 

•    Travel up to 25%.

This job description outlines the types of responsibilities the incumbent is required to perform. The incumbent may be required to perform tasks other than those specifically presented in this job description. This job description is subject to regular review.

International SOS is an equal opportunity employer and does not discriminate against employees or job applicants on the basis of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.