Executive Territory Manager, Richmond West

Job Summary

The Executive Territory Manager (ETM) is responsible for managing their existing territory as well taking on additional responsibilities which are national in scope.  This position is designed for those who do not aspire to pursue a management career track but instead desire to demonstrate leadership and influencing the organization at the national level as an individual contributor. 

Territory responsibilities include selling and promoting Terumo Interventional Systems (TIS) products to Interventional Radiologists, Interventional Cardiologists, Vascular Surgeons and Purchasing/Materials Management within a defined geographic territory to achieve assigned monthly, quarterly and annual sales revenue targets. This position is responsible for sales and market development in the acute care setting and outpatient facilities, developing rapport with key decision makers; penetrating accounts within key departments (Cath Lab Management and Nursing, Interventional Radiology, Purchasing, Materials Management) to introduce and expand business base; developing comprehensive business plans and account strategy; identifying competitive issues/opportunities and working jointly with Sales and Marketing Management to increase sales and company visibility with industry thought leaders. 

Additional responsibilities include completing assigned MBOs in the areas of Performance, Leadership, Teamwork and Business Acumen.  Incumbents must exhibit excellent leadership and teamwork amongst peers and others in the organization through the sharing of best practices and customer feedback. Serves as a role model to other Territory Managers. Proactively partners cross-functionally on initiates with impact beyond their local territory (i.e. national). 

This position is recognized as a subject matter expert (product, procedural/clinical, contracting) and an active consultant to TIS and TMC to help drive business results and is expected to contribute to organizational planning initiatives such as new products and M&A. The ETM must portray a position image of Terumo and should be a suitable host for corporate colleagues including Home Office and Japanese visitors.      

To be considered for an ETM position, he/she must first be a Sr. Territory Manager for 2 years and have been with TIS for a minimum of 4 years.  They must have achieved plan in the previous fiscal year and achieved plan 3 of the last 4 years. Individual % to plan must exceed TIS % to plan in the previous 2 years and have a Exceeds Expectations Rating or better on latest Performance Review. Candidate must proactively apply and have demonstrated collaboration with marketing in KOL and business development. This is an associate that has portrayed a positive attitude towards Terumo and has strong clinical and business acumen with strong leadership skills.  
 

Job Details/Responsibilities

1.    Call on current and potential customers to promote and sell TIS products to achieve assigned monthly, quarterly and annual sales revenue targets. 
2.    Develop and implement appropriate sales strategies and techniques to target appropriate customers, understand and confirm needs, overcome objections and gain commitment. 
3.    Conduct effective sales and product presentations to customers. Educate customers to ensure products are understood and used effectively. 
4.    Develop and maintain comprehensive clinical and technical product knowledge of Terumos products and competitive products including a thorough understanding each products features, strengths and appropriate usage. 
5.    Attend, support and in-service during endovascular procedures.  
6.    Maintain and grow existing business and develop new business opportunities. 
7.    Identify and quickly respond to competitive threats within the territory. Communicate market intelligence/competitor activity promptly to Region Manager.
8.    Develop and maintain good customer relationships, through personal visits/telephone.
9.    Conduct in-services to educate customers on the proper use of Terumos products. 
10.    Interact with Customer Administration, Logistics, Marketing and Technical Support to provide total customer satisfaction. 
11.    Exhibit excellent leadership and teamwork amongst peers and others in the organization through the sharing of best practices and customer feedback. Serves as a role model to other Territory Managers and may be responsible for mentoring and/or training new associates. Provide assistance in the development of existing associates who are in need of additional training as determined by their direct manager.
 

Job Responsibilities (continued)

12.    Proactively partners cross-functionally on initiates with impact beyond their local territory (i.e. national). 
13.    Successful completion of 4 assigned MBOs in the areas of Performance, Leadership, Teamwork and Business Acumen.
14.    Respond to requests from field sales, marketing and training as a subject matter expert. Provide detailed documentation back to the organization requesting his/her expertise. 
15.    May contribute to organizational planning including M & A and new product launches.
16.    Collaborate with Marketing and Training & Education in the development of Training sites and proctors.
17.    File weekly reports, monthly reports, competitive product reports, etc. in a timely manner. 
18.    Attend trade shows and conventions to promote TIS products. 
19.    Demonstrate a commitment to patient safety and product quality by maintaining compliance with 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) to Quality Assurance, and by ensuring all promotional messaging (i.e. branding strategies, product claims) and materials (i.e. literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumos policy on Interactions with Healthcare Professionals.  Fully adhere to all applicable FDA regulations, international guidelines and Terumos policies at all times. 
20.    Performs other job related duties as assigned.
 

Working Conditions/Physical Requirements

1. This is a field based position. Must be able to drive personal automobile on a daily basis to/from customer accounts and drive long distances (distances will vary based upon the size of assigned territory).
2. This position may require overnight travel, the amount of which will vary based upon the assigned territory. In addition to travel within the territory, occasional overnight and/or weekend travel outside of the assigned territory is required.
3. Daily 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.
4. 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)

o    Must possess strong clinical and business acumen skill sets and possess strong leadership skills. 
o    Strong presentation, analytical and customer service skills complimented by an aggressive, solutions oriented sales approach. Demonstrated ability to successfully maneuver through a complex selling process.
o    Demonstrated ability to develop key physicians as product champions in the territory.  Must have strong business acumen and documented success selling to physicians/customers using the SEV or Selling Economic Value and Strategic Selling processes.
o    Demonstrated ability to understand complex medical procedures and engage in in-depth technical conversations with physicians and staff regarding medical procedures and proper product usage. Is seen by physicians, staff and others as knowledgeable and credible. 
o    Demonstrated knowledge of the human anatomy specifically including the vascular and venus systems and how Terumo products play a role in the treatment of appropriate disease states. Requires strong clinical acumen and expertise across the disease states applicable to the TIS portfolio of products. 
o    Excellent communication and interpersonal skills to initiate, establish, and maintain effective customer relations. Must possess strong written and verbal communication skills to effectively function as subject matter expect and provide effective communication back to the organization. 
o    Proficient in Microsoft Office, and I-Pad navigation
o    Ability to represent Terumo and its products in a professional manner.
o    Must be a positive role model of Terumos values and a positive overall orientation. 
 

Qualifications/ Background Experiences

• • Requires a Bachelors degree and a minimum of 7 years experience in Medical Device Sales. Endovascular and/or operating room experience is required.
  • Requires a minimum of 2 years as a Sr. Territory Manager and a minimum of 4 years experience with TIS at the close of the previous fiscal year.
  • Must consistently exceed job requirements as measured by an Exceeds Expectations  (or better) rating on the most recent performance review.
  • Proven record of sales excellence. Must demonstrate sales success by achieving plan in the previous fiscal year and achieving plan 3 of the last 4 years. Individual % to plan must exceed TIS % to plan in the previous 2 years. 
  • Candidate must proactively apply and have demonstrated collaboration with marketing in KOL and business development.
  • Must possess a valid drivers license and a personal automobile with an active vehicle insurance policy.