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TS Sales Consultant

Date: Nov 27, 2018

Location: Moscow, RU

Company: Terumo BCT, Inc.

Country:  Russian Federation 

 

SALES CONSULTANