Sr Sales Consultant - Academia

Terumo BCT, Inc. • Boston, MA

37d • $130,000 - $154,000

About The Position

Primary contact for Cell Therapy focused academic customers at research centers, teaching hospitals and large academic medical centers for the evaluation, placement and sale of Quantum, Finia and additional CGT product. Responsible for the coordination of all customer sales, training, and service with focus on customers within the Eastern Region.

Requirements

• Doctorate degree, PhD, or equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered.
• Minimum 6 years of successful consultative sales experience within the bio-tech, medical device or similar industry
• Sound understanding of sales strategies, philosophies, products, and Cell Therapy applications.
• Advanced sales techniques particularly at the executive level. Leverages Common Sense Selling skills.
• Is a collaborative team player. Understands the importance of team success, and acts with the team in mind.
• Demonstrated and effective problem-solving, leadership, and change management skills.
• Demonstrated excellent performance in achieving/exceeding sales plans and sales goals on a consistent and on-going basis.
• Demonstrated ability to effectively interact and sell concepts and ideas with customer middle and upper level management decision makers.
• Proven ability to engage credibly with academic physicians, researchers, and multidisciplinary clinical teams
• Expertise in managing long, non-linear sales cycles within complex institutions
• Consultative selling skills focused on clinical value, outcomes, and institutional priorities
• Strong organizational, planning, and follow-through capabilities
• Maintain basic technical knowledge of the product line to be able to answer basic questions
• Knowledge and use of relevant PC software applications and skills to use them effectively.
• Demonstrated ability to communicate effectively both verbally and in writing.
• Demonstrated ethical judgment and compliance awareness in academic healthcare settings
• A valid Driver’s License is required.

Responsibilities

• Generates necessary leads in the academic segment to meet or exceed sales goals of the segment.
• Prioritizes translational academic players to determine opportunity and develop new business.
• Has a complete understanding and wide application of CGT technical principles, theories and concepts to engage with diverse set of customers, to help define customer related problems and associated sales opportunities.
• Provides technical and financial solutions to a wide range of difficult, complex CGT problems. Solutions are thorough, practicable and consistent with organization objectives.
• Is able to work effectively and efficiently through others. Is collaborative and open to discussion. Is supportive, nurturing and able to mentor less experienced sales generalists.
• Is a team player and team champion. Sees success through team wins and related interactions.
• Has excellent presentation and communications skills. Clearly articulate ideas, solutions and strategies with both internal and external stakeholders.
• Applies a sharpened “consultative sales approach”. Listens, analyzes, formulates, and executes based on customer needs and common sense selling principles.
• Prepares weekly and monthly plans, tracks and analyzes opportunity progress and trends, and prepares annual territory sales plan.
• Through the company CRM, maintains account/customer/opportunity profiles, customer contact information and account plans for assigned customer accounts.
• Evaluates and redesigns future contacts.
• Develops consultative role to manage customer training needs, facilitates relationship building, manages customer expectations and provides necessary customer service. Tracks and analyzes progress.
• Continuously increases and sharpens therapy, scientific and technical knowledge as well as selling, negotiating, and presentation skills.
• Stays informed and educated on the most recent scientific and related industry trends.
• Communicates the value-add of investing in Terumo BCT products (analysis, dashboards, efficiency support etc.)
• Provides feedback to management on messaging, tactics and marketplace changes to ensure that our company offerings are meeting/exceeding customer expectations
• Collaborates with cross-functional partners including Health Care Providers, Blood & Cell Manufacturing, Customer service, Contract Administration and other businesses to ensure a cohesive and consistent approach to meeting customer needs.
• Provides insight and works with marketing teams to develop customer messaging, support materials and campaigns
• Creates, monitors, and revises lead generation plans to ensure a substantive sales opportunity pipeline.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Ph.D. or professional degree