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Dir Global Strategic Commercial Operations

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Date: May 10, 2022

Location: Leuven, BE

Company: Terumo BCT, Inc.

Requisition ID:  29148  


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. 

Director, Global Strategic Commercial Operations – Remote Opportunity



Responsible for developing and implementing, in partnership with cross-functional and local teams, company-wide strategy, processes, systems and tools related to commercial operations.  The Director of Global Strategic Commercial Operations will collaborate closely with global and regional functions to develop new pricing and profitability strategies, incentive compensation models and recognition programs that are aligned with commercial needs, ways of working that enable continued business growth and global governance.

This role presents a unique opportunity to build, refine and lead implementation of strategic projects that enable the commercial organization to work more efficiently and effectively on a global scale.  Working closely with local partners (commercial, finance, marketing, sales excellence, etc.) and global stakeholders to identify needs, define expectations and harmonize processes.  Outcomes from this strategic role will have significant impact on internal efficiency, organizational accountability and modernizing day-to-day operations.




Pricing Strategy & Management

  • Develop global pricing strategy for a variety of product types including equipment, disposables, software solutions for existing and new product offerings and across multiple distribution channels to be implemented locally
  • Shape pricing strategy and plans with internal stakeholders, including GMs, Business Area Marketing Managers, Sales Leaders, Regional Marketing Managers, Enterprise Strategy, Sales Excellence, etc
  • Lead and implement strategic pricing initiatives that leverage best in class practices, focus on profitability, remain current with healthcare industry trends and meet global standards
  • Work closely with Regional Commercial Leaders to implement and drive adoption with pricing processes, tools, training and monitoring mechanisms that improve effectiveness, efficiency and overall team performance


Incentive Compensation & Commercial Recognition Programs

  • Evaluate current compensanation and recognition programs to assess effectiveness and relevance under current business conditions while anticipating future needs
  • Develop global sales recognition programs that drive performance, recognize above and beyond results, emphasize accountability and compliance; then implementing these programs with a focus on data and automation
  • Bring new ideas into the organization around how we compensate and reward sales associates and supporting roles, create the business case to support, model out scenarios and socialize recommendation(s) for leadership buy-in
  • Responsible for cross-functional governance structure to ensure alignment, adherence and adjustment where needed
  • Identify and implement process improvements that focus on timely completion and communication, streamlined ways of working and local accountability


Commercial Operations Strategy & Thought Leadership

  • Create a 3-year strategic roadmap, track progress, refine based upon new learning’s and evolve as needed
  • Lead annual planning process and manage throughout the year with pricing, incentive compensation, award programs
  • Initiate and lead strategic initiatives and projects that enable the commercial organization to work more effectively on a global scale, Ex. Pricing strategies, account set up, reporting, compensation alignment, etc. 
  • Remain current on different technologies and tools, industry practices and trends, etc. that support operational efficiency and effectiveness for the broader commercial organization
  • Develop recommendations for a variety of initiatives tied to the strategic roadmap, sharing with key stakeholders to achieve buy-in and to identify any additional support required for successful execution
  • Partner cross-functionally with business intelligence and other functions on qualitative and quantitative research to test strategies and gain a better understanding of the broader healthcare industry
  • Understand the practices and complexities of different market segments, distribution channels and geographies to successfully navigate and provide a more holistic solution-oriented approach






Bachelor’s degree, MBA a plus



Minimum 8 years’ experience with pricing/revenue management and/or commercial operations with a focus on B2B, mid to large-sized, multi-channel, multi-business area organization – preferably in the healthcare space. 


Skills and Competencies:

  • Strategic Mindset and Drives Results:  Strategic and analytically minded with good business acumen to successfully manage between the strategic and tactical activities required to achieve successful outcomes
  • Action Oriented and Situational Adaptability:  Strong time management skills with the ability to manage multiple priorities, make decisions and to take initiative in an evolving environment
  • Manages Ambiguity and Resourceful:  Intellectually curious, creative, strategic business thinking to tackle with enthusiasm and remain solution oriented in the face of complex challenges
  • Tech Savviness:  Proficiency with price automation tools, SFDC, SAP, PowerBI or other reporting platforms, CPQ technology, etc
  • Plans and Aligns:  Demonstrated project/program management, communication and organizational skills to lead large strategic initiatives to a successful outcome and to track progress for continuous improvement
  • Cultivates Innovation and Optimizes Work Processes:  Innovative mindset and working style to constructively challenge the status quo and bring new ideas into the organization; developing more efficient and effective ways of working that are scalable, sustainable and enable better outcomes
  • Communicates Effectively and Values Differences:  Excellent verbal and written communication skills; ability to communicate effectively with and influence at different levels of the organization and without direct authority
  • Organizational Savviness:  Familiarity with commercial, marketing, sales excellence, supply chain functions and objectives to support appropriately with pricing initiatives and to effectively lead from a change management perspective
  • Collaboration:  Ability and motivation to create relationships based upon mutual respect and influence cross-functionally, act in an inclusive manner across cross diverse geographies and within a matrix organization
  • Business Insight and Financial Acumen:  Knowledge of pricing practices (including value-based pricing), techniques and strategies in the healthcare industry



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

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.




Target Pay Range:  €141,900.00 to €177,400.00  -  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. 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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