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Global Business Lead, Solutions

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Date: Sep 16, 2021

Location: Boston, MA, US

Company: Terumo BCT, Inc.

Requisition ID:  27667  

 

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.

 

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. 

 Global Business Lead, Solutions - REMOTE

 

JOB SUMMARY

The Branded and Contract Solutions Business Leader is accountable to help us reach our goal to serve more patients by delivering commercial growth of the pharmaceutical solutions portfolio.  This group of products includes Terumo BCT-branded solutions and solutions manufactured under contract for external customers which are used directly in treating patients and in enabling procedures run on other Terumo BCT medical devices.  Reporting directly to the General Manager, Blood Center Solutions, the Global Business Lead is accountable to the Executive Management Committee (EMC) to establish and implement a global business strategy aligned to and supporting the corporate strategy that will leverage our growing capabilities and drive significant sales and profit growth.  The Business Lead is the accountable head of the Solutions Management Team which integrates customer insights, product development, clinical, regulatory, and operational strategies.  Via the management team, the Business Lead partners with various functions to identify and build the necessary capabilities to execute on the strategy through internal and external operational and development activities.  This Business Lead will work closely with the Operations Leadership Team to ensure efficiency and profitability of our facilities in Larne, Northern Ireland.  They will also have P&L responsibility for contract manufacturing solutions and will directly engage in sales and negotiations with major CMO customers while working in close collaboration with the global sales and service leaders in relevant markets who will drive sales of Terumo BCT branded solutions. 

 

ESSENTIAL DUTIES

Drive the Strategy

  • Drive market assessment and segmentation, sizing and opportunity evaluation using a complete market database; collect and analyze competitor information.
  • Identify and assess growth opportunities that will improve the Company’s operational performance and competitive positioning.
  • Lead product strategy, resulting in an effective product mix, value analysis, positioning, and problem resolution (current and new products).

 

Demonstrate Cross-Functional Leadership

  • Build Terumo BCT’s industry credibility, serving as untiring spokesperson and company ambassador.
  • Lead the global Solutions Management Team with accountability for strategy and portfolio management.
  • Effectively integrate solutions business with commercial and enterprise-wide operating mechanisms.
  • Build constructive working relationships with regional leaders and enabling business functions such as operations, finance, quality and regulatory.
  • Leverage Terumo BCT and other Terumo divisions to improve presence; educate internal stakeholders. 
  • Develop high-quality communications materials for senior executive and Board of Director-level audiences and for customers. 
  • Manage direct report(s) and build a high-performing team, including high-impact talent identification and development and succession planning.
  • Actively contribute to the Terumo BCT Commercial Leadership team, providing thought leadership and practical advice to peers and all commercial associates.
  • Role model leadership behaviors and corporate values.  Coach and mentor across the enterprise.

 

 

Evolve the Product Portfolio

  • Cultivate and develop pipeline of new business opportunities with current and new customers.
  • Deliver robust analyses that drive clear, actionable investment recommendations; partner with business owners to develop comprehensive business plans for internal investment projects.
  • Develop business case and marketing plans for new products, protocols, and/or product enhancements, ensuring proper positioning strategies. Lead pre-launch activities.
  • Champion and guide the development and launch of product and service concepts, translating customer voice and market data from concept to reality.
  • Proactively identify opportunities and mitigate threats and portfolio weaknesses.   
  • Incorporate segment-specific quality and operational targets into products, shaped by competitive position and customer expectations.
  • Partner with Corporate Development to define, prioritize and recommend external opportunities that support the business area strategy.

Deliver Financial Results

  • Personally, own certain key customer relationships, including development, negotiation, and support.
  • Identify business opportunities and turn same into long-term, effective, and profitable business relationships, generating sales for the organization.
  • Establish and execute effective launch plans, early forecasts in new product sales (units, revenue) market share/penetration goals, profitability.
  • Accountable for actual vs. Plan sales, ASP, product mix, and operating profit.
  • Provide ongoing sales/after sales support and/or training to customers.
  • Ensure efficient capacity utilization.
  • Collaborate to effectively market new and existing products including development of promotional materials, sales force collateral, customer communication material, pricing, and competitive analysis.

 

Portfolio Product Management

 

  • Champion customers’ voice, influencing expectations, operational delivery, and quality performance to ensure a positive customer experience as they adopt our products.
  • Actively engage Terumo and BCT innovation and development, operations, and regulatory resources to accelerate speed to market.
  • Monitor and analyze indicators of business performance.
  • Maintain awareness of product inventory, manufacturing, or quality problems.
  • Ensure effective lifecycle management from product launch to discontinuation.

 

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education  

Bachelor’s degree in relevant business, healthcare, or life-science field or, equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered.  MBA preferred.

 

 

 

Experience

Minimum 10 years of experience within pharmaceutical, biotech or medical device industry

Familiarity with business dynamics and requirements of pharmaceutical manufacturers and regulators

Sales and negotiations experience

Progressively responsible leadership experience with demonstrated drive for results

Global cultural sensitivity and operating experience preferred

 

 

Competencies and Skills

  • Strategic Mindset / Global Perspective- thinks strategically and broadly with varied viewpoints to effectively implement plans.
  • Business Acumen / Customer Focus – understands the market, industry trends, the complex ecosystem, and anticipates and uses customer insights that provide services beyond their expectations.
  • Drives for Results / Ensures Accountability – sets aggressive goals, translates strategy into execution, promote a sense of urgency, and persist in the face of challenges and setbacks.
  • Drives Engagement (Influencing across functions/regions) – creates a positive and motivating work environment where contributions are visible and valued.
  • Builds Teams and Develops Talent – develops diverse, high-performing teams in highly matrixed environments.  Passion to coach, mentor, and motivate.
  • Instills Trust - unquestionable integrity, ethics, and character.  A role model for the Terumo Core Values.
  • Culture/Motivational Fit – can thrive and work in a VUCA environment (volatility, uncertainty, complexity, ambiguity), and willing to travel with flexible work hours driven by global time zones.
  • Demonstrated ability to lead complex negotiations; strong ability to influence others with and without authority.
  • Quantitative and detail-oriented with strong modeling skills in order to determine appropriate prioritized investments.
  • Ability to manage complex projects with ambitious milestones in high pressure circumstances.

 

-Or-

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

 

PHYSICAL REQUIREMENTS

Typical Office Environment requirements include: reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 20 pounds.

 

Additional Physical Requirements

Must be able to travel as and when required up to 20% – international travel required.

Must have consistent presence at our Larne, Northern Ireland facility.

 

 

 

 

Target Pay Range:  $166,800.00 to $208,500.00  -  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. 


Nearest Major Market: Boston

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