Director, National Business Development - Imaging

Job Summary

The Director, National Business Development - Imaging (Nt’l BDM-I) is responsible for building and scaling Imaging as a clinical decision platform within Terumo Interventional Systems. This role defines the commercial, clinical, and operational conditions required for Imaging technologies (e.g., IVUS, OCT, ICE or physiology-based imaging) to drive procedural adoption and revenue growth across the interventional portfolio.

Through demonstrated experience with intravascular imaging or advanced coronary imaging technologies, the incumbent of this position establishes where and how Imaging integrates into disease states and care pathways, shaping adoption models across health systems and enabling the consistent translation of imaging insights into procedural action.

This role leads the development of a focused Imaging business by defining target markets, creating repeatable adoption pathways, and aligning cross-functional stakeholders across Sales, Marketing, Medical Affairs, and Corporate Accounts. It is accountable for both national strategy and the development of a specialized field team capable of delivering clinical credibility and commercial impact.

Success in this role is defined by the ability to elevate Imaging from a product offering into a scalable, system-level capability that enhances clinical decision-making, drives procedural pull-through, and expands Terumo’s position across the interventional care continuum.

Job Details/Responsibilities

• Imaging Market Strategy and Business Development
  • Define and execute the national Imaging strategy, including target markets, priority disease states, and account archetypes.
  • Establish where Imaging creates clinical and economic value within the care pathway.
  • Identify and prioritize growth opportunities that drive both imaging adoption and procedural pull-through.
  • Translate market dynamics into actionable strategies that can be deployed consistently across regions. 

• Revenue Performance and Business Accountability
  • Own national Imaging performance, including revenue growth, adoption metrics, and contribution to procedural volume
  • Monitor and evaluate business performance across regions, adjusting strategy and resource allocation as needed
  • Ensure disciplined execution against financial targets while maintaining alignment with long-term market development goals
  • Provide regular visibility to leadership on performance, risks, and opportunities within the Imaging business

• Adoption Model and Commercial System Design
  • Design and implement adoption pathways that enable health systems to integrate Imaging into clinical workflow.
  • Define commercial conditions required for scale, including value proposition and alignment to customer economics.
  • Identify and assess barriers to adoption, including workflow integration, clinical acceptance, and operational constraints.
  • Ensure Imaging is positioned to drive decision-making within the procedure, not function as a standalone product. 

• Field Enablement System and Execution
  • Build and operationalize a specialized Imaging field model that integrates effectively with the broader TIS commercial organization.
  • Define roles, engagement points, and expectations for how Imaging is introduced, interpreted, and converted into procedural action and product utilization.
  • Partner with regional leadership to ensure disciplined execution of Imaging strategy across priority accounts. 
• Cross-Functional Leadership and Integration
  • • Align Sales, Marketing, Medical Affairs, PACE, and Corporate Accounts around a unified Imaging strategy.
    • Drive coordinated execution across functions to support market development, product adoption, and customer engagement.
    • Partner with Product Marketing to translate value proposition and positioning into validated adoption pathways and in-market execution.
    • Partner with Marketing and Medical Affairs to ensure clinical credibility, evidence development, and effective communication.
    • Collaborate with Corporate Accounts to align contracting strategies with Imaging adoption and system-level growth. 
• Team Leadership and Capability Development
  • Lead, develop, and scale a high-performing Imaging team, including Business Development Managers and Field Clinical Specialists
  • Establish performance expectations aligned to strategic objectives, including adoption, utilization, and revenue impact
  • Provide coaching and direction to elevate both clinical and commercial capabilities across the team.

Knowledge, Skills and Abilities (KSA)

• Demonstrated success in commercial leadership roles involving complex product adoption, market development, and revenue growth
• Ability to define and execute commercial strategies that drive adoption of complex clinical technologies within healthcare systems
• Demonstrated experience with intravascular imaging or advanced coronary imaging technologies (e.g., IVUS, OCT, ICE or physiology-based imaging), including a clear understanding of how imaging informs procedural decision-making and impacts clinical workflow.
• Strong business and clinical acumen, with deep understanding of interventional cardiology, coronary anatomy, and the role of Imaging in procedural decision-making
• Ability to translate clinical value into economic and operational relevance within hospital and health system environments
• Proven capability to design and implement scalable adoption models that integrate into clinical workflows and drive consistent utilization
• Ability to operate effectively in complex, cross-functional environments, aligning stakeholders across Sales, Marketing, Medical Affairs, and Corporate Accounts
• Strong leadership capability with a track record of building, developing, and scaling high-performing, specialized teams
• Advanced communication and influencing skills, with the ability to engage physicians, administrators, and senior leadership to drive alignment and action
• Ability to assess market dynamics, identify barriers to adoption, and adapt strategy to drive measurable business outcomes
• High level of accountability, ownership, and decision-making capability in ambiguous and evolving market conditions
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Qualifications/ Background Experiences

• Bachelor’s degree required; advanced degree (MBA, clinical, or related field) preferred
• Minimum of 10+ years of experience in medical device or healthcare industry, with significant exposure to interventional cardiology or related procedural specialties;
• Minimum of 2 years of proven medical device capital equipment sales experience required
• Experience driving adoption of imaging technologies within cath lab environments, including influencing physician behavior and integrating imaging into procedural workflows.
• Proven experience building and scaling businesses, product lines, or strategic initiatives within healthcare environments
• Strong understanding of Imaging technologies and their role in clinical decision-making and procedural execution required
• Experience working within complex hospital systems, including exposure to clinical workflows, economic decision-making, and stakeholder dynamics.
• Track record of leading and developing high-performing teams in a field-based commercial organization