Segment Marketing Lead, Strategic Sales Group and Commercial Contracting & Strategy

Additional Location(s): N/A

The Segment Marketing Lead (SML) is responsible for developing and executing a multi-year segment strategy that creates a sustainable competitive advantage within the U.S. market. This role drives the strategy and develops an actionable go-to-market plan(s) for the respective customer segments that enable the applicable sales channels to accelerate growth across defined segments and customer call points. The SML gathers segment insights, develops segment-specific strategies, and owns the implementation and execution of those strategies for their respective customer segments.

The SML defines the value proposition and corresponding customer segment messaging. They create a situational analysis for their respective market segments by leveraging market insights to prioritize and tailor downstream product marketing strategies. They develop and implement relevant commercial plans and are accountable to business results against performance targets. Success requires close partnership with sales leadership, product marketing, and cross‑functional stakeholders to ensure alignment, effective execution, and measurable impact.

This role requires strong market and customer insights, competitive awareness, and active field engagement to identify opportunities, mitigate risks, build segment strategies and influence senior leadership with data‑driven recommendations.

Relocation assistance is not available for this position at this time.

• Own the creation of a detailed situational analysis for assigned market and customer segments.
• Develop and execute multi-year segment marketing strategies to drive growth and market share for the Strategic Sales Group (Surgical Endoscopy, Multi-Disciplinary Therapies and Capital Management Teams) and the Commercial Contracting & Strategy organization.
• Gather and interpret insights impacting the segment, identify and implement optimal segment strategies to minimize threats and address unique opportunities, including education, promotion, targeting and segmentation opportunities.
• Acts as the voice of the customer segment to influence product, commercial, and enterprise strategy.
• Gather market insights and competitive intelligence to create actionable strategies and solutions that uniquely address opportunities and minimize commercial threats for the respective market segments.
• Partner with sales leadership and downstream product marketing to deliver effective commercial plans, sales channel priorities, key quarterly objectives and tactics with KPIs.
• Collaborate with CCS leaders on GPO / Contract Strategy & Activation.
• Partner with Market Access, Pricing, and Strategic Accounts to support GPO contracting strategy, including pre‑contract positioning and value articulation, competitive differentiation within GPO portfolios, and translating contract terms (pricing tiers, tier compliance requirements, committed volume agreements) into clear, actionable marketing programs.
• Collaborate with CCS leaders on Contract Pull-Through & Compliance by owning marketing strategy to drive contract pull-through across IDNs and health systems, ensuring contracted products are adopted at the facility level.
• Partner with Strategic Accounts and Sales to identify and address underperforming accounts or leakage within contracted systems.
• Collaborate with CCS leaders on IDN / Health System Engagement by designing and executing account-based marketing strategies targeting priority IDNs and health systems aligned to contract coverage and growth opportunity.
• Support Strategic Accounts teams with system‑specific opportunity assessments, tailored engagement plans to drive system‑wide adoption, and develop marketing programs that support system standardization initiatives and multi‑site conversions.
• Serve as a thought partner and contributing member of sales channel leadership teams to ensure tactical sales plans align with overarching segment strategy, including product priorities.
• Serve as the primary bridge between Sales and Marketing functions (e.g., Professional Education, Sales Training, HEMA), acting as the voice of…