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Market Development Manager

Date: Jul 26, 2019

Location: Field Based, FL, US

Company: Terumo BCT, Inc.

Requisition ID:  23597  

 

This position is primarily located in the hospital market place and specialty clinics.

The Market Development Manager calls on Health Care Professionals (Physicians, Nurses, Pharmacists, etc.) involved in the treatment of Sickle Cell Disease and neuromuscular diseases in a highly professional and ethical manner. Customers primarily include Hematologists, Neurologists, Internists, Emergency Medicine and Transfusion Medicine Physicians and their staff.

The Market Development Manager will promote therapeutic apheresis treatments and services within hospitals, health systems and academic institutions within assigned geographic area, using both clinical selling skills and strategic business planning skills to achieve desired sales results. This individual works inter-dependently with Account Management, Marketing, Market Access and Medical Affairs as appropriate to drive effective strategies and tactics that will achieve the desired sales results.

ESSENTIAL DUTIES

  • Educate customers on the use, characteristics, advantages, indicated treatments and all other developments related to promoted therapeutic apheresis therapies through one-on-one meetings, group presentations, company-approved promotional speaker programs and via other company-approved means.
  • Convey evidence-based product/clinical knowledge with genuine excitement, pride and personal conviction.
  • Engage in conversations with various stakeholders (i.e. clinical staff (physicians, nurses, social workers, etc.), Medical and Pharmacy Director, Program Director, Head of Patient Services, Head Patient Assistance, Head of Procurement, Head of Quality), and be able to address/understand/discuss complex disease-states, patient care pathways and healthcare economic outcomes data.
  • Through customer insights, leverage knowledge of influence network & affiliations (i.e. Payors, societies, patient advocacy groups) to further initiatives that drive sales growth.
  • Conduct regular business analyses of the local market including leads, opportunities to generate leads (local medical conferences), customers, payers, competition, key stakeholders, legislation, policies within the area of sickle cell disease and neuromuscular diseases.
  • Develop, coordinate and implement a strategic business plan for accounts and customers that will drive disease awareness, educate customers on therapeutic apheresis products and services, create and facilitate access to product, and drive local market sales. 
  • Achieve the prioritization of our products in treatment protocols & develop advocates amongst assigned customer base.
  • Establish and maintain excellent communications and sound working relationships with other TerumoBCT sales associates and support teams working to facilitate sales and to enhance customer relations at the territory level.
  • Attend and actively work select meetings, courses and conferences both within and outside of the territory.
  • Continue to increase and sharpen clinical and technical knowledge, develop strong business acumen, and remain committed to ongoing personal and professional growth including selling skills, negotiation and presentation skills.
  • Comply with all laws, regulations and policies that govern the conduct of TerumoBCT.

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

Bachelor's degree or equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered.

 

Experience

 

Minimum 7 years of experience in pharmaceutical or medical hospital sales, 3-5 year of experience in Biotech/Specialty Sales.  Experience in Neurology, Hematology, Oncology, Autoimmune Diseases and/or Infectious Disease preferred. Patient management experience and/or apheresis or blood banking experience will be considered. 

 

Skills

  • Skilled in having solution-centric discussions to understand the healthcare provider’s practice and patient population and to deliver solutions that create value.
  • Ability to listen and identify customer's critical business or patient issues and to understand what the implications are in the wider decision-making unit (hospital, healthcare system, payors).
  • Demonstrates ability to effectively communicate evidence-based information to HCPs using clinical reprints and clinical trial data.
  • Ability to analyze quantitative data, gather customer specific information, interpret information and develop effective daily call plans.
  • Demonstrates strong understanding of the hospital selling environment, including patient pathways and treatment options in both inpatient and outpatient environments.
  • Knowledge of reimbursement issues in the healthcare industry including managed care.
  • Demonstrated ability to work with accounts, multiple stakeholders and academic customers.
  • Possesses superior selling competencies and proven sales performance track record of meeting or exceeding goals.
  • Demonstrated ability to work effectively with cross-functional teams.
  • Demonstrated track record of developing self to drive and enhance performance job performance.
  • Self-motivated and works independently     .

Certificates, Licenses, Registrations

Valid driver's license

 

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.

 

Terumo BCT is committed to providing a safe and secure working environment.  We maintain a drug-free workplace and perform pre-employment substance abuse testing and detailed background verification checks.  To this end, all employment offers for positions in the U.S. are conditional upon successful completion of Terumo BCT's pre-employment screening process.  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 www.terumobct.com/careers.


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.


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