Region Manager-TIS, Gulf Coast

Terumo•Franklin Township, NJ

2d•Onsite

About The Position

Responsible for increasing company revenues and retaining existing revenue in the assigned Region through the sale of Terumo Interventional Systems (TIS) products to new and existing customers. Is accountable to achieve monthly, quarterly, and annual sales goals while increasing profitability and minimizing expenses staying within assigned Region budget. Responsible for managing a Regional Business Team (RBT) that maintains and grows market share by developing rapport with key decision makers and expanding business in the Endovascular space, i.e., Cath Labs, Interventional Radiology, Vascular Surgery, etc. Develop comprehensive business plans and account strategies, identify competitive issues/opportunities and partner with internal stakeholders to increase sales and company visibility with industry thought leaders.

Requirements

Bachelor’s degree in business or related discipline required and a minimum of 5 years’ medical device sales experience, including a minimum of 2 years’ management experience of a commercial field team; or equivalent combination of education, training, and experience.
If no direct commercial field management experience, can substitute a minimum of 3 full fiscal years of direct Sales or Corporate Accounts experience at Terumo with a proven track record of success in lieu of 2 years’ management experience.
Requires a proven record of sales excellence.
Must possess a valid driver’s license and a personal automobile with an active vehicle insurance policy.
Proficient in Microsoft Office applications & I-Pad navigation.
Strong knowledge of the human anatomy specifically including the vascular & venus systems.
Ability to understand complex medical procedures & engage in in-depth technical conversations with physicians & staff regarding medical procedures & proper product usage.
Excellent communication (written and verbal) & interpersonal skills, with ability to effectively present & influence both internal & external stakeholders; strong presentation, analytical & customer service skills complimented by an effective, solutions-oriented sales approach.
Ability to work collaboratively with cross-functional teams, e.g., Marketing, Operations, and Corporate Accounts, to drive a higher-level sales call with region customers.
Effectively building formal & informal relationship networks inside & outside the organization.
Planning & prioritizing work to meet commitments aligned with organizational goals.
Seeing ahead to future possibilities & translating them into breakthrough strategies.
Ability to coach, develop, & provide meaningful feedback to direct reports.
Ability to maintain the motivation of RBT & continuously monitor customer satisfaction to ensure regional sales goals and customer retention are achieved.
Using a combination of feedback & reflection to gain productive insight into personal strengths & weaknesses.

Nice To Haves

Prefer Cath Lab, Interventional Radiology, and/or Operating Room sales experience.

Responsibilities

Meet Regional Business Team sales goals (monthly, quarterly, and annual) and increase sales profitability while minimizing expenses.
Attract, retain and manage a Field Team (Territory Managers, Field Clinicals) by providing coaching, feedback, and performance management. Develop, motivate, and educate direct reports to enhance skills and competencies to ultimately drive Region sales results.
Develop and maintain relationships with upper management and key decision makers within customer networks.
Travel with and make joint sales calls with Field Team to evaluate progress, offer constructive feedback and provide direction and guidance.
Communicate with key internal stakeholders on product issues, competitive activity, pricing, and industry trends and other information obtained through field exposure.
Develop regional sales strategies for implementation by RBT.
Collaborate with Corporate Accounts to drive sales growth through contracting/business reviews within GPO, IDN, government and independent accounts.
Attend trade shows, conventions, and seminars to increase technical knowledge and interact with customers.
Oversee activities within RBT to maintain compliance, expense control, and field inventory management.
Review weekly and monthly sales and expense reports with Field Team.
Meet with key physicians and develop continuing relationships to ensure recommendations of products.
Maintain existing accounts and resolve problems in a timely manner.
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 (e.g., adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (e.g., branding strategies, product claims, etc.) and materials (e.g., literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumo’s policy on Interactions with Healthcare Professionals. Fully adhere to all applicable FDA regulations, international guidelines and Terumo’s 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 Terumo’s policies.
Perform other job-related duties as assigned.