Terumo Strategic Account Manager

Job Summary

The Terumo Strategic Account Manager (TSAM) will function as the primary leader for contracting strategies and execution for Cardiac and Vascular companies (C&V). The person in this position will focus on large Integrated Delivery Networks (IDNs) and targeted Group Purchasing Organizations (GPOs), with the objective of driving revenue and profitability for Terumo by leveraging the value propositions of the collective C&V companies. The TSAM will lead the strategic vision for these large complex accounts and work collaboratively with C&V Field Management, Sales & Marketing and C&V Leadership to implement and drive execution. These individuals will also have the responsibility to collaborate cross functionally with additional internal influencers and key stake holders (Legal, Regulatory, Communications, etc.) to ensure business alignment. They will be responsible for achieving growth in their targeted accounts by mobilizing local sales and sales management teams to execute the collaborative business strategy. This position will require strong clinical knowledge of the C&V portfolio and understand the respective contracting positions for all C&V companies on Group Purchasing Organizations and IDN Contracts (to include the nuances of each C&V business unit). They will need to have working knowledge of C&V resources such as Professional Education, Training Events, Proof Sources and Marketing Materials, Consultative Departments like Terumo Business Edge and key priorities of each C&V company.

The Terumo Strategic Account Manager will need to have an ability to cultivate relationships with sales and marketing managers across the C&V companies as well building credibility and trust with local Territory Managers. The TSAM will also need to have a strong skill-set in executing the complex sale which involves multiple decision makers and buyer types in large accounts.

Job Details/Responsibilities

1. Full profit and loss responsibility for sales and margins within the targeted C&V customers.
2. Responsible for the negotiation, financial modeling, signing, implementation and monitoring of contractual agreements to drive new business.
3. Lead C&V efforts to execute both strategically and tactically to meet contracting needs in targeted accounts.
4. Partner with Senior C&V business leaders within Terumo to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth.
5. Identify synergies between C&V companies and lead contracting opportunities that leverage technologies across companies to enhance Terumos value proposition to more effectively compete in the marketplace.
6. Develop annual business plans partnering with C&V managers for targeted IDN Accounts in your geography addressing specific channels for growth in an effort to achieve revenue and profit objectives.
7. Develop and update competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales/pricing strategies to ensure successful growth. In the near term, develop a thorough understanding of the positioning of Terumos current products within specific GPO and IDNs.
8. Develop a comprehensive understanding of the inner dealings of targeted GPO/IDNs including their contracting policies and practices and utilizes this knowledge to improve or enhance Terumos business practices towards these accounts.
9. Develop and implement sales forecasts marketing plans for targeted GPO/IDNs and keeps management informed of important issues through the submission of regular updates and monthly activity reports.
10. Work with C&V Corporate Accounts to determine if it is in Terumo best interest to get specific products on GPO and IDN contracts
11. Develop contract designs that drive revenue and profitability, leverage collective value proposition, as well as motive customer behavior to buy Terumo products
12. Responsible for new product introductions and addendums to existing C&V Agreements.

Job Responsibilities (continued)

13. Provide training to field sales staff to ensure a high degree of alignment with C&V contracting processes.
14. Attend various trade-shows that cover clinical, operational and supply-chain focus that represent interests across the C&V Business.
15. Demonstrate medical device sales, sales management and Corporate Account experience by intuitively responding to strategic and tactical needs for market share protection and growth.
16. Managed integrity of digital tools used to manage account targeting and sales results within C&V targeted accounts.
17. Demonstrate a commitment to patient safety and product quality by maintaining compliance with all TMC Quality Systems requirements. This includes but is not limited to the prompt recognition and forwarding of customer complaints (i.e. adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (i.e. branding strategies, product claims, etc.) and materials (i.e. literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumos policy on Interactions with Healthcare Professionals. Maintain strong knowledge of and adherence to regulations regarding promotional material content and control. Fully adhere to all applicable FDA regulations, international guidelines and Terumos policies at all times. Establish and promote a work environment amongst co-workers and direct reports that supports compliance with the TMC Quality System and Terumos policies.
18. Responsible for management of various expenses budget related to account activities to include travel, entertainment and promotion.
19. Perform other jo-related related duties as required.

Working Conditions/Physical Requirements

• This position exists in a field environment. Use of C&V facilities and home can be used for planning and administrative tasks. Approximately 70% overnight travel is required including occasional weekend travel.
• Occasional entry to hospitals and other medical facilities is required. Many facilities have instituted vendor credentialing policies which require vendors to meet defined training, background check and proof of immunization requirements as a condition of entry. Terumo Associates entering these facilities are required to abide by these credentialing requirements.
• When visiting hospitals and other medical facilities, must be able to gain access to and work in the IR suite, Cath lab and operating room. Entry into these areas requires an ability to wear appropriate gowning, stand for long periods of time, comply with hospital policy/protocol and be aware of potential biohazards such as blood borne pathogens.

Knowledge, Skills and Abilities (KSA)

• Ability to work in a highly matrixed environment to facilitate cross-company and functional support to effectively perform all required duties.
• Demonstrated ability to build strong relationships, and to lead and influence without authority.
• Demonstrated strong understanding of C&V operations and strategies
• Ability to understand contract terms and their implications for all parties.
• Ability to develop and designed contract structures that drive win/win results for customer and Terumo
• Strong negotiation skills a must
• Ability to engage into in-depth clinical discussions with customers about Terumos products, competitive products and overall market/therapeutic area dynamics.
• A high degree of initiative and interpersonal skill is required.
• Proficient in Microsoft Office applications.

Qualifications/ Background Experiences

• Requires a minimum of a Bachelors degree or higher in business, finance, marketing, healthcare/clinical profession or related field and a minimum of 10 years medical device experience in sales, marketing product management or similar role; would consider other industry experience if skill-set is relevant for this role. The candidate would need a minimum of 2 years of successful corporate accounts contracting experience, focusing on physician preference products.