Vice President, Corporate Accounts

Job Summary

Vice President, Corporate Accounts is responsible for creating and executing a “One Terumo” contracting vision and strategy across multiple cardiac & vascular (C&V) business divisions within Terumo Americas that aligns with Terumo’s new vision, “From Devices to Solutions”. Vice President, Corporate Accounts will be responsible to build and lead the newly consolidated Corporate Accounts function, and best position Terumo for the future. This will require collaboration with key internal stakeholders (i.e., Business Leaders, Sales Leaders, etc.) to set a unified strategic contracting approach that enables a go-to-market strategy that delivers a high level of impact and compliance with customers, ultimately leading to the strong financial health of the overall organization.  

This role will support the Executive Leadership Teams and partner with peer leaders by advising on key levers to support business growth, including process changes, industry best practices, and in-depth understanding of local, state, and national government contracting processes. Vice President, Corporate Accounts will be an industry thought leader, elevating Terumo’s presence, and developing key relationships in customer accounts as it relates to contracting and compliance. 

Vice President, Corporate Accounts will develop and support a sustainable, best-in-class team, that is scalable, efficient, optimized, with best-in-class tools and processes, focused on business partnering across business lines.
 

Job Details/Responsibilities

• Drive growth for all businesses across Terumo by executing contracting strategies with IDNs; Work closely with BUs to ensure profitability improvement in the account.
• Develop and execute a strategic vision and strategy in support of “One Terumo” that positively impacts overall business outcomes. 
• Develop strategy for the top accounts by working closely with the BUs.
• Engage with senior business and sales leaders to understand business entities short- and long-term objectives. 
• Develop and maintain relationships at the corporate level of GPOs and IDs and coordinate across business units.
• Actively engage and participate in external industry organizations and advise leadership on industry trends, direction, best practices, etc.
  •  Support strategic positioning for new business opportunities throughout the contract process.
• Ensure that the team is compliant to the SOP agreed by the Bus.
  • Provide clearly defined roles and responsibilities and effective governance structure, focused on business partnering and efficiencies. 
  • Evaluate organizational conflicts and support the development of remedial plans.
  • Develop standard operating procedures and ensure systems and operational infrastructure are aimed at creating efficiencies in the management contracting, pricing, compliance, rebates, and administration fees.
• Communicate development of activities with key stakeholders.
• Responsible for monthly reporting to BUs and commercial EMM (“new”).
• develop KPIs and increase transparency of activity and data.
• Team development.
• Provide leadership, mentorship and direction in development of an industry-leading contracting organization. 
• Demonstrate a commitment to patient safety and product quality by maintaining compliance with all TMC and C&V 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.
• Perform other duties as required.
   

Knowledge, Skills and Abilities (KSA)

• Demonstrated ability to successfully synthesize and implement strategic business and operational plans that impact annual and long-term performance and drive organizational vision and purpose.  
• Exceptional communication and influence skills.
• Shown managerial courage.
• Ability to reach agreement on issues of strategic importance, where they may be significant conflicting goals or perspectives. 
• Ability to present high level information for multiple audiences and consider short-term implications to organization and key stakeholders when making decisions.  
• Execute sound judgment, analyze issues, think strategically, creatively, and use innovative ideas. 
• Exceptional collaborator, problem solving, decision-making, conflict management, change management and negotiating skills. 
• Ability to recommend and drive process improvements at enterprise level, and global perspective, and measure organizational effectiveness. 
• Ability to operate independently, be guided by Terumo’s mission and strategic plan, and develop trust and respect across organization.   
• Proven ability to successfully create, lead and motivate effective teams, to include cross-functional teams.
• Develop talent and manage career development.  
   

Qualifications/ Background Experiences

• Bachelor’s degree (preferably in Finance, Business or Healthcare) and a minimum of 12 years of relevant experience that includes the life sciences industry, and 5 years of senior management level experience required. MBA or master’s degree preferred.
• In-depth understanding of contracting function with proven success in positioning solutions that bring value to customers in complex environments required.
• Familiar with or previous experience in Contract Management Application required.
• Proven entrepreneurial experience with newly formed teams and/or business opportunities, new technologies or products and managing a business through various stages of growth required.  
• Firm understanding of financial management, including top-line sales revenue and operating profit drivers required.