Job Responsibilities
Creates strategic area plans which align with National strategies. Implements regional sales and product development programs, both short and long range, targeted toward meeting and exceeding regional goals in existing and new markets through recruiting and retaining highly talented individuals, implementing tactical sales and marketing programs, negotiating, KOL development, coaching and motivating others, regional planning, building relationships, managing processes, and other related responsibilities.
- Develops and implements strategic sales plans and forecasts to achieve corporate objectives for products and services.
- Develops and manages regional operating budgets.
- Assists in the planning of advertising and promotion activities including print, online, electronic media, and direct mail.
- Develops and recommends product positioning and pricing strategy to produce the highest possible long-term market share.
- Achieves satisfactory profit/loss ratio in relation to preset standards and industry and economic trends. Monitors competitor products, sales, and marketing activities.
- Establishes and maintains relationships with industry influencers and key strategic partners.
- Guides preparation of regional activity reports and presents at senior management and other meetings.
- Directs regional forecasting activities and sets performance goals accordingly.
- Directs staffing, training, and performance evaluations to develop and control regional programs.
- Represents Company at congresses and other trade events to promote product.
- Meets with key customers, assisting Aortic Consultants and Clinical Vascular Specialists with maintaining relationships and negotiating and closing deals.
- Coordinates liaison between sales department and other related departments such as Clinical and Marketing.
- Analyzes and controls expenditures of department to conform to budgetary requirements.
- Assists other departments within organization to prepare manuals and technical publications.
- Prepares periodic regional report showing sales volume, potential sales, and areas of proposed client base expansion.
- Reviews and analyzes sales performances against programs, quotes, and plans to determine effectiveness.
- Establishes regional objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
- Maintains regional volume and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
- Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
- Maintains national sales staff by recruiting, selecting, orienting, training, and motivating employees.
- Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
- Contributes to team effort by accomplishing related results as needed.
Qualifications / Background Experiences
- Demonstrated ability to anticipate and solve practical problems or resolve issues.
- Excellent sales and negotiation skills.
- Good business sense.
- The ability to inspire, motivate and lead a team.
- Demonstrated initiative, drive, and enthusiasm.
- The ability to work calmly under pressure.
- Empowers colleagues in the team.
- Long term focus and planning.
- Strategic mindset.
- Delivers results.
- Stakeholder Management (internal and external).
- Relationship management.
- Flexibility and adaptability to a fast-changing environment.
- Seizes accountability.
- Minimum Knowledge & Experience required for the position:
- Bachelor’s degree in marketing or business preferred with a minimum of five years related experience with progressive managerial responsibilities.
- Must have operating room experience either clinically or through sales.
- Demonstrated knowledge of in-depth sales and marketing techniques and financial principles. The ability to communicate orally or in written form effectively with co-management, internal and external customers.
- Thorough understanding of Customer dynamics (their processes, value chain…) as well as the endovascular space in the market.
- Thorough understanding of competitor dynamics.
- Company products, solutions, and services in terms of impact on the customer’s value chain (Clinical, Economical, and Organizational).
- Selling techniques.
- Excellent grasp of profitability concepts and P&L influencers.
It is Terumo’s policy to provide equal employment opportunity to all its employees and applicants for employment regardless of their race, creed, color, national origin, age, ancestry, nationality, marital or domestic partnership or civil union status, sex, pregnancy, gender identity or expression, disability status, liability for military service, protected veteran status, sexual orientation, atypical cellular or blood trait, genetic information (including the refusal to submit to genetic testing), or any other category protected by law. As a Company, we value diversity of background and opinion, and prohibit discrimination or harassment on the basis of any legally protected class in the areas of hiring, recruitment, promotion, transfer, demotion, training, compensation, pay, fringe benefits, layoff, termination or any other terms and conditions of employment.
Final compensation packages may be higher or lower than what is listed, and will ultimately depend on factors including relevant experience, internal equity, skillset, knowledge, geography, education, business needs and market demand. We provide competitive and comprehensive benefit options which include: annual bonus, paid vacation, paid holidays, health, dental and vision benefits, 401(k), with matching contributions, tax advantage savings accounts, legal plan, voluntary life and AD&D insurance, voluntary long-term disability, short term disability, critical illness and accident insurance, parental leave, personal leave, tuition reimbursement, travel assistance, and an employee assistance program.
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