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Service Commercialization & Deployment Manager EMEA

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Date: Apr 15, 2021

Location: Brussels, BE

Company: Terumo BCT, Inc.

Requisition ID:  27322  

 

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: Services Commercialization & Deployment Manager EMEA

 

JOB SUMMARY

The Services Commercialization & Deployment Manager EMEA works under supervision of the Director Services & Customer Operations EMEA. He/she drives the transformation of our services offering from an historical “add-on” to our products commercialization towards a comprehensive and integrated part of our business.

As Services Commercialization & Deployment Manager EMEA, you have a direct impact on sales via the development and implementation of sales and deployment tactics and programs as well as pricing guidelines aiming to position, valorize and deploy the company Services offering. You work closely with the sales & marketing organization, provide direction, develop & roll out commercial strategies to successfully identify and secure growth opportunities, support service marketing tools and commercialization programs. In that perspective, you create, manage, coordinate, and successfully execute plans to complete projects in support of the business and the service organization, analyzing data, you will lead cross-functional projects involving the service, support and commercial organization.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Lead cross-functional Projects that support the service and customer operations organization (Customer Relations, Technical Service (Field & Bench), Field & Software Support…), starting with a deep understanding of the products, services and the market.
  • Manage projects based on data and reports from systems (ServiceMax, SFDC, SAP…), in order to support Services deployment and commercial strategy definition.
  • Collaborate with internal and external customers, stakeholders in EMEA and other regions in Terumo BCT in different time zones. Effectively manage communications, expectations and interactions with all departments and stakeholders.
  • Seeks constant synergy opportunities and cross-pollination in terms of the total TBCT offering.
  • Define, create, manage and execute project plans, from small to complex scope and revises them as appropriate for project needs. Manage the cost within plan.
  • Facilitate the definition of quality and risk, and manages the project accordingly. Resolves and/or escalates project-related issues in a timely fashion.
  • Provides strategic commercial direction (data driven, business case methodology) to EMEA leadership & upstream service marketing in terms of newly defined growth opportunities impacting our current offering.
  • Researching the market development, developing and implementing regional Services deployment plans and supporting service product commercialization by focusing on customer segments.
  • Responsible for new service product offering, market share/penetration, segmentation, pricing strategies in alignment with Global imperatives.
  • Establishes market & service marketing strategies in collaboration with stakeholders that disrupt historic product/service perceptions.
  • Manages the Services value proposition canvas aimed at ensuring quick and qualitative transfer for direct and indirect sales resources.
  • Work closely with the marketing managers to imbed the service into the Go-to-Market plans & strategies. Aiming at full alignment across functions such as marketing, sales, sales excellence, customer operations, regulatory, medical affairs, market access, scientific and government affairs.
  • Delivers informative, well-organized presentations on project status and selected project topics.
  • Implementing training strategies and tools, providing direction to sales specialists and sales management, and coordinating the various functional teams needed to successfully support the regional deployment of service offering.
  • Helps establishing metrics to measure deployment effectiveness and the impact on revenue, market share, prices, customer satisfaction.
  • Keeps track of lessons learned and shares those lessons with team members.
  • Facilitate project execution and maintain project-management documentation.

 
MINIMUM QUALIFICATION REQUIREMENTS
Education
Master degree in business or an MBA is preferred, or equivalent through experience. 
 

Experience

  • Professional experience in marketing, development of strategy for commercialization of product or services, and launch experience.
  • 5 Years of cumulative experience in an international and matrix organized organization (preferably in healthcare) is mandatory.
  • A background in servicing and/or an analytical position is a strong plus.
     

Skills

  • Demonstrated strong marketing skills, strategy development for commercialization of product or services and launch experience.
  • Demonstrated knowledge of project management disciplines, methodologies and tools.
  • Demonstrated ability to effectively lead and manage multiple projects and project teams.
  • Ability to work independently and to deal with ambiguity.
  • Analytical skills, efficient and focused on the goal.
  • Strong process oriented in compliance with company processes.
  • Excellent problem solving skills.
  • Excellent communication skills and the ability to use “positive language” and inspire people.
  • Presentation skills.
  • Understand markets dynamics and trends, customer and sales needs
  • Excellent knowledge of MS Office Skills (Word, Excel, Powerpoint, Outlook, sharepoint and/or Team…)
  • Eagerness to constantly learn and explore better ways of working.
  • Excellent Team player in a multicultural and matrix environment.
  • Tenacity / Ownership / Adaptability / Flexibility.
  • Strong English language skills.
  • Demonstrated organizational, prioritization and time management skills.
  • Be a consistent and engaged performer.
  • In line with Terumo BCT core competencies :
    • Respect – Appreciative of others
    • Integrity – Guided by our mission
    • Care – Empathetic to patients
    • Quality – Committed to excellence
    • Creativity – Striving for innovation

 
ADDITIONAL INFORMATION

  • Based: EMEA, either Belgian office based or other EMEA country
  • Reporting to:  Director Services and Customer Operations EMEA
  • Travel frequency 20% (up to 30% in case not Belgian based)

 

  • 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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