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Account Manager Therapeutic Systems Benelux

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Date: Nov 8, 2022

Location: Brussels, BRU, BE

Company: Terumo BCT, Inc.

Requisition ID:  30002  

 

At Terumo Blood and Cell Technologies, our 7,000+ global associates are proud to come to work each day, knowing that what we do impacts the lives of patients around the world.

 

We make medical devices and related products that are used to collect, separate, manufacture and process various components of blood and cells. With our innovative technologies and service offerings, we touch a patient’s life every second of every day and are committed to continuing to increase the number of patients we serve.

 

With some of the best and brightest minds in the industry, an unmatched global footprint, comprehensive benefits and a distinct culture, Terumo Blood and Cell Technologies is a great place to work, grow and be part of a team that is focused on making a difference. Consider joining our team and unlock your potential.

 

Account Manager Therapeutic Systems Benelux

 

JOB SUMMARY

Working under supervision of the Sales Manager Benelux, is responsible to meet the sales targets, through responsibility for the following parts of the sales process:

  • Identification of sales opportunities at existing (farming) and new (hunting) accounts
  • Qualification of the sales opportunities
  • Design the solution
  • Pre-sell the solution
  • Analyzis of the buying influences and fine tuning of the Single Sales Opportunity
  • Proposing the solution
  • Getting account agreement
  • Implementation at the customer site
  • Procedural assistance at start of routine use
  • Training customers

 

Accountable to protect and expand business at existing accounts. Therefore facilitates and develops relationships and strong networks with all relevant staff at the centers using our technology platform for therapeutic apheresis.

Responsible for validation and demonstration of our therapeutic system at new to acquire accounts. Takes over the accountability at new accounts asfrom the implementation of the device and protocols. .

Requires coordination and strong collaboration with other sales roles and functions in the organization.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

The role the incumbent plays in the essential duties & responsibilities listed below may vary based on the customer profile. The attached RACI model is an integral part of this job description & is intended to clarify the roles & responsibilities throughout the sales process and will serve as a reference to define responsibilities.

Targeted specialties and market segments may evolve in line with the strategic business plan.

  • Sales Achievement: Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices. Track and analyze progress.
  • Sales process: apply Miller Heiman strategic and conceptual selling approach
  • Sales process: (Identify sales opportunities) Identify drivers for sales opportunity in existing/new accounts. Identify Buying Influences and check status (growth or trouble mode). Create Single Sales Opportunity (SSO)
  • Sales process: (Qualify sales opportunities) Verify the availability of budget for the SSO. Identify and eliminate possible red flags. Confirm a financially viable opportunity with a business profitability analysis. Identify all 4 Buying Influences and Coach. Refine Single Sales Opportunity.
  • Sales process: (Design the solution) Create solutions around the product, model the value proposition, validate with internal stakeholders. Construct the product differentiators and  tie them to each of the personal wins of each buying influencer.
  • Sales process: (Pre-sell the solution) Validate the decision making criteria and pricing model with Economic Buying Influencer and the Coach in the account, present the solutions to each of the buying influencers and validate as necessary. Manage any validation and demonstration with the customer.
  • Sales process (Propose and Close): Negotiate and agree on technical and financial solution. Determine all aspects of implementation. Receive contract or purchase order.
  • Sales process: support the implementation and routine use of the product in the account
  • Develop strong networks with all relevant staff at existing accounts using our technology platform, including but not limited to KOLs,head of apheresis departments, apheresis doctors, nurse managers, therapeutic apheresis nurses and  operators
  • Effectively use multiple types of interaction, such as face to face , phone, mail, webinar, user meetings, congress and keep track records in the company wide used CRM system
  • Develop superior product and procedure knowledge in order to effectively train device operators as well as educate and engage relevant staff in dialogue about product efficacy/safety profiles and approved information to support the value of our products
  • Effectively coordinate and collaborate with other sales roles and functions in the organization, such as marketing, scientific services & support, medical affairs, customer care. Build strong and active working relationship with Country/Sales Manager
  • Account/Territory Management: Prioritize accounts to determine coverage, assess opportunity and expand business.  Coordinate and manage resources to provide necessary customer service.  Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account/territory sales plan
  • Administration / Internal Communications:, adhere to company policies and communicate effectively with Sales manager Benelux  
  • Personal and Professional Development: Continuously increase and sharpen therapy and technical knowledge as well as continuously develop selling, negotiating and presentation skills 

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

Degree in Business or Life Sciences

 

Experience

  • A minimum of 3 years sales experience in Life Sciences industry, preferably in medical devices
  • Experience in implementing sales strategies
  • Experience understanding business products & therapy applications
  • Demonstrated advanced selling skills & sales techniques

 

Skills

  • In line with Terumo's Core Values:
    • Respect – Appreciative of others
    • Integrity – Guided by our mission
    • Care       – Empathic to patients
    • Quality   – Committed to excellence
    • Creativity – Striving for innovation
  • Excellent written & verbal English/French/Dutch language skills
  • Advanced sales techniques & selling skills
  • Strong overall communication skills and the ability to clearly explain products and train operators to use the technology
  • Capacity to execute the country sales plan and deliver upon assigned targets
  • Problem- solving
  • Strong business & financial acumen
  • Strong technical skills

 

PROFILE:

  • Ability to identify business problems/opportunities and recommend solutions
  • Results- driven
  • Flexible mentality
  • Independent & autonomous
  • Self- motivating
  • Perseverant
  • Highly service and support oriented
  • High level of ethics

 

Certificates, Licenses, Registrations

Obtain Sign- off on products prior to delivering training

 

ADDITIONAL INFORMATION

  • This position will be based in Belgium/Netherlands
  • This position will report to the Sales Manager Benelux
  • Frequent travelling (up to 70%)    

 

 

  • Terumo Blood and Cell Technologies is part of Terumo Group, founded in 1921 and headquartered in Tokyo, Japan.
  • In 2019, Terumo Blood and Cell Technologies reached $1 billion in revenue.
  • We employ nearly 7,000 associates globally, with global headquarters in Lakewood, CO, U.S., and regional headquarters in Brussels, Buenos Aires, Singapore and Tokyo.
  • We manufacture devices, disposable sets and solutions at our facilities in Belgium, India, Japan, Northern Ireland, the U.S. and Vietnam. Our global presence enables us to serve customers in more than 130 countries.
  • Our core values help set our direction, guide our actions and keep us true to our corporate mission of contributing to society through healthcare.
    • Respect – Appreciative of others
    • Integrity – Guided by our mission
    • Care – Empathetic to patients
    • Quality – Committed to excellence
    • Creativity – Striving for innovation


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