Director, Commercial Sales - Plasma Innovation

Requisition ID:  34119  

At Terumo Blood and Cell Technologies, our 7,000+ global associates proud to come to work each day, knowing that what we do impacts the lives of patients around the world. For Terumo, for Everyone, Everywhere.

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. Advancing healthcare with heart.

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. Join us and help shape wherever we go next. You create your future and ours.

The Commercial Sales Director is responsible for delivering top-line revenue growth for the Plasma Innovations Business Area by driving new business acquisition, expanding existing partnerships, and shaping and executing the sales strategy of the business. This role leads a team of Strategic Account Managers and collaborates cross-functionally to ensure alignment with business objectives, customer needs, and market opportunities. The ideal candidate is a visionary leader with deep sales expertise, strong executive presence, and a proven ability to build and scale high-performing teams that deliver sustainable growth.  This role reports to the VP General Manager, Plasma Innovations. 

ESSENTIAL DUTIES

Sales Strategy & Leadership

• Define and execute sales strategies to achieve revenue, profitability, and market share goals.
• Lead, mentor and develop a team of Strategic Account Managers to develop deep customer relationships through  by understanding their  needs of this fast-growing market segment and expanding opportunities through new business opportunities.
• Evaluate market and sales data to develop a deep understanding of the Plasma for Fractionation market and our customers and use this information to drive and support strategic commercial imperatives. 

Sales Growth & Performance Management

• Own the overall sales performance and growth targets for strategic accounts.
• Monitor KPIs, sales pipeline, and provide timely and accurate sales forecasts.
• Enable and manage field activities to increase Marketing Qualified Lead to Sales Qualified Opportunities rates, improve W/L ratio and accelerate funnel velocity at all selling stages.

Executive-Level Customer Engagement

• Cultivate relationships with key customers, including C-suite executives and senior decision-makers.
• Facilitate strategic negotiations and high-value deal closures.
• Represent the company in major account reviews, industry events, and strategic partnerships.
• Build and sustain effective relationships and alliances both internally and externally to ensure that business opportunities are identified, analyzed and pursued in a timely manner. 

Cross-Functional Collaboration

• Partner with marketing, R&D, finance, and operations to ensure commercial alignment and customer-centric execution.
• Develop a feedback cadence and drive internal collaboration to ensure strong communication and support strategic account growth and retention.
• Influence product development and innovation based on customer feedback and market trends.
• Develop, nurture and maintain a positive, constructive and trusting working relationship with the Global Commercial Plasma Innovations Management Team. 

MINIMUM QUALIFICATION REQUIREMENTS
Education
Bachelor’s degree in business administration, Management, Life-Sciences or related field.  MBA preferred.

Experience
10 years of experience in field-based Sales Management in biotechnology or life-sciences market.

SKILLS

• Sales Skills.
• Ability to deliver persuasive presentations tailored to client needs.
• Ability to close deals while balancing customer value and profitability.
• Ability to manage sales funnel and move customers forward through the process.
• Ability to coach and develop team.

Operational Effectiveness 

• Ability to prioritize operating investments, daily trade-offs and consistently perform within budget.  
• Ability to execute on complex programs.
• Demonstrates a mindset of continuous improvement, optimizing processes and customer touchpoints.
• Demonstrated ability to meet commitments in a fast-paced, global operating structure.

Leadership 

• Demonstrated leadership and managerial skills to build teams within matrix organizations.
• Extensive business acumen and financial acumen to understand marketplace dynamics, customer needs and requirements and ability to act decisively to achieve company business objectives.  
• Ability to lead in a matrix and work across all functions and manage through influence.

COMPETENCIES

Customer Focus – Ability to operate effectively in a dynamic environment, while maintaining focus and a forward-thinking, customer first approach.
Drives for Results/Ensures Accountability – Ability to persevere in the face of challenges and exhibit a steadfast resolve and commitment to higher standards and accountability, which commands respects from direct reports and colleagues. 
Manages Ambiguity - Comfortable with ambiguity and uncertainty; the ability to adapt and lead others through change and complex situations. The ability to outline metrics for success, consistently evaluate outputs and course correct as needed.
Instills Trust - Leading by example and driving organizational performance with an attitude of continuous improvement by being open to feedback and self-improvement.
Culture/Motivational Fit – Demonstrated growth mindset – a proven executor who has taken on challenges, learned from them and increased their abilities and achievements as a result. 

LOCATION
Lakewood, Colorado or Remote - Open to candidates willing to relocate the Denver metro area. 

TRAVEL
Extensive travel (>50%) required.

PHYSICAL REQUIREMENTS

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• Typical Office Environment requirements include: reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 20 pounds.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Target Pay Range:  $197,800.00 to $247,300.00  -  Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data
Target Bonus on Base:  30.0%

At Terumo Blood and Cell Technologies, we provide competitive total reward offerings that consist of compensation, benefits, recognition, along with a wealth of other well-being, work-life and recognition programs which support in unlocking the potential for you and your family. Included in our expansive list of benefits offerings are multiple group medical, dental and vision plans, a robust wellness program, life insurance and disability coverages, also a variety of voluntary programs such as group accident, hospital indemnity, critical illness, pet insurance and much more. To help you save for retirement, we offer a 401(k) plan with a matching contribution and for work-life balance we have vacation and sick time programs for associates. For us, it’s about protecting the personal welfare of our associates and their families, helping to achieve personal goals and offering those extra touches for convenience, security and overall peace of mind.

• 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
• We contribute to the Leukemia and Lymphoma Society (LLS), raising $1.3 million USD since 2007.

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 Blood and Cell Technologies is committed to providing a safe, healthy and secure working environment. Our Colorado campus locations are tobacco-free workplaces, and we maintain a drug-free workplace and perform pre-employment substance abuse testing and detailed background verification.