National Account Manager - TMP

Job Summary

The National Account Manager – TMP will function as the primary liaison between Terumo Medical Corporation and the major key distributor partners. The position will be responsible for the implementation of Key Account Strategies and the development of tactics that ultimately assist with the growth of business within these targeted market segments.  The National Account Manager will work with other members of the sales and marketing teams as needed to further develop strategies and execute the targeted programs.

Job Details/Responsibilities

• Full profit and loss responsibility for sales and margin within the targeted Distributors
• Responsible for management of selling and administrative budget including travel and promotion
• Develops annual business plan for each targeted Key Account addressing, among other things, 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
• Constantly developing competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales/pricing strategies to ensure successful growth.  In the near term, develops a thorough understanding of the positioning of Terumo’s current products within the specific Key Accounts
• Develop a comprehensive understanding of the inner dealings of targeted Key Accounts including the contracting policies and practices and serve as ongoing resource with Terumo as regards Key Account business practices  
• Handle Key Account specific customer complaints (complaints that originate from within the Key Account) and customer service needs and liaises with field sales organization as needed to resolve any conflicts with respect to sales, deliveries, credit approval, collections or other issues
• Assists 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
• Develops/implements sales forecast and marketing plans as needed and submits plans, forecasts and monthly activity reports to Director of Sales for review
• Works with contract managers within the Key Accounts to position Terumo as needed as well as to communicate Terumo’s strategies and intentions
   

Job Responsibilities (continued)

• Provide training to field sales organization as needed to ensure that a high degree of knowledge exists in regard to the Key Account at the field sales level.  Act as the primary resource for the field sales organization as regards to Key Accounts.
• Attend various Key Account conventions, meetings and shows to promote products.
• Work with the contract managers within the Key Accounts to maximize the Key Account-level marketing of the Terumo agreements and contracts.
• Work with the Key Account field sales and/or service delivery teams as needed. 
• Participates in project performance team meetings on behalf of the job unit in order to provide ideas, methods or processes for unit/company performance improvement.
• 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.  Fully adhere to all applicable FDA regulations, international guidelines and Terumo’s policies at all times. 
• Performs other job related duties as assigned.

Working Conditions/Physical Requirements

Knowledge, Skills and Abilities (KSA)

• A high degree of initiative and interpersonal skill is required
• Maintain outstanding professional relationships and long term agreements with Key Accounts they ensure the profitability of the Business Unit and company
• Must possess excellent oral and written communication skills, and have the ability to create, review and negotiate contracts
   

Qualifications/ Background Experiences

• • Requires a Bachelor’s degree or higher in business, finance, marketing or related field
  • Minimum of 5 years medical device sales experience with some successful sales management experience and / or marketing or national account experience a plus.
  • Proven track record in regard to contract development and negotiations. 
  • Demonstrate expertise in healthcare terrain and have documented success of positioning solutions that bring value to customers in complex environments.
  • Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and other standard business software
  • For Canadian Based Associates, must be bilingual in English and French.