Marketing Manager, TTM

Marketing Manager, TTM (Targeted Temperature Management) — Japan

Department: Urology and Critical Care (UCC)

Reports to: Marketing Director, Japan (UCC)

Direct reports: 1 (scope expected to evolve as the business transforms)

Travel: Up to 30%, domestic with occasional international travel

Business Context

Japan represents one of the largest TTM installed bases globally, built over nearly two decades of market development. The business is now at a strategic inflection point: converting extensive system placement into sustained utilization growth, evolving the go-to-market and channel model, and strengthening integration between local execution and global strategy. This role sits at the center of that transformation and is expected to help lead the next phase of the business's organizational evolution, with scope anticipated to expand to capital placement, renewal, and S&R commercial programs as the business model evolves.

Role Summary

The Marketing Manager, TTM leads downstream marketing for the Targeted Temperature Management portfolio in Japan, with a clear mandate: convert one of the world's largest TTM installed bases into sustained utilization growth. While system placement across Japan's critical care facilities is extensive, per-facility utilization varies widely — this role owns the strategy and execution to close that gap.

The position leads the TTM downstream marketing function, including one direct report, with significant cross-functional leadership across sales, channel partners, and global marketing. The role drives field and channel enablement in close partnership with sales and the distribution partner, and translates current clinical evidence in temperature management into credible, locally relevant adoption programs. It also serves as the voice of the Japan market to global marketing, ensuring global strategy and resources reflect local reimbursement and clinical realities.

Key Responsibilities

Utilization & adoption strategy

• Segment the installed base and identify the clinical, economic, and operational drivers that differentiate high- and low-utilization facilities; design and execute facility-level adoption programs accordingly
• Own consumable (sell-out) growth targets and the marketing plan to achieve them

Field & channel enablement

• Develop and continuously improve selling tools: playbooks, talk tracks, objection-handling guides, in-service and clinical education materials
• Partner with sales leadership to build key account management capability, and support alignment of distribution partner activities with adoption priorities

Clinical evidence & professional education

• Translate current TTM evidence and guidelines into scientifically credible messaging for emergency medicine, critical care, and cardiology audiences
• Build and maintain KOL relationships; plan and execute conference presence, seminars, and peer-to-peer education programs

Market access & value communication

• Develop value messaging that reflects Japan's reimbursement structure and hospital economics; identify and address economic barriers to utilization in partnership with market access functions

Global liaison

• Represent Japan market context (reimbursement, competitive dynamics, channel structure) to global marketing; localize global assets and feed field intelligence into global strategy

Team leadership & performance

• Lead, coach, and develop the direct report; build marketing capability across the extended commercial team
• Define and track leading indicators of adoption (e.g., active accounts, utilization per installed unit) and report progress to leadership

Business evolution (expanding scope)

• As the business model evolves, lead commercial programs spanning the full capital lifecycle — new placements, renewals, and S&R — integrating capital and consumable strategies into a unified account approach

Success in the First 12 Months

• Installed-base segmentation and facility-level adoption playbook established and in active use by the field
• Measurable improvement in consumable utilization within priority accounts
• Field enablement toolkit (playbooks, talk tracks, in-service materials) delivered and adopted by sales and channel partners
• Leading-indicator dashboard in place and driving monthly commercial reviews
• Credible working relationships established with key opinion leaders and with global marketing counterparts

Candidate Profile

Required Experience & Qualifications

• 8+ years in medical device commercial roles, with at least 3 years in downstream/product marketing (candidates with strong sales-to-marketing transition backgrounds welcome)
• Experience in critical care, emergency medicine, or adjacent acute-care clinical environments strongly preferred
• People management experience, or demonstrated readiness to lead and develop others
• Business-level English (written and spoken) — this role communicates regularly with global marketing — and native-level Japanese
• Bachelor's degree required; clinical background or MBA a plus

Core Capabilities

• Adoption & utilization marketing — proven ability to drive consumable pull-through in an installed-base business; understands that utilization is won facility by facility, not through broad campaigns
• Field & channel enablement — track record building selling tools, playbooks, and training that measurably change field behavior; comfortable working with and through distribution partners
• Clinical credibility — able to digest clinical evidence and guidelines and engage physicians (emergency medicine, intensive care, cardiology) as a credible counterpart
• Market access literacy — working knowledge of Japan's reimbursement system and hospital economics, and how they shape adoption decisions
• Analytical rigor — facility segmentation, KPI/leading-indicator design, and data-driven prioritization
• Cross-cultural collaboration — effective advocate for local market realities within a global organization; able to influence without authority
• Leadership through change — comfortable operating amid business model and organizational evolution; builds capability in others

Strongly Preferred

• Capital equipment business experience — commercial models spanning capital placement, renewal cycles, and service/rental (S&R) revenue; understanding of hybrid capital + consumable P&L dynamics
• Experience supporting business transformation, channel model change, or business integration