Regional Director

Terumo•Atlanta, GA

1d•Onsite

About The Position

At Terumo Aortic, the mission is to transform the treatment of aortic disease worldwide through a comprehensive portfolio of surgical, endovascular, and hybrid technologies. The company has over 1,250 associates globally with manufacturing facilities in Glasgow, Scotland, and Sunrise, Florida. Terumo Aortic focuses on developing new and innovative products to drive global business growth, providing a stimulating environment for associates to develop skills and achieve career goals. Associates contribute to saving or improving lives in over 100 countries. Terumo encourages personal growth, bold thinking, experimentation, innovation, and impactful solutions for patients, fostering a collaborative, respectful, and resilient team environment. The Regional Director creates strategic area plans aligned with National strategies, implementing regional sales and product development programs to meet and exceed goals in existing and new markets. This involves recruiting and retaining talent, implementing sales and marketing programs, negotiating, KOL development, coaching, regional planning, relationship building, and process management.

Requirements

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.
Customer focus.
Stakeholder Management (internal and external).
Relationship management.
Negotiation capabilities.
Flexibility and adaptability to a fast-changing environment.
Seizes accountability.
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.
Endovascular market experience.
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.

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 sr. 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.
Ensure compliance with all quality systems regulatory requirements such as, but not limited to, ISO 13485, 21 CFR Part 820, MDSAP, MDD (93/42/EEC) and MDR (EU 2017/745).
Responsible for addressing issues within the QMS without undue delay as evidenced by on time completion of actions on the Single Action Tracker (SAT).
Create a safety culture and safe working environment.
Ensure compliance with all Environmental Health and Safety regulatory requirements.
Provide recourse to meet Environmental Health and Safety goals.
Maintain defined organisation Environmental Health and Safety competencies.
Ensure related Risk Assessments are completed, accidents raised and action hazards.