Sr Manager Sales Excellence NA

Requisition ID: 32041

At Terumo Blood and Cell Technologies, our 7,000 global associates proud to come to work each day, knowing that what we do impacts the lives of patients around the world.

We make medical devices and related products that are used to collect, separate, manufacture and process various components of blood and cells. With our innovative technologies and service offerings, we touch a patient’s life every second of every day and are committed to continuing to increase the number of patients we serve.

With some of the best and brightest minds in the industry, an unmatched global footprint, comprehensive benefits and a distinct culture, Terumo Blood and Cell Technologies is a great place to work, grow and be part of a team that is focused on making a difference. Consider joining our team and unlock your potential.

JOB TITLE: Sr Manager, Sales Excellence, NA

Job Summary

This critical role drives commercial excellence by the design, planning and implementation of commercial processes, projects, and initiatives that enable growth, drive efficiency, and further strengthen our infrastructure to enable excellence in commercial execution. This will be done through establishing data, analytics, and processes to optimize commercial effectiveness and increase share of wallet of targeted customer segments. This role drives creation and implementation of saleforce.com workflow improvements and enhancements, quota and compensation planning, local pricing strategy development and execution, sales funnel management coaching and reviews. This role is part of the regional commercial leadership team and is also part of the global commercial excellence team under the supervision/leadership of the Vice President Commercial NA and the Vice President Global Commercial Excellence.

Essential Duties And Responsibilities

SALES EFFECTIVENESS

• Aligns sales effectiveness strategy to capture market growth opportunities as the market evolves and shifts
• Leads NA cross-functional change management efforts to ensure strategic objectives are met and sustained
• Drives sales excellence through disciplined use of sales tools, processes and programs, such as CRM system, funnel review management, etc.
• Represents the NA needs and participates in global efforts related to identification and prioritization of technology investments and process improvements with global partners
• Accountable for successful implementation and adoption of new processes and technologies
  
  

SALES OPTIMIZATION:

• Leverages tools and data to provide analysis that supports the approach to sales optimization
• Works closely with EMEA sales leaders, HR and finance to set quotas and design sales incentive compensation programs that reinforce sales organization growth strategy that aligns with business objectives and drives expected behaviors
• Coach sales management on how to best support sales reps with selling process, funnel management and pricing strategies
• Develops metrics, reports, dashboards that support business and user needs along with training to ensure utilization and monitoring for continuous improvement opportunities
• Identifies, scales and sustains best practices across the organization while working with global sales excellence to leverage best practices from other regions
  
  

INCREASE SHARE OF WALLET

• Develops and implements processes and metrics to ensure execution of pricing strategies by the sales team
• Provides pricing analytics to optimize the value of our solutions to the customer.
• Leverages contractual agreements and volume commitments to work with the sales team to maximize share of wallet and pricing strategies
  
  

Minimum Qualification Requirements

EDUCATION

Minimum Bachelor’s degree or, equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered

Experience

Minimum 5 years of experience in Sales, Marketing and/or Commercial Operations processes

Experience in implementing successful sales process/methodology/sales playbook initiatives

Skills And Competencies

• Strategic Mindset and Drives Results: Strategic and analytically minded with good business acumen to successfully manage between the strategic and tactical activities required to achieve successful outcomes
• Action Oriented and Situational Adaptability: Strong time management skills with the ability to manage multiple priorities, make decisions and to take initiative in an evolving environment
• Manages Ambiguity and Resourceful: Intellectually curious, creative, strategic business thinking to tackle with enthusiasm and remain solution oriented in the face of complex challenges
• Tech Savviness: Proficiency with price automation tools, SFDC, SAP, PowerBI or other reporting platforms, CPQ technology, etc.
• Plans and Aligns: Demonstrated project/program management, communication and organizational skills to lead large strategic initiatives to a successful outcome and to track progress for continuous improvement
• Cultivates Innovation and Optimizes Work Processes: Innovative mindset and working style to constructively challenge the status quo; developing more efficient and effective ways of working that are scalable, sustainable and enable better outcomes
• Communicates Effectively and Values Differences: Excellent verbal and written communication skills; ability to communicate effectively with and influence at different levels of the organization and without direct authority
• Organizational Savviness: Familiarity with commercial, marketing, sales excellence, supply chain functions and objectives to support appropriately with pricing initiatives and to effectively lead from a change management perspective
• Collaboration: Ability and motivation to create relationships based upon mutual respect and influence cross-functionally, act in an inclusive manner across cross diverse geographies and within a matrix organization
• Business Insight and Financial Acumen: Knowledge of pricing practices (including value-based pricing), techniques and strategies in the healthcare industry
  
  

YOU ARE

A team player who works effectively and inclusively across and at all levels of the organization

Results-focused and exhibit commitment to goals and consistently deliver results

Customer-focused with a passion to always achieve client success

Dynamic, energetic and self-motivating

An analytical thinker with the ability to digest complex information and provide key insights

A leader who successfully builds, develops and inspires to achieve outstanding performance

Additional Information

The position can be based in our Lakewood, CO office or remote in the United States

Direct reporting to the VP Commercial Operations NA with dotted line to the VP Global Commercial Excellence

Occasional travel will be required: 30%

Target Pay Range: $144,700.00 to $180,900.00 - Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data

Target Bonus on Base: 20.0%

At Terumo Blood and Cell Technologies, we provide competitive total reward offerings that consist of compensation, benefits, recognition, along with a wealth of other well-being, work-life and recognition programs which support in unlocking the potential for you and your family. Included in our expansive list of benefits offerings are multiple group medical, dental and vision plans, a robust wellness program, life insurance and disability coverages, also a variety of voluntary programs such as group accident, hospital indemnity, critical illness, pet insurance and much more. To help you save for retirement, we offer a 401(k) plan with a matching contribution and for work-life balance we have vacation and sick time programs for associates. For us, it’s about protecting the personal welfare of our associates and their families, helping to achieve personal goals and offering those extra touches for convenience, security and overall peace of mind.

• Terumo Blood and Cell Technologies is part of Terumo Group, founded in 1921 and headquartered in Tokyo, Japan.
• In 2019, Terumo Blood and Cell Technologies reached $1 billion in revenue.
• We employ nearly 7,000 associates globally, with global headquarters in Lakewood, CO, U.S., and regional headquarters in Brussels, Buenos Aires, Singapore and Tokyo.
• We manufacture devices, disposable sets and solutions at our facilities in Belgium, India, Japan, Northern Ireland, the U.S. and Vietnam. Our global presence enables us to serve customers in more than 130 countries.
• Our core values help set our direction, guide our actions and keep us true to our corporate mission of contributing to society through healthcare.
• Respect – Appreciative of others
• Integrity – Guided by our mission
• Care – Empathetic to patients
• Quality – Committed to excellence
• Creativity – Striving for innovation
• We contribute to the Leukemia and Lymphoma Society (LLS), raising $1.3 million USD since 2007.
  

We are proud to be an Equal Opportunity Affirmative Action Employer. All applicants will be afforded equal opportunity without discrimination because of race, color, religion, sex, gender identity or expression, sexual orientation, marital status, order of protection status, national origin or ancestry, citizenship status, age, physical or mental disability unrelated to ability, military status or an unfavorable discharge from military service.

Terumo Blood and Cell Technologies is committed to providing a safe, healthy and secure working environment. Our Colorado campus locations are tobacco-free workplaces, and we maintain a drug-free workplace and perform pre-employment substance abuse testing and detailed background verification.