Director, Disn & LTC Prod Marketing
Location: US-NY-New York Posted Date: 4/12/2010

More information about this job:

Overview:

The Disability Product Marketing Head is responsible for the marketing strategy and product positioning that results in a clear identity in the market and drives revenue growth. The candidate will assume the leadership role for marketing of disability products across relevant distribution channels, including agencies, brokerage and specialty brokerage. This executive will drive growth for the business by aligning the efforts of distribution, product development, business development, and marketing services to deliver integrated marketing and communications programs.


Responsibilities:

Major Opportunities and Decisions:

The candidate will partner with distribution executives, wholesalers, product executives, Corporate Communications, marketing peers and others to identify opportunities for future growth within the existing client base, while responding to the current and future needs of field partners. Key priorities for the position include repositioning the sales story within each of the respective distribution channels, instilling a high degree of confidence within the manufacturing organization with Marketing’s capabilities, and over the long term integrating related products into holistic solutions.







Principal Accountabilities:

Activity



Lead a team in creative development and distribution of core materials used for wholesaling to distribution channel(s), primarily the career system. This includes all forms of electronic and printed media.



Create, write and develop value added programs for General Agents, Agents and back office staff of the agency system, intended to keep Guardian disability products and expertise on top of mind.



Lead creation and implementation of programs that optimize relationship deepening, cross-sell, retention and customer satisfaction

Partner with Corporate Market Research to deliver market intelligence and insights to fully understand key drivers for target customer segments (e.g., satisfaction/value, competitive positioning, and differentiating factors).



Play a primary role in Individual Products Distribution’s business planning and strategy process, drawing upon competitive intelligence and providing deep product and positioning thought leadership

Assume leadership of field communications process as it relates to disability products.




Qualifications:

Skills and Knowledge:





Knowledge: Product: The successful candidate will bring a deep knowledge and strong understanding of the products to include the competitive landscape, product characteristics and application, performance drivers, market dynamics and trends. Having deep product knowledge such that the candidate can uniquely position the products in the market will be critical.



Competencies/Skills:

Strategic Marketing Skills: Demonstrate strong evidence of having provided creative leadership, leveraging customer information to help in development of robust marketing strategies that lead to measurable business growth. Strong understanding of the marketing tools available to drive effective customer dialogue in a complex environment. The successful candidate will need to demonstrate strong evidence of having created marketing campaigns that ‘pop,’ gaining the attention of the intended audience, while being relevant to delivering bottom-line revenue growth. The Head of Marketing must be able to develop marketing plans for existing and new products, as well as consistently scan the marketplace to discern opportunities and proactively recommend new angles to pursue.



Influencing and Partnering Skills: It is vital that the individual have the leadership ability to create constructive relationships with senior management, peers, and partners in a matrix organization and be recognized as a partner and resource despite the fact that the individual will not have direct line authority or accountability. The candidate must have the proven gravitas and courage of his/her convictions to effectively “sit at the table” with business partners to define a common vision, and then engage and enroll the numerous partners behind it. The individual must be a competent and persuasive communicator and have the ability to be an assertive influencer. Gaining credibility, support and involvement of key internal constituents will be critical to the candidate’s success.



Implementation Skills and Results Orientation: The ideal candidate must have the ability to not only develop appropriate plans, but to “make things happen.” The individual must be able to turn strategic thinking into genuine action, and have a strong sense of urgency to ensure key deadlines are met. The individual should have the ability to prioritize a multiplicity of demands from a variety of constituents. The candidate will be creative, yet have a strong results orientation; proactive rather than reactive. The candidate must be comfortable with ambiguity and be open to evolving the role and priorities in accordance with rapidly changing needs.





Education and Experience:

Education: MBA or equivalent



Experience:

* 10-15 years of significant experience marketing disability products, disability and/or long-term care protection products will be beneficial.
* A proven track record of success working with a similarly structured indirect distribution system.
* Strategic and creative; yet highly pragmatic, resourceful, and work on a short cycle.
* Demonstrated ability to successfully work in a highly matrixed organization, bringing the ability to drive complex program execution without direct control over resources and partners.
* Experience leading marketing and positioning strategy, implementing field and customer communications, leading collateral development, and driving the marketing plans associated with new product launches.