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Regional Software Commercialization Manager

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Date: Nov 12, 2022

Location: Lakewood, CO, US

Company: Terumo BCT, Inc.

Requisition ID:  29636  

 

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. 

JOB TITLE: Regional Software Commercialization Manager

 

JOB SUMMARY

Serve as a trusted advisor and advocate for regional (North America) clients and a partner to internal TBCT teams for commercialization of software products.  Primary technical sales support for the sale of software solutions and professional services centered on software product offerings.  Responsible for the execution of software solutions engagements within the region. Supports successful sales, implementation, and adoption of TBCT software technologies. Working without significant direction, provides regional leadership in the areas of strategic direction and objectives, marketing inputs, sales tools development, and problem resolution within the region.

 

DUTIES AND RESPONSIBILITIES

  • Provides regional inputs to software commercialization strategy (across businesses – TOMEs, Vista, Stafa CT, etc.) with Global Product Marketing, Regional Sales and Marketing teams, Strategic Marketing Communications and other functional areas to execute commercialization activities aligned with go-to market strategies.
  • Provide feedback and direction to internal teams on continuous improvement and establishment of programs, processes, offerings, and business practices based on customer and market environments for the complete SW portfolio.
  • Identifies customer's system needs and responds to requests for proposals. Develops appropriate systems recommendations to meet customer needs, including system configurations, installation planning.
  • Work closely with the sales organization and marketing managers to successfully identify business opportunities, support tools including support of product sales presentations, and new marketing programs in a timely and high-quality manner. 
  • Provides technical advice to customers, distributors and TBCT marketing and sales personnel responding to product related questions, issues and problems. Provides sales personnel with technical data necessary for the demonstration of products.
  • Supports regional achievement of sales and market share goals for regional software solutions.
  • Collaborate with regional sales and marketing teams to organize, coordinate, and present product seminars and trainings for customers and sales associates.
  • Monitor and analyze indicators of business performance such as Sales vs. Forecast (units, revenue, gross profit), actual vs. plan selling price, product mix, disposables utilization, competitor information, and other relevant marketing factors.
  • Provide direction on the design and implementation of all SW promotional materials, sales force collateral, and customer communication materials to ensure consistency with customer’s needs and the system/solution selling approach.
  • Develop software product KOL strategy including support with customer testimonials, abstracts, etc.
  • Evaluate communication and documentation programs and support tools for effectiveness through customer and sales force feedback as well as objective research.
  • Lead advanced SW Deployments while educating local resources.
  • Manage product problem resolution and follow-up and coordinate downstream communication.
  • Plans, supports and make sales calls to achieve sales goals. 
  • Working cross-functionally, evaluates and redesigns future statements of work and professional services agreements.
  • Manages budget and expenses, adheres to company policies, and communicates effectively with corporate and field personnel.
  • Continuously increases and improves technical and product knowledge as well as selling, negotiating, and presentation skills.
  • Responsible for conducting customer in-service training on appropriate technologies or offerings.

 

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

  • Knowledge necessary to perform at this level is generally acquired through a Bachelor's Degree in Engineering/Computer Science, or a Bachelor’s Degree in Business or Health Sciences with appropriate coursework/experience in Information Technology or Computer Science.

 

Experience

  • Minimum 7-10 years’ experience, preferably in the area of software marketing, sales, or software professional services
  • Experience with software integration and deployment architecture consulting
  • Experience in Blood Bank or Health Care (Hospital) IT systems
  • Demonstrated strategic agility, leadership, relationship building, and influence

 

Skills

  • Ability to navigate seamlessly between highly strategic and highly operational tasks/actions.
  • Ability to assess customer needs and market trends within the context of product and business capabilities and the ability to translate this assessment into workable strategy, and ability educate and transfer the knowledge to other associates.
  • Ability to understand technical facts and package them into a cohesive value proposition, communication model and sales tools for customers and sales associates.
  • Excellent verbal and written organizational, presentation, and communication skills.
  • Excellent analytical skills & technical problem-solving skills.
  • Demonstrable success in thinking strategically, executing tactically while providing consistent and high level of customer satisfaction and retention in a fast-changing environment.
  • Ability to facilitate, influence and move cross-functional groups to decision and action within in direct and a matrix environment.

-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.

 

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

  • Travel within North America, up to 50%
  • Denver-regional based, preferred

 

 

Target Pay Range:  $114,100.00 to $142,700.00  -  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:  20.0%

 

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. Absent accommodation permitted by applicable law, as a condition of employment with Terumo Blood and Cell Technologies in the United States you must be fully COVID-19 vaccinated and provide valid proof of vaccination to the company.


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