Associate Director, Corporate Accounts

Job Summary

Associate Director, Corporate Accounts (AD) will lead the contracting strategy and implementation across the Terumo Business Units inclusive of Terumo Interventional Systems (TIS), Terumo Aortic (TA), Terumo Cardiovascular (TCV) and Terumo Neuro (TN). The AD, Corporate Accounts will collaborate with each Business Unit to establish their contracting goals and subsequent development of strategies to drive sales. They will have responsibility for the direct management of assigned  Corporate Account Executives (CAEs), hiring, coaching, mentoring and training of team members. AD, Corporate Accounts will partner with members of the sales and marketing teams within each business unit to execute targeted programs and strategies. 

AD, Corporate Accounts will establish, advance and maintain relationships with executive level decision makers in targeted accounts. Work with their CAEs to design, communicate and deliver customized value-added programs to strategic accounts including management of RFI/RFP process. Manage Terumo’s relationships and lead contract negotiations with significant impact for all Terumo Business Units. This role will actively partner with peer AD, Corporate Accounts and Senior Director National Accounts Corporate Accounts in designing contract strategy that aligns with business objectives, working across functional boundaries and ensuring appropriate levels of communication among key stakeholders. Additionally, the role requires significant time spent in the field working with their assigned CAEs to provide coaching and direction along with building customer relationships. 

Job Details/Responsibilities

• Work with CAEs and Sales team to identify, develop and appropriately target THO opportunities. Support these efforts in alignment with developed process and policies.
• Manage opportunities for C&V contracts by maintaining alignment with the respective business units.  Act as a liaison between the sales team, SDCA, CAE and other Terumo Business Units for maximum alignment.
• Full profit and loss responsibility for sales and margins within the targeted customer base.
• Responsible for working with their CAEs to the build financial modeling, negotiate and manage T&C’s process and implementation of contractual agreements to drive new business. 
• Partner with senior business leaders within each Terumo Business Unit 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 each Terumo Business Unit  and lead contracting opportunities that leverage technologies across companies to enhance Terumo’s value proposition to effectively compete in the marketplace. 
• Develop and update 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 of Terumo’s current products within specific  IDNs.
• Develop a comprehensive understanding with their CAEs of the inner dealings of targeted IDNs 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 IDN account 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 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 marketing plans for targeted customers and keeps management informed of critical issues through the submission of regular updates and monthly activity reports. 
   

Job Responsibilities (continued)

• Help build and deliver training programs for each Business Unit sales team to ensure a high degree of GPO / IDN knowledge.
• Oversee contracts and agreements in relation to interval marketing and promotions for GPOs and IDNs.
• Attend various GPO conventions, meeting and trade shows to promote Terumo products and contracts.
• Demonstrate medical device sales, sales management, team management and Corporate Account experience intuitively responding to strategic and tactical 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 budget related to account activities to include travel, entertainment and promotion.  
• Perform other job related duties as required
   

Working Conditions/Physical Requirements

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.  
• Strong Communication skills
• Strong Collaboration skills and proven ability to bring multiple groups together and alignment.
• Ability to lead a team and develop future leaders in the organization.  Succession Planning.
• Business Acumen and Strategy.
• Demonstrated ability to build strong relationships, and to lead and influence without authority. 
• 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 is required. 
• Proficient in Microsoft Office applications. 
   

Qualifications/ Background Experiences

• Bachelor’s degree or higher in business, finance, marketing or related field and a minimum of 10 years successful sales experience and minimum of 5 years of successful sales management experience preferably in the Corporate Accounts space focusing on physician preference products required, or equivalent combination of education, training and experience.
• Must have experience in medical device.
• Must have a proven track record in regard to contract development and negotiations in the health care national account arena.