Region Manager-TIS, Hudson Valley Region

Date:  Jun 16, 2024
Req ID:  2938


Company:  Terumo Medical Corporation
Department:  TIS Sales Management

Terumo Medical Corporation (TMC) develops, manufactures, and markets a complete, solutions-based portfolio of high-quality medical devices used in a broad range of applications for numerous areas of the healthcare industry. TMC places a premium on providing customers with world-class products, training and education programs that drive clear economic value, better clinical outcomes and improved quality of life for patients. TMC is part of Tokyo-based Terumo Corporation; one of the world’s leading medical device manufacturers with $5+ billion in sales, 20,000+ employees worldwide and operations in more than 160 nations. Terumo Medical Corporation is comprised of two strategic business divisions: Terumo Interventional Systems and Terumo Medical Products.

Job Summary

Responsible for increasing company revenues and retaining existing revenue in the assigned Region through the sale of Terumo Interventional Systems (TIS) products to new and existing customers. Is accountable to achieve monthly, quarterly, and annual sales goals while increasing profitability and minimizing expenses staying within assigned Region budget. Responsible for managing a Regional Business Team (RBT) that maintains and grows market share by developing rapport with key decision makers and expanding business in the Endovascular space, i.e., Cath Labs, Interventional Radiology, Vascular Surgery, etc. Develop comprehensive business plans and account strategies, identify competitive issues/opportunities and partner with internal stakeholders to increase sales and company visibility with industry thought leaders.

Job Details/Responsibilities

  • Meet Regional Business Team sales goals (monthly, quarterly, and annual) and increase sales profitability while minimizing expenses.
  • Attract, retain and manage a Field Team (Territory Managers, Field Clinicals) by providing coaching, feedback, and performance management. Develop, motivate, and educate direct reports to enhance skills and competencies to ultimately drive Region sales results.  
  • Develop and maintain relationships with upper management and key decision makers within customer networks.
  • Travel with and make joint sales calls with Field Team to evaluate progress, offer constructive feedback and provide direction and guidance.
  • Communicate with key internal stakeholders on product issues, competitive activity, pricing, and industry trends and other information obtained through field exposure.
  • Develop regional sales strategies for implementation by RBT.
  • Collaborate with Corporate Accounts to drive sales growth through contracting/business reviews within GPO, IDN, government and independent accounts. 
  • Attend trade shows, conventions, and seminars to increase technical knowledge and interact with customers.
  • Oversee activities within RBT to maintain compliance, expense control, and field inventory management. 
  • Review weekly and monthly sales and expense reports with Field Team.
  • Meet with key physicians and develop continuing relationships to ensure recommendations of products.
  • Maintain existing accounts and resolve problems in a timely manner.

Job Responsibilities (continued)

  • 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 (e.g., adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (e.g., branding strategies, product claims, etc.) and materials (e.g., 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. Establish and promote a work environment amongst co-workers and direct reports that supports compliance with the TMC Quality System and Terumo’s policies.
  • Perform other job-related duties as assigned.

Working Conditions/Physical Requirements

  • Field-Based position. Must be able to drive personal automobile on a daily basis to/from customer accounts and drive and/or travel by airplane long distances (distances will vary based upon the size of assigned region).
  • Requires frequent overnight travel; amount of which will vary based upon the assigned region and a minimum of 60% Field time is required. In addition to travel within the region, overnight and/or weekend travel outside of the region is required. 
  • Daily entry to hospitals and other medical facilities 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. 
  • 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)

  • Demonstrate Self-Awareness - using a combination of feedback & reflection to gain productive insight into personal strengths & weaknesses.
  • Motivate & Drive Results - ability to maintain the motivation of RBT & continuously monitor customer satisfaction to ensure regional sales goals and customer retention are achieved.  
  • Proven Leadership - ability to coach, develop, & provide meaningful feedback to direct reports. 
  • Strategic Mindset - seeing ahead to future possibilities & translating them into breakthrough strategies.
  • Plan & Align - planning & prioritizing work to meet commitments aligned with organizational goals. 
  • Build Networks - effectively building formal & informal relationship networks inside & outside the organization. 
  • Collaboration - ability to work collaboratively with cross-functional teams, e.g., Marketing, Operations, and Corporate Accounts, to drive a higher-level sales call with region customers. 
  • Communication - excellent communication (written and verbal) & interpersonal skills, with ability to effectively present & influence both internal & external stakeholders; strong presentation, analytical & customer service skills complimented by an effective, solutions-oriented sales approach.
  • Clinical Acumen - ability to understand complex medical procedures & engage in in-depth technical conversations with physicians & staff regarding medical procedures & proper product usage; Strong knowledge of the human anatomy specifically including the vascular & venus systems. 
  • Presence - ability to represent Terumo & its products in a professional manner & viewed by physicians, staff, & others as knowledgeable & credible.  
  • Computer Skills - proficient in Microsoft Office applications & I-Pad navigation. 

Qualifications/ Background Experiences

  • Bachelor’s degree in business or related discipline required and a minimum of 5 years’ medical device sales experience, including a minimum of 2 years’ management experience of a commercial field team; or equivalent combination of education, training, and experience. If no direct commercial field management experience, can substitute a minimum of 3 full fiscal years of direct Sales or Corporate Accounts experience at Terumo with a proven track record of success in lieu of 2 years’ management experience.   
  • Prefer Cath Lab, Interventional Radiology, and/or Operating Room sales experience. 
  • Requires a proven record of sales excellence.
  • Must possess a valid driver’s license and a personal automobile with an active vehicle insurance policy. 

It is Terumo’s policy to provide equal employment opportunity to all its employees and applicants for employment regardless of their race, creed, color, national origin, age, ancestry, nationality, marital or domestic partnership or civil union status, sex, pregnancy, gender identity or expression, disability status, liability for military service, protected veteran status, sexual orientation, atypical cellular or blood trait, genetic information (including the refusal to submit to genetic testing), or any other category protected by law. As a Company, we value diversity of background and opinion, and prohibit discrimination or harassment on the basis of any legally protected class in the areas of hiring, recruitment, promotion, transfer, demotion, training, compensation, pay, fringe benefits, layoff, termination or any other terms and conditions of employment.