Sr. Corporate Account Executive, Midwest

Job Summary

The Sr. Corporate Accounts Executive (CAE) will lead the contracting strategy and implementation across the Terumo Business Units (BU) inclusive of Terumo Interventional Systems (TIS), Terumo Aortic (TA), Terumo Cardiovascular (TCV) and Terumo Neuro (TN) in assigned geographical markets. The CAE will collaborate with each Business Unit to establish their business goals and the subsequent development of strategies to build sales channels through contracting. Additionally, the CAE will work to bring the combined resources of the Terumo BU’s into an overall value proposition and contract offering within their targeted accounts. The goal being a “One Terumo” contract offering that leverages the overall value of the Terumo business. The CAE will partner with members of the sales and marketing teams within each business unit to execute targeted programs and strategies as well as work cross functionally with key functional departments such as (but not limited to) Sales and Sales Leadership, Commercial Excellence, Legal, Marketing, Finance, Regulatory and Professional Education.

The CAE will establish, advance, and maintain relationships with executive level decision makers in targeted accounts. Work with the BU teams to design, communicate and deliver customized value-added programs to strategic accounts including management of RFI/RFP process. Manage Terumo’s relationships, lead contract negotiations with significant impact for all Terumo Business Units and monitor the value of each contract. The CAE will develop and maintain strategic partnerships with key health systems in their geographical markets. Additionally, the role requires significant time spent in the field interacting with Terumo representatives and customer Key Decision Makers. 

Job Details/Responsibilities

• Full profit and loss responsibility for sales and margins within targeted IDN’s and regional GPO’s.
• Responsible for the negotiation, financial modeling, signing and implementation of new contractual agreements to drive new business across the BU’s. 
• Lead efforts to execute both strategically and tactically to meet contracting needs for the BU’s and through the negotiation of a contract with a significant national business partner. 
• Partner with senior business leaders across the BU’s to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth. 
• Promote opportunities for contracting synergies between TMC and lead contracting opportunities that leverage technologies across companies to enhance Terumo’s value proposition to effectively compete in the marketplace. 
• Develop annual business plans by BU for each targeted IDN and regional GPO addressing specific growth strategies, significant contract opportunities, pricing, member-specific tactics to be coordinated with the field sales organization, business initiatives and marketing programs designed to provide substantial growth opportunities.
• Manage competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales/pricing strategies to ensure successful growth.  In the near term, develop a thorough understanding of the positioning each BU’s current products within targeted  IDN’s and regional GPO’s.
• Develop a comprehensive understanding of the inner dealings of targeted IDN’s/regional GPO’s including their contracting policies and practices and utilizes this knowledge to improve or enhance Terumo’s business practices towards these accounts. 
• Responsible for the management and coordination of responses to targeted accounts specific customer complaints (complaints that originate from within the account at the corporate level).  Ensure customer service levels are being met and act as a liaison for field staff  to resolve conflicts with respect to sales and other contractual issues.
• Assist with the tracking and monitoring of appropriate membership databases to ensure that sales are tracked accordingly and that all commitments such as administrative fees are paid as required.
• Work with the appropriate IDN’s/regional GPO’s membership councils and committees to ensure Terumo’s ongoing visibility and that the field sales organization understands the role and significance of the committee members.
• Develop and implement sales forecasts and marketing plans for targeted IDN’s/regional GPO’s and keeps management informed of important issues through the submission of regular updates and monthly activity reports. 

Job Responsibilities (continued)

• Work with the Contract Analyst and Legal Teams to manage RFI’s/RFP’s, new contracts and amendments for each BU’s contracting needs.  
• Responsible for new product introductions and addendums to existing C&V Agreements.
• Provide training to the BU sales teams to ensure a high degree of GPO/IDN knowledge.
• Helps manage and attend various GPO conventions, meeting and trade shows to promote Terumo products and contracts.
• Demonstrate medical device sales, sales management and Corporate Account experience intuitively responding to strategic and tactic needs for market share protection and growth. 
• 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 (i.e., adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (i.e., branding strategies, product claims, etc.) and materials (i.e., literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumo’s policy on Interactions with Healthcare Professionals.  Maintain strong knowledge of and adherence to regulations regarding promotional material content and control. 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.
• Responsible for management of various expenses related to account activities to include travel, entertainment and promotion.  
• Perform other job related duties as required. 

Working Conditions/Physical Requirements

1. This position exists in an office environment. Approximately 70% overnight travel is required including occasional weekend travel. 
2. Occasional entry to hospitals and other medical facilities is required. Many facilities have instituted vendor credentialing policies which require vendors to meet defined training, background check and proof of immunization requirements as a condition of entry. Terumo Associates entering these facilities are required to abide by these credentialing requirements. 
3. When visiting hospitals and other medical facilities, must be able to gain access to and work in the IR suite, Cath lab and operating room. Entry into these areas requires an ability to wear appropriate gowning, stand for long periods of time, comply with hospital policy/protocol and be aware of potential biohazards such as blood borne pathogens.  
    

Knowledge, Skills and Abilities (KSA)

• Ability to work in a highly matrixed environment to facilitate cross-company and functional support to effectively perform all required duties.  
• Demonstrated ability to build strong relationships, and to lead and influence without authority. 
• Demonstrated strong understanding of C&V operations and strategies.  
• Strong negotiation skills and business acumen.
• Ability to understand contract terms and their implications for all parties. 
• Ability to engage into in-depth clinical discussions with customers about Terumo’s products, competitive products and overall market/therapeutic area dynamics.  
• A high degree of initiative and interpersonal skill.
• Proficient in Microsoft Office applications. 
   

Qualifications/ Background Experiences

• Requires a Bachelor’s degree or higher in business, finance, marketing or related field and a minimum of 5 years sales experience and 3 years of successful sales and/or contract management experience, focusing on physician preference products; 
• Corporate Accounts and/or Sales Management experience highly preferred.
• Proven track record in regard to contract development and negotiations in the health care national account arena