Area Manager - West

Company: Terumo BCT
Location: Los Angeles
Posted on: February 23, 2021

Job Description:

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: Area Manager--- WEST (Remote position to be based in California) JOB SUMMARY Drives sales of Autologous Biologic products through a distributor network, in a defined region. Responsible for building and developing this distributor network through superior relationships, sales tactics, provision of support services and various programs. Provides leadership and direction to a dedicated Territory Distributor Manager and Field Support Specialist team. Develops and executes sales plans coordinating distributor and Terumo Affiliate sales team. Acts as key communication link between distributor network, support teams, sales management and marketing. ESSENTIAL DUTIES

• Responsible for meeting or exceeding sales targets by managing a team of highly trained and effective Market Development Managers (MDM AB) and Field Support Specialists (FS2), distributors and Terumo affiliates.
• Accountable for the development and executions of the sales strategy for accountable region.
• Defines and manages channel management strategy to optimize distributor, and Terumo affiliate activities.
• Identify and onboard new distributors and negotiate contracts to drive additional sales revenue.
• Manages and develops both support specialist and distributors.
• Monitors and analyzes indicators of business performance such as Sales vs. Forecast (units, revenue), actual vs. plan selling price, product mix, disposables utilization, competitor information, and other relevant market factors.
• Drives and ensures utilization of sales tools within team (SF.com, Miler Heiman... etc.)
• Provides input into IC development and strategic planning process
• Provides feedback loop to marketing regarding competitive position, customer requirements, potential new therapeutic uses of product
• Evaluates communication and documentation programs and support tools for effectiveness through customer and sales force feedback as well as objective research.
• Leverages Medical Affairs, Scientific Affairs and Market Access support per defined Terumo BCT processes.
  MINIMUM QUALIFICATION REQUIREMENTS Education Bachelor's degree or, equivalent of education and experience which is sufficient to successfully perform the essential functions of the job may be considered. Preferably in science related field. Experience Minimum 8 years of experience in sales or marketing with at least 5 years in clinical selling or training role. 5 years Hospital sales experience preferred. Skills
  • Extensive knowledge of product applications /therapies and the markets for which the incumbent has responsibility.
  • Demonstrated leadership attributes and ability.
  • Advanced sales techniques and selling skills.
  • Extensive knowledge of sales/marketing strategic planning and program delivery.
  • Demonstrated analytical thinking skills and the ability to solve problems and develop programs with creativity and good judgment.
  • Intimate knowledge of domestic and a working knowledge of autologous biologics worldwide marketplace dynamics and Terumo BCT global marketing strategy (product, price, channels and distribution, and competition)
  • Ability to assess customer needs and market trends within the context of product and business capabilities and the ability to translate this assessment into a workable selling strategy.
  • Demonstrated ability to communicate effectively both verbally and in writing.
  • Ability to effectively negotiate contracts Certificates, Licenses, Registrations
    • A valid Driver's License is required.
    • Ability to complete hospital credentialing processes PHYSICAL REQUIREMENTS Typical office environment requirements include; reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 60 pounds. The physical demands described here are representative of those that must be met by an associate to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties. Additional Physical Requirements Extensive Travel required (up to 80%) Target Pay Range: $127,000.00--to--$158,800.00 - 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: 0.0% 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.
          Nearest Major Market: Los Angeles
          Job Segment: Medical, Manager, Marketing Manager, Behavioral Health, Healthcare, Management, Marketing, Research

Keywords: Terumo BCT, Los Angeles , Area Manager - West, Hospitality & Tourism , Los Angeles, California