Senior Manager Sales Excellence EMEA

Requisition ID:  30776  

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.

JOB TITLE:  Senior Commercial Excellence Manager EMEA 

JOB SUMMARY  

This critical role drives commercial excellence by the design, planning and implementation of commercial processes, projects, and initiatives to enable growth, further strengthen our infrastructure to enable excellence in commercial execution. 

This will be done through establishing analytics, processes to optimize commercial effectiveness and increase share of wallet of targeted customer segments. This role drives strategy deployment, training, quota- and compensation plans, pricing execution, salesforce and funnel management/review process under the supervision/leadership of the Vice President Commercial EMEA and the Vice President Global Commercial Excellence. 

ESSENTIAL DUTIES AND RESPONSIBILITIES 

STRATEGY DEPLOYMENT 

• Translate EMEA Strategic Directions into pragmatic actions for sales associates and cross-functional team 
• Adapt tools and processes to ensure appropriate monitoring of strategy deployment 
• Collaborates and aligns effectively with marketing, finance and sales leaders to ensure relevance and pragmatism of strategic directions. 

SALES EFFECTIVENESS 

• Aligns sales effectiveness strategy to capture market growth opportunities as the market changes. Leads EMEA and cross functional change management efforts to ensure strategic objectives are met 
• Drives sales excellence through disciplined use of sales tools, processes and programs, such as CRM tool, funnel review management/ process. 
• Represents the EMEA needs and participates in global efforts related to identification, prioritization of technology investments and process improvements with/to global partners 
• Is accountable for implementation and adoption of new technologies (includes CRM, e-commerce tools, etc.) 
• Leverages tools and data to provide analysis to optimize sales approach 

INCREASE SHARE OF WALLET  

• Develops and implements processes and metrics to ensure execution of pricing strategies by the sales team 
• Provides pricing analytics to optimize the value of our solutions to the customer.  
• Contract management: Leverage contracts to ensure maximizing customers’ share of wallet through pricing and deal commitment 

SYSTEMS & TOOLS 

• Training: Develop a world class training team and curriculum to build the evolving skillsets required to serve the changing needs of the customers  
• Quotas/ Incentives/ Awards: Works closely with EMEA sales leaders, HR and finance to set quotas and design sales incentive compensation programs that reinforce sales organization growth strategy, aligned with business objectives and drive expected behaviors 
• Develops, designs, selects and launches suitable systems and tools to improve processes and overall commercial effectiveness 

TRAINING 

• Develop Training Curriculum Framework across full portfolio to ensure development of sales, product, implementation skills 
• Ensure content development and training delivery by the Commercialization Manager 
• Record training status of each field associates. 

MARKETING & COMMUNICATION 

• Ensures the business communicates effectively with our desired markets by making smart choices around tools (direct marketing, advertising, PR, events, social media, …) 
• Drives Lead Generation for specific customer segment / initiatives 
• Develops Multi-channel Communication Campaign aligned with Strategic Direction 
• Continuously improves the customer journey. 

 
Overall, the Senior Commercial Excellence Manager and his/her team will lead the commercial process improvement initiatives through the disciplined use of analytics, accountability, introducing and scaling of best practices across EMEA.  

QUALIFICATION REQUIREMENTS 

• Minimum Bachelor’s degree or, equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered. 
• Minimum 5 years of progressive business experience in EMEA, including leading a team.
• Experience in implementing successful sales process/methodology/sales playbook initiatives.
• Seasoned judgment and a demonstrated record of achievements in successfully impacting a business.
• Strong leadership skills, including the ability to set goals and provide positive and constructive feedback respectfully to build positive relationships and improve business results.

• Strong verbal and written communications with ability to effectively communicate at multiple levels in the organization.
• Strong organizational, planning, and follow-up skills and ability to hold others accountable

Skills 

• Strategic Mindset and Drives Results:  Strategic and analytically minded with good business acumen to successfully manage between the strategic and tactical activities required to achieve successful outcomes 
• Action Oriented and Situational Adaptability:  Strong time management skills with the ability to manage multiple priorities, make decisions and to take initiative in an evolving environment 
• Manages Ambiguity and Resourceful:  Intellectually curious, creative, strategic business thinking to tackle with enthusiasm and remain solution oriented in the face of complex challenges 

• Tech Savviness:  Proficiency with price automation tools, SFDC, SAP, PowerBI or other reporting platforms, CPQ technology, etc. 
• Plans and Aligns:  Demonstrated project/program management, communication and organizational skills to lead large strategic initiatives to a successful outcome and to track progress for continuous improvement 
• Cultivates Innovation and Optimizes Work Processes:  Innovative mindset and working style to constructively challenge the status quo; developing more efficient and effective ways of working that are scalable, sustainable and enable better outcomes 
• Communicates Effectively and Values Differences:  Excellent verbal and written communication skills; ability to communicate effectively with and influence at different levels of the organization and without direct authority 
• Organizational Savviness:  Familiarity with commercial, marketing, sales excellence, supply chain functions and objectives to support appropriately with pricing initiatives and to effectively lead from a change management perspective 

• Collaboration:  Ability and motivation to create relationships based upon mutual respect and influence cross-functionally, act in an inclusive manner across cross diverse geographies and within a matrix organization 
• Business Insight and Financial Acumen:  Knowledge of pricing practices (including value-based pricing), techniques and strategies in the healthcare industry 

You are: 

Results-focused and exhibit commitment to goals and consistently deliver results 

Customer-focused with a passion to always achieve client success  

A team player who works effectively and cross-functionally within all levels of management, both internally and externally 

Dynamic, energetic and self-motivating 

An analytical thinker with the ability to digest complex information and provide key insights 

A leader who successfully builds, develops and inspires his/her team to achieve outstanding performance 

Additional information 

The position will be based in Zaventem, Brussels  

Direct Reporting to the VP Commercial Operations EMEA with dotted line to the VP Global Commercial Excellence. 

Occasional travel will be required: 20% 

• 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