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Area Manager, Northeast

Date: Dec 8, 2018

Location: Field Based, US

Company: Terumo BCT, Inc.

Requisition ID:  21801  


Provides leadership and direction to field based sales teams.  Develops and executes sales plans coordinating direct sales distributor and Terumo Affiliate sales team.  Acts as key communication link between sale team and sales management and marketing.



  • Responsible for meeting or exceeding sales targets by managing a team of highly trained and effective direct sales associates, distributors and Terumo affiliates.
  • Accountable for the development and executions of the sales strategy for accountable region. 
  • Defines and manages channel management strategy to optimize distributor, direct associates and Terumo affiliate activities.
  • Identify and onboard new distributors and negotiate contracts to drive additional sales revenue.
  • Manages, trains and develops both sales and support specialist and distributors.
  • Monitors and analyzes indicators of business performance such as Sales vs. Forecast (units, revenue), actual vs. plan selling price, product mix, disposables utilization, competitor information, and other relevant market factors.
  • Drives and ensures utilization of sales tools within team (, Miler Heiman... etc)
  • Provides input into IC development and strategic planning process
  • Provides feedback loop to marketing regarding competitive position, customer requirements, potential new therapeutic uses of product
  • Evaluates communication and documentation programs and support tools for effectiveness through customer and sales force feedback as well as objective research.





  • Bachelor’s degree or, equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered.  Preferably in science related field.



  • Minimum 8 years experience in sales or marketing with at least 5 years in clinical selling or training role. (?)  Hospital sales experience preferred. 



  • Extensive knowledge of product applications /therapies and the markets for which the incumbent has responsibility.
  • Demonstrated leadership attributes and ability.
  • Advanced sales techniques and selling skills.
  • Extensive knowledge of sales/marketing strategic planning and program delivery.
  • Demonstrated analytical thinking skills and the ability to solve problems and develop programs with creativity and good judgment.
  • Intimate knowledge of domestic and a working knowledge of autologous biologics worldwide marketplace dynamics and Terumo BCT global marketing strategy (product, price, channels and distribution, and competition)  
  • Ability to assess customer needs and market trends within the context of product and business capabilities and the ability to translate this assessment into a workable selling strategy.
  • Demonstrated ability to communicate effectively both verbally and in writing.
  • Ability to effectively negotiate contracts




An equivalent competency level acquired through a variation of these qualifications may be considered.


Certificates, Licenses, Registrations

  • A valid Driver’s License is required.
  • Ability to complete hospital credentialing processes



Typical Office Environment requirements include: reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 60 pounds.


The physical demands described here are representative of those that must be met by an associate to successfully perform the essential duties of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.


Additional Physical Requirements

Extensive Travel required (up to 80%)


We are proud to be an Equal Opportunity Affirmative Action Employer.  All applicants will be afforded equal opportunity without discrimination because of race, color, religion, sex, gender identity or expression, sexual orientation, marital status, order of protection status, national origin or ancestry, citizenship status, age, physical or mental disability unrelated to ability, military status or an unfavorable discharge from military service.


We maintain a drug-free workplace and perform pre-employment substance abuse testing and background verification checks.  As of January 1, 2017 the Terumo BCT Lakewood, Colorado location will be a tobacco-free workplace. For more information about Terumo BCT, visit our website

Join Terumo BCT as we unlock the potential of blood. We are a global leader in blood component and cellular technologies, and the only company with the unique combination of apheresis collections, manual and automated whole blood processing, and pathogen reduction coupled with leading technologies in therapeutic apheresis and cell processing. We believe in the potential of blood to do even more for patients than it does today. This belief inspires our innovation and strengthens our collaboration with customers.


As the largest medical device manufacturing company headquartered in Colorado, we are home to more than 2,300 associates and our products are in use in more than 125 countries and territories. Our Global footprint includes more than 5,500 associates and partners with regional headquarters in Brussels, Buenos Aires, Singapore and Tokyo.


Our company has almost $1B in annual revenues and has been voted and recognized as:

  • Largest corporate sponsor in Rocky Mountain Region for Leukemia and Lymphoma Society (LLS)
  • Winner of the Association for Talent Development (ATD) BEST Award for providing exceptional employee learning and talent development (2011 & 2012)
  • One of Colorado’s Healthiest Employers by Denver Business Journal (2014 & 2015)
  • Recipient of the Way to Go Employer award through the Denver Regional Council of Governments (DRCOG) 2015


Our award-winning culture embraces:

  • Leading technology through innovation and R&D
  • Wellness programs
  • Commitment to quality
  • An environment that values, respects and rewards your individual contributions
  • A philosophy of intentional growth and responsiveness to world health issues


Click Here to see what our associates have to say about our culture.


Each associate has a positive impact on our future by:

  • Connecting to the lives of the patients we ultimately serve
  • Growing through professional and leadership development activities
  • Sharing company success through incentive plans


If you are the best at what you do and want to do work that is changing the delivery of healthcare globally, we invite you to work with us now to see how we can unlock your potential.

Nearest Major Market: Manchester

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