Sr Mgr Global Strategic Account Mgmt

Requisition ID:  33787  

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.

JOB TITLE:  Senior Manager, Global Strategic Account Development - CTT

JOB SUMMARY

The Global Strategic Accounts Development Manager will establish and lead business relationships with global CTT customers in biotech, pharma and CMO space. The position’s primary objective is to establish and maintain strategic business relationship with key CTT customers and partners doing business globally. The role focuses on business growth through portfolio solutions at global strategic accounts. This role will serve as the key point of contact to maintain customer relationship focusing on global expansion, long term global agreements, market development, and penetration. This individual will work with regional teams to pull through sales opportunities, ensure readiness to manage account in local markets in alignment with global agreements and to manage expansion planning across geographies. This position will report to the Commercial Leader, North America.

ESSENTIAL DUTIES

§  Understands the global cell and gene therapy market.

§  Understands customers' business objectives, strategies and requirements; identifying innovative solutions to meet account needs.

§  Develops and executes an integrated global plan, utilization strategy and growth plan for global CTT customers and partners.

§  Builds business relationships with key global account executives and stakeholers including supply chain, market access, commercial strategy, manufacturing, process science, C-suite and other key influencers.

§  Develops CMO/CDMO strategy as a channel to drive Cell and Gene Therapy Market adoption

§  Facilitates the linkages between area of responsibility and Terumo BCT key functional areas (marketing, market access, customer service, legal, I&D, contracts, etc)

§  Manages and coordinates resources to provide necessary customer service to specific strategic account.

§  Develop and implement strategies and tactics for key target customers.

§  Leads the development of key target customer contracts working closely with global and regional commercialization management, finance and legal teams.

§  Provides regular updates and direction to the regional stakeholders on implementation of tactical plans, business/contracting strategies, associated plans and results.

§  Provide leadership and direction for key accounts, working in collaboration with sales and commercialization teams (market access, marketing, sales etc) to complete and maintain a collaboratively agreed upon business strategy for each customer.

§  Participates in sales management forums, partnering to develop sales strategies and goals.

§  Uses appropriate CRM tools (SFDC tools for large/global accounts) for follow-up and communication across the organization

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.  Advanced degree in Life Science is preferred.  MBA preferred.  

Experience

Minimum of eight years of experience, preferably in the area of sales and/or marketing.  Cell therapy experience preferred.  GMP experience is a plus. 

Skills

§  Demonstrated success in strategic executive and consultative selling, business solution development, problem solving, team selling, and market development.

§  Demonstrated ability to work cross functionally, in a collaborative manner, in a team environment.

§  Demonstrated ability to lead through influence, to mobilize resources in pursuit of business area and organizational goals.

§  Ability to work effectively and efficiently through others. Acts as a quarterback, is collaborative and open to discussion. Is supportive, nurturing and able to mentor and assist other Sales Resources, effectively network and interact with customer based stakeholders.

§  Is a team player and team champion. Sees success through team wins and related interactions.

§  Strong financial, technical and relationship proficiency along with experience negotiating complex business situations and relationships.  

§  Demonstrated ability to work effectively and comfortably with technical professionals, sales personnel, and all levels within the organization while conveying a positive, service oriented attitude.

§  Working understanding of cGMP requirements and/or manufacturing enviroments.

§  Strong understanding of the healthcare industry, trends and competition.

§  Ability to work effectively with all employees and external business contacts

§  Demonstrated ability to successfully negotiate on non-routine matters of moderate to high impact for the Terumo BCT business.

§  Demonstrated understanding of sales strategies and philosophies.

§  Demonstrated ability to successfully manage competing priorities associated with the business.

§  Requires working knowledge of general accounting and financial analysis towards effective general business leadership/decision making.

§  Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.

§  Demonstrated effective leadership, problem-solving, change management skills and ability to prioritize and execute tasks in a dynamic environment.

§  Ability to work independently and creatively.

§  Knowledge and use of relevant PC software applications and skills to use them effectively.

§  Demonstrated ability to communicate effectively both verbally and in writing.

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

Travels requirements - 50% which includes domestic and international meetings, customer visits, conferences etc as directed by manager.

Target Pay Range:  $168,800.00 to $211,000.00  -  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.