Charlotte Diana Schuetz

As Manager, Surgical Product/Brand Marketing for Alcons Phaco and VitRet business i drive impactful marketing initiatives, plan and execute successful product launches and deliver measurable results that advance business priorities across Germany, Austria and Switzerland. My priorities include:

• Strategy: Development of long- and mid-term business plan for Alcons Phaco & VitRet business in Germany, Switzerland and Austria in close collaboration with internal stakeholders such as Sales Leadership team
• Measuring Outcome: leading quarterly business reviews with international stakeholders, including analysis, interpretation and explanation of KPIs such as sales figures and coverage, adaption of strategy based on trends
• Competitive and market analysis: utilize market intelligence data as well as input from different stakeholders such as Sales Reps or HCPs to perform analysis of possible impact of competitive and market dynamics, adequate adaption of strategy, to improve market share position
• KOL-management, Customer engagement: identifying and developing KOLs for the Phaco & VitRet business, engaging them for different activities and getting their insights on market trends and personal needs
• Finance, financing options: strong financial acumen on P&L and (potential) impacts of business decisions, leading different projects on implementing new financing models for equipment, whilst sticking to the rules and regulations of Pharma. Planning, setting and managing Marketing Budget.
• Collaboration: building strong and reliable cross-functional and international partnerships to achieve business objectives, such as sales, MedEd, Finance, Technical Service, etc.
• Events: leading planning committee for internal annual national sales meeting, strong collaboration with internal stakeholders for congresses and events, leading local initiatives focused on products within scope
• Product: Preparation and execution of high impact product launches (internal and external), driving focused initiatives such as Sales Education, Launch Events, KOL-engagement to deliver on leadership expectations. Managing field market actions by being first person of contact for RAQA department, developing commercial strategies, communication of strategy to Sales (execution)
• Targeting, Campaigns: Leading local adaption of international campaigns on specific products to drive business, definition of target accounts, communication to Sales, leading quarterly campaign reviews and updates
• Talent: Recruiting and managing working students to support marketing team, mentoring younger colleague
• Management: covering for new manager being on long term sick leave by taking lead in managing marketing team, taking informed decisions on different topics, driving execution within marketing team

As Product Manager for Interventional Spine i deliver high quality results with passion, energy and drive to meet business priorities in Germany, Austria and Switzerland. My responsibilities include:

• Competitive and market analysis: utilize market intelligence data and reports to perform analysis of (possible) impact of competitive dynamics and market dynamics, including German hospital reform, adequate adaption of marketing strategy, to improve market share position
• KOL and Society management: identifying, contracting, developing KOLs, creating international study groups and expert/advisory boards for key brands, collaborating with relevant societies (i.e. BVOU, DWG, DGNC, IGOST)
• Customer engagement: responsible for organization, planning and execution of customer facing (and internal) events like congresses, CadLabs, webinars, expert-meetings, local hospital events, etc
• Marketing Strategy: Development of long-term strategy and mid-term marketing plan (resulting in specific marketing actions), including communication, pricing, forecasting, Sales- and Medical-Education and Sales distribution channels
• Targeting: Creation of targeting tools for sales representatives and Leadership to drive business and focus on top accounts. Analyze sales trends, flag opportunities and risks and create actionable insights for sales leadership
• Finance: strong financial acumen on P&L and (potential) impacts of business decisions, leading different projects around increasing margins and profitability as well as overall revenue, lead of quarterly reviews. Participate in setting of overall business unit goals and priorities, participate in liaison with leadership team to grow business by formulating financial strategies and plans
• Reimbursement/Business Development: Project Lead - strategic positioning of Stryker solutions to generate sufficient reimbursement for customers, i.e selective agreements or financing solutions adapted to needs of customers, to drive business in outpatient market
• Collaboration: leading cross-functional- and cross-divisional teams to build partnerships to achieve business objectives
• Talent: coaching and mentoring other marketing and sales team members (INSpire program), recruiting and hiring of marketing support positions
• Nominated for Performance Excellence Award Instruments
• Host/MC for European Sales Meeting interventional Spine 2023

Promotes products to customers and potential customers through clinical support and education within defined geographic area of southern Germany

• Annual target ~900k €
• Customer range includes inpatient and outpatient neuro-, orthopedic-, trauma surgeons, radiologists and pain therapists as well as theater matrons, purchasing department staff and medical technicians
• Product range includes kyphoplasty, bone cement, MIS set anatomical restoration of vertebral compression fractures, radiofrequency generators for pain therapy (investment goods)
• Assists surgeons intra-operatively to properly make use of all products
• Provides sales support, product in-servicing, case coverage, troubleshooting and fulfill administrative duties in timely manner
• Attending national and international congresses and trainings/courses to represent company and their products
• Active part of talent programs such as 'leadership development'
• Project management: lead in 'outpatient project' cooperation with largest professional policy organization for Orthopedic- and Trauma surgeons (BVOU)
• Setting up contract, negotiating with stakeholders (managing director level) internal and external, responsibility for creating, approving and publishing professional content for HCP
• 2020: 80% PTQ and 4% growth despite COVID restrictions
• Successful lead of BVOU project

Promotes products to customers and potential customers through clinical support and education within defined geographic area of south-west Germany

• Annual Budget ~900k €
• Customer range includes neurosurgeons, Cardio-Thoracic-Surgeons, Craniomaxillofacial-surgeons, Paediatric surgeons, Plastic surgeons, trauma surgeons as well as theater matrons and purchasing department staff
• Product range includes patient matched and stock cranial implants for neurosurgical cases, implants for cardio-thoracic-, paediatric- and maxillofacial surgery cases as well as investment goods (from 2019)
• Assists surgeons intra-operatively to properly make use of all products
• Provide sales support, product in-servicing, case coverage, troubleshooting and fulfill administrative duties in timely manner
• Attending national and international congresses and trainings/courses to represent company and their products
• 2017: Achieved annual personal targets and growth (110,1%)
• 2018: doubled growth in cardio-thoracic division

• General Administration, such as data maintenance and storage structure
• Teacher support in class
• Aftercare / extra murals support

• Administrative logistics
• Support of existing customers
• Implementation of new customer related projects
• Participation in implementation of Quality Assurance System
• Significant participation in receiving manufacturing license according to 13 AMG (German Pharmaceutical Law)