Senior Manager, Meetings and Conventions

Sales and Marketing Malvern, Pennsylvania


Job Summary - a concise overview of the job

The Senior Manager, Meetings and Conventions supports all strategic, operational and logistical related activities for the execution of Sales, Marketing, Incentive and Medical Meetings, Engagements with Healthcare Professionals (HCPs) and Medical Conventions. This role is responsible for partnering with internal stakeholders to manage a comprehensive events calendar and all logistical activities to meet Commercial Operations and customer targeted goals and objectives that align with business requirements.


The role will assume ownership for the creation and oversight of annual budgets and will lead cross-functionally to activities are aligned and support the overall meeting strategy. The Meetings and Conventions, Senior Manager role will ensure excellence in program operations and while adhering to corporate controls and compliance guidelines.  The role will manage all meetings, events and convention third-party supplier partner relationships that support business growth and provide counsel to develop and ensure policy adherence and cost savings initiatives.


All incumbents are responsible for following applicable Division & Company policies and procedures.

Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.


Responsible for the Endo Branded Business

Highly collaborative and influential role where decisions will be made in a team environment, involving key stakeholders from internal departments and external partners.  Position requires extensive contact with identified stakeholders to assess required business processes, identify improvement opportunities, as well as implement appropriate solutions.  This role is responsible for effectively administering and managing the Meeting and Convention team budget.


Internal Business Partner Contacts

§  Business Unit Leadership (Marketing and Sales)

§  Senior Leadership

§  Compliance, Medical, Legal and Regulatory

§  Commercial Operations / Marketing Operations

§  Information Technology

§  Sales Training & Development

§  Procurement

External Contacts

§  Third Party-Logistics Suppliers

§  Hotels

§  Travel and Ground Transportation Suppliers

§  Destination Management Companies (DMCs)

§  Audio Visual and Production Companies

§  Strategic Meeting and Registration Software Vendors

§  Print and Promotional Fulfilment Providers





Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time



% of Time

Process Excellence and Oversight

§  Establishes scope and direction of meeting and convention strategy by developing positive and productive business relationships with sales and marketing, senior management to ensure all aspects of meeting management are achieved and on target.

§  Set the vision and work with the brand team to develop structured, comprehensive and prioritized meeting and convention activities and tactics in support of key strategies and brand objectives.

§  Cross-functional collaboration with other key stakeholders including: medical legal, compliance, regulatory, finance, procurement and vendor partners.

§  Ensure all activities are managed and executed on-time, on-budget and in compliance.

§  Maintain data analysis of meeting and convention programs and compile metrics and savings for all related convention areas.

§  Ensures colleagues explore cost savings opportunities and synergies.

§  Provide leadership and oversight of all operations, business reporting, insights & analytics, metrics, and quarterly business reviews with suppliers.

§  Be a solutions oriented strategic business partner and work with the third party service provider(s) to develop and implement solutions as needed.

§  Create, develop, and maintain appropriate process, policies, procedures and SOPs and ensure they are current and relevant.

§  Identify performance or process improvement opportunities and provides an operational leadership, direction and perspective to achieve their strategic drivers, key objectives, business needs and priorities.

§  Provide input and recommendation on new and innovative technology to streamline processes.



Meetings & Conventions Management

and Vendor Management


§  Serve as program lead for national and meeting/convention programs to manage pharmaceutical meetings and convention through the implementation of strategy and delivery of objectives and execution of logistics.

§  In partnership with third party logistics suppliers, responsible for coordination of program planning to include sourcing and site selection, contract negotiation, project management execution, third party supplier management,  onsite management (if needed) and final bill reconciliation to include transfer of value reporting, while providing exceptional; levels of customer service and excellence in operations execution.


§  Assume ownership for the creation, forecasting, maintenance and oversight of annual budgets and reporting.

§  Negotiates favourable pricing with third party suppliers.

§  Ensures timely payment of invoices and billing reconciliation, including accruals with Analyst and Finance.


§  Utilize tracking and measurement tools to determine the qualitative and quantitative effectiveness of expenditures across all therapeutic areas.

§  Monitor vendor compliance with related policies and procedures, most notably those relating to regulatory and compliance of promotional materials and interactions with HCPs.

