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VP Commercial EMEA

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Date: Sep 2, 2021

Location: Brussels, BE

Company: Terumo BCT, Inc.

Requisition ID:  28013  

 

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.

 

VICE PRESIDENT COMMERCIAL EMEA       

 

JOB SUMMARY

As a key member of the Commercial Executive Leadership and Terumo BCT Executive team, the Vice President of EMEA region owns the strategic positioning and business growth for the region. This includes being kept abreast of the changing market trends, identifying new business opportunities, ensuring the organization structure and key initiatives is aligned for the company to win in the markets we play in. 

 

The individual is likely a courageous change agent who will be inspired by the opportunity to create new markets, possessing a growth and exploration mindset to uncover the possibilities of emerging technologies, while building a thriving sales funnel and driving exemplary field and customer-focused execution to achieve the region’s financial objectives. The successful candidate will directly influence Terumo BCTs strategic priorities and growth roadmap.

 

ESSENTIAL DUTIES

 

Drive Growth Platform in all Aspects

  • Strategic Business Development – Identify and structure possible partnerships in technologies or sales channels in order to accelerate innovation and market entry.  Drive creativity to develop compelling branding and country-specific positioning.
  • Sales – Effective at building sales structure, capabilities and platforms to expand market penetration, pricing savvy and customer relationships.  Demonstrated success growing revenues in diverse healthcare segments.  Achieve short-term growth objectives while laying the foundation to significantly contribute to Terumo BCT’s long-term growth, through direct management of the EMEA commercial team.    
  • Sustainable growth – Ability to envision strategic shifts to sell beyond equipment, eg software, services.

 

Business Acumen / Accountability for Operating Commitments

  • Demonstrated ability to meet commitments in a fast-paced, operating structure.
  • Responsible for setting and meeting challenging, but realistic targets while responding to market dynamics, and proactively planning for alternate scenarios.
  • Able to prioritize and mobilize, maximizing the potential of distributed, diverse talent and capital.

 

Leadership

  • Drives for Results/ Ensures Accountability:
    • Accountable for ensuring executional excellence of short term strategies and providing field inputs and market changes to global business areas to inform and influence longer term strategies.
    • Ensure EMEA’s representation in global strategic and annual planning process
    • Provide leadership in development of business goals, strategies and plans to support the achievement of company’s objectives.
  • Instinctive Change Agent:
    • Effectively builds coalition to drive adoption of new concepts and products.
    • Works closely and in collaboration with all functions to identify shifts, ensure alignment cross functions in tandem with market and company’s shift to ensure relevance in the market we play in.
  • Demonstrates Courage:
    • Courage to change and shift organisation, test new concepts in order to stay relevant to the changing needs of the market and maximise penetration into the segments we choose to enter. 
    • Serves as an active contributor to the Commercial Executive and Terumo BCT Executive team, providing leadership and practical advice to peers and all commercial associates.
    • Leads the talent selection and development as the organization evolve.

 

Skills

Drives Results

  • Ability to take business strategy, translate that strategy into an overall selling process, measure the process for continuous improvement, and drive changes that will deliver expected results.

Manages Ambiguity and Complexity

  • Knowledge of regulatory environmental factors, with ability to integrate into operational plans for high-impact execution.
  • Ability to work effectively in a matrixed, cross cultural environment and manage through influence.

Drives Engagement/ Vision & Purpose

  • Demonstrated leadership and managerial skill with a geographically and culturally diverse staff that includes direct sales, national accounts, technical, market development, and building teams within matrix organizations.
  • Ability to lead and motivate cross functionally in an environment of acute growth pressure.
  • Ability to inspire team to look beyond current environment and business to accelerate growth.

Builds Team and Develops Talents

  • Ability to lead and develop a team, assess associate development needs and identify learning opportunities to create a healthy succession plan.
  • Demonstrated ability to lead others through problem solving and program development using creativity and good judgement.

Business Acumen/ Customer Focused

  • Extensive business acumen and financial acumen to understand marketplace dynamics, customer needs and requirements and ability to act decisively to achieve company business objectives.
  • Demonstrated ability to work effectively and comfortably with physicians and other medical professionals as well as with all levels within the business.
  • Knowledge of commercializing new products through different channels, geographies and regulatory environments.
  • Strong knowledge of regulatory and reimbursement practices.
  • Experience in cell therapy market is a plus.

 

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

Minimum Bachelor’s Degree required.

 

Experience

Education

Bachelor’s degree required. Master’s degree in business, healthcare or related area strongly preferred.

 

Experience

Minimum 15 years experience of progressively responsible management experience in commercialization of lab device/ medical device/pharmaceutical products.

Experience in the region is preferred

 

 

ADDITIONAL INFORMATION

  • Preferably based: Brussels Office - EMEA
  • Reporting to: SVP Global Commercial
  • Extensive travel within the EMEA region.  Regular international travel required

 

  • 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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