Product Specialist (m/f/d)

About the company:

Since its beginnings in 1945, the KARL STORZ family company has grown into a global manufacturer and distributor of endoscopes, medical instruments, and devices. We are no giant on an international scale but a leader in the things that matter creativity, flexibility, and expertise. Our range of endoscopic instruments for human medicine and veterinary medicine now includes more than 15,000 products. The most recent KARL STORZ developments are in digital documentation systems and comprehensive operating room concepts. As a system supplier, the company combines its expertise in endoscopy with software solutions to achieve integration in the operating room and to support clinical process and resource management. In Karl Storz, we enable our healthcare partners to perform at their very best every day to improve patients' lives around the world. As an independent family-owned company, we continuously think in generations instead of quarters. We are a recognized leader in high-quality and innovative solutions that create unique value for our customers. Based on our success we sustainably increase revenues and profits. As a global family company, KARL STORZ is active worldwide to support and consult customers around the globe. Across all continents, KARL STORZ is represented by more than 70 KARL STORZ subsidiaries in over 40 countries. Committed staff members at our production, sales, and marketing companies ensure optimal customer and market support worldwide.

The main objective of this role is to support the adoption and optimal use of KARL STORZ products by acting as a technical expert in the field. The Product Specialist conducts demonstrations, trains customers and internal teams, and provides practical recommendations to enhance the clinical experience and outcomes. In addition, they gather market insights and feedback on product usage to provide input to the Product Management Team, thereby contributing to the continuous improvement of the product portfolio.

Tasks and Responsibilities: 

1. Responsible for conducting technical demonstrations and training:

• Conducting product demonstrations in hospitals, training centres and at events.
• Providing hands-on training to users on the efficient use of technologies.
• Offering tips and recommendations to optimise clinical and operational outcomes.
• Seek opportunities to deliver solutions beyond the scope of the demonstration, always aiming to position the company within the strategic objectives of being a provider of comprehensive solutions.
• Identify potential customer needs.
• Provide strategic sales support for defined strategic accounts: Accompany the sales team on key visits. Support field activities to increase product adoption.

2. Market Analysis and Product Line Monitoring:

• Research into usage patterns, competition and customer needs.
• Gathering technical and operational feedback to improve products and services.
• Collaborating with the team to develop market penetration strategies, identify areas of opportunity and monitor business performance.
• Supporting efforts to enhance the quality, efficiency and economic value of solutions and products, thereby contributing directly to increased revenue and market share through account segmentation.
• Portfolio supervision and analysis, IBP and decision-making regarding product availability to customers.
• Working closely with departments such as Management, Operations, Quality, Legal, Finance, IT and Project Management.
• Ensuring compliance with defined objectives and the execution of defined strategic initiatives.
• Monitoring and ensuring accuracy regarding where efforts are focused in product demonstrations and the efficient allocation of resources.
• Participation in cross-functional and global projects to stay up to date.
• Preparation of monthly reports to provide updates on the performance of each department: Monthly Feedback, Business Review Meeting and Monthly Activity Report by department, QBR, RAS (Kickoff) and Town Hall Meeting.

3. Product lifecycle management and monitoring:

• Support with the execution of product launches, ensuring strict adherence to the actions defined in the procedure.
• Supporting portfolio analysis and decision-making regarding how the launch will impact the business.
• Supporting training and alignment with the sales team regarding upcoming launches, ensuring they are prepared when the product is launched. Supporting the sales team through training, communication and product tools.
• Coordinating launch and promotional activities.
• Supporting the identification of business opportunities and continuous improvement.

Other functions include:

• Contributing to brand value communication
• Supporting the creation of promotional materials with a technical focus. Messages.
• Helping to clearly convey the clinical and functional value of KARL STORZ solutions.
• Supporting the creation of materials for digital campaigns, as well as for internal and external training. Technical data sheets and promotional materials.
• Contributor to defined internal and external training activities.
• Participation in educational events and workshops.
• Gathering technical input.
• Developing objection handling strategies for the sales force.
• Ensuring that technologies are understood, used correctly and generate the expected impact in the clinical setting.

Qualifications:

• Solid knowledge of medical technology, medical devices, healthcare software or pharmaceutical products, and in-depth knowledge of healthcare regulations. 
• Familiarity with clinical processes, medical conditions, and workflows in hospitals or healthcare centres.
• Ability to interpret clinical, market and product usage data.
•  Proficiency in market analysis, benchmarking and the evaluation of business opportunities.
• Proficiency in analysis and visualisation tools: (Power BI / Tableau), advanced Excel. Skills in visual design and communication (Canva).

Education, Experience, Competencies & Skills:

• A university degree is essential, and an MBA or a Master’s degree in Marketing will be highly regarded.
• A minimum of 2–3 years’ experience in Marketing, Product Management or Business Management.
• Knowledge of medical sector products and associated clinical procedures will be an advantage.
• Languages: B2 level in English. Knowledge of other languages would be an advantage.

-    Cobee Card (benefits, flexible remuneration)
-    Sanitas health insurance (free for employees, with flexible remuneration options for family members)
-    Life and accident insurance
-    Laptop, iPad and mobile phone
-    Company car. Solred and ViaT