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Strategic Account Mgr. - TMP

Date:  Feb 21, 2023
Req ID:  1208

Somerset, NJ, US, 08873

Company:  Terumo Medical Corporation
Department:  TMP Sales

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

The Strategic Account Manager (SAM), Terumo Medical Products (TMP) is accountable for increasing and retaining existing company sales revenues in an assigned territory through the sale of TMP products to new and existing clients.  S/he will plan, initiate, and direct the contract and sales of assigned product lines to new clients and current accounts.  S/he will be the key link between TMP and its customers.  The individual will be responsible for helping partners to develop their business(es) with Terumo as a part of their product portfolio.

Job Details/Responsibilities

  1. Responsible to follow requirements of applicable regulations
  2. Introduces TMP products to key strategic target accounts, both independently and with distributor partners.
  3. Actively secure business through effective development of account strategies and use of professional sales presentations
  4. Maintains existing business through routine key Distributor Rep and Strategic Account Manager contacts, building relationships and keeping the customer up-to-date on industry trends, technical information, and business reviews to reinforce value to both levels of customer
  5. Develops and presents our value proposition to key distributor partners and all levels of end user decision makers
  6. Educates customer to promote an understanding of Terumo products and how they differ from other competitive products in order to increase product effectiveness and ability to equal or outperform the competition and to increase market share

Job Responsibilities (continued)

  1. Coordinates opportunities and interacts with Contract Administration, Sales Management, Marketing and Logistics to resolve any customer complaints and ensure customer satisfaction
  2. Attends trade shows and conventions for key customer groups in both the Human and Veterinary markets to promote Terumo Medical Corporation products
  3. Efficiently manages and responds to administrative tasks, including weekly call and expense reports, contract pricing proposals, contract expirations, sales tracking and monthly reviews
  4. 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
  5. Performs other job related duties as assigned.

Knowledge, Skills and Abilities (KSA)

    • Requires the ability to stay competitive in an ever-changing market and ensure customer satisfaction by defining customer needs in relation to company products
    • Requires the ability to assess customer product needs and apply the necessary skills to meet or exceed customer expectations
    • Ability to utilize independent judgment in selecting methods and tactics to increase sales, retain accounts and maintain existing clients at post-sales satisfaction levels
    • Possesses superior presentation and negotiation skills, as well as an understanding of project management
    • Proven ability to influence and manage teams without direct supervisory or management authority
    • Ability to effectively develop Target Account and Blue Sheet strategies
    • Excellent interpersonal and communication skills
    • Ability to work cross-culturally and cross-functionally
    • Ability to travel frequently and multiple days at a time

Qualifications/ Background Experiences

    • Bachelors degree required
    • Minimum 3 years sales or marketing experience, preferably in a medical products manufacturing company
    • Desired market understanding and ability to sell at the C-Suite level
    • Must be proficient in Microsoft Word, Excel, PowerPoint, and Outlook

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.

Nearest Major Market: New Jersey