SW Solutions Sales Consultant - Regional

Requisition ID:  31915  

At Terumo Blood and Cell Technologies, our 7,000+ global associates are 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: Software Solutions Consultant LATAM

JOB SUMMARY

Works without significant direction, coordinates activities with primary sales/clinical consultants, SW deployment and SW support teams.  Primary sales contact with customers for the sale of software solutions.  Responsible for the execution of software solutions engagements which includes: sales calls, pre-implementation technical meetings and may include deployment/installation of software solutions.

DUTIES AND RESPONSIBILITIES
 

Primary:

• Partners with regional sales team to generate necessary sales to meet or exceed department sales goals by leveraging software solutions to achieve superior core product prices and value. Support in technical specifications for tenders. 
• Ensures region meets appropriate contribution margins either through direct sales of software or disposables premiums.  Tracks and analyzes progress.
• Prioritizes accounts to determine coverage, assesses opportunity, and help develop new business.
• Provide feedback and direction to internal teams on continuous improvement of programs, processes, offerings, and business practices based on customer and market environments. 

• Meets with clients to determine requirements, plan deployments.
• Coordinates and manages resources to provide necessary customer service. 

• Prepares weekly, monthly and annual plans in collaboration with regional sales teams, tracks and analyzes progress and trends.
• Develops consultative role to manage customer training needs, facilitates relationship building, and provides necessary customer service.
• Plans and make sales calls with local sales team members at appropriate point in sales process 
• 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.
• Works alone or in concert with appropriate internal/external resources and customers to establish appropriate and on-going monitoring of customer applications, needs, and opportunities.

• Assist customers in deploying Terumo BCT software products to meet their environment specifications
• Provides 1st level phone support of customer SW issues and escalates issues as needed
• Analyze problems, make recommendations, and present solutions in written or oral reports.
• Liaise with staff at all levels of a client organization.
• As necessary, assist Technical Support and Software Deployment in troubleshooting customer issues and Quality Assurance in testing new product releases.
• Provide Technical assistance and sales support to Terumo BCT sales team.
• Work with customers to understand their needs and processes and support the requirements building specifications/applications that meet their need.
• Introduce software solutions in tender specifications

MINIMUM QUALIFICATION REQUIREMENTS

Education

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

Experience

• At least three years of successful sales or relevant experience in a professional services or consultative selling environment.
• Experience with software automation, preferably as it is used in the medical industry.
• Blood Bank or Health Care IT systems.

Skills

• Ability to thoroughly understand the Business's products and applications, with the demonstrated ability to identify opportunities for professional services engagements.
• Demonstrated success in using sales techniques and selling skills.
• An understanding of automated application software systems, as well as their limitations
• Ability to thoroughly understand and support the Business's values and customer approach.

• Able to manage tasks and deadlines as assigned.
• Ability to communicate technical information to both technical and nontechnical audiences.
• Ability to clarify a client's system specifications, understanding their work practices and the nature of their business.
• Present technical training to customers.
• Demonstrated ability to troubleshoot network based solutions - IT Network architecture.

• Able to work in a cross-functional team environment.
• Knowledge and use of relevant PC software applications and skills to use them effectively.
• Demonstrated ability to communicate effectively both verbally and in writing.

Certificates, Licenses, Registrations

Equipment

• Ability to manage account processes using a sales force automation application in compliance with business rules and user guidelines.

ADDITIONAL INFORMATION
 

• Travel within LATAM

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

In the typical office environment requirements include: reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 20 pounds.

• 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