§  Communication and enforcement of congress/event guidelines where applicable.

§  Ensure the integrity of all HCP interactions at conventions and affiliated meetings in accordance with corporate guidelines and policies.

§  Liaise with Compliance to track and monitor all compliance related expenditures for state and federal reporting requirements.


§  Interface with brand team members and Promotional Review team to ensure all communications, sales literature, reprints, promotional items, convention graphics, and general information are pertinent and compliant

§  Negotiation of favorable prices for a wide variety of suppliers, including exhibit designers/builders, DMCs and outside vendor programs.  Partner and identify opportunities to leverage services of on-site design group for convention panels and other related projects.  Manage all communication aspects of respective meetings or conventions to internal attendees, including coordination of various departmental attendees, field sales force, brand team members, and senior management, as appropriate. 

§  Collect, analyze, and distribute feedback from all attendees and provide a top line summary including recommendations for planning and continuous improvement. 



§  Establish and maintain relationships with required vendors to implement efficient and effective business processes and capabilities.

§  Leverage negotiation and cost savings opportunities, tracking and reporting

§  Direct vendors on delivering high quality service and assure compliance with service level expectations and timelines to ensure effective delivery of services. 

§  Determine and manage vendor strategy to ensure business and compliance needs are met. 

§  Hold vendor(s) accountable for results and that they represent Endo appropriately. Ensure quality assurance and controls are in place.






Education & Experience

Minimal acceptable level of education, work experience and  certifications required for the job

§  BA/BS in Business, Hospitality Management and/orrelated field required

§  Pharmaceutical Sales, Incentive, Medical Meeting and Convention experience required

§  10+ years’ experience in meeting and convention management. 

§  Experience should include acting as strategic partner with customers to plan, manage, and execute large-scale meetings, incentive, physician and convention meetings.

§  Certified Meeting Professional (CMP) and/or Certified Medical Manager (CMM) Certification preferred.



Proficiency in a body of information required for the job   

e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.

§  Understanding of PhMRA guidelines,FDA requirements relative to commercial and scientific exhibiting and interactions with healthcare professionals and Sunshine Act / Open Payments Reporting requirements

§  Demonstrates advanced knowledge of sales and Incentive meeting, HCP and convention logistical requirements (e.g. sourcing, site selection, rooming requirements, meeting space, food and beverage menu development, production companies, destination management and event suppliers etc.).

§  Demonstrates an advanced knowledge of budget processes and reporting procedures.




Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific       e.g. coaching, negotiation, calibration, technical writing etc.

§  Exceptional leadership and project management skills

§  Ability to influence without authority and interact with all levels of internal and external personnel regarding every aspect of meeting, physician and convention management.

§  Ability to manage and prioritize multiple priorities within a dynamic, fast-paced, high-demand environment while maintaining accuracy.

§  Strong interpersonal skills to successfully interact with internal and external customers to create trust and motivate open communication proactively and often in the medical community to meet project and Company needs

§  Demonstrated success managing a both small and large scale meetings and events

§  Strong negotiation and analytical skills

§  Highly motivated, detail-oriented self-starter with exceptional time management and organizational skills.

§  Strong organization, time management and budget management skills.

§  Ability to be decisive, take measured risks, and work under limited supervision.

§  Strong oral, written  and interpersonal communication skills.

§  Ability to effectively manage hotels, medical convention associations, vendors, etc.

§  Strong attention to detail and time management skills

§  Excellent computer skills, including Microsoft Office Suite, especially Word, PowerPoint and Excel. Event and registration software experience preferred.

§  Analytical and forward thinker, results oriented, self-organized and self-starter


§  Work on special projects as assigned by team leadership.

§  Keep abreast of industry standards and trends related to responsibilities.

§  Develop and maintain key client and supplier relationships

§  Develop and maintain knowledge of technology and/or software solutions


Physical Requirements

Physical & mental requirements     e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.

§  Minimum of 30-40% travel including overnights and weekends to conduct and operate site visits and on-site leadership of meetings and conventions.  


Disclaimer:  The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications.  Management reserves the right to change or modify such duties as required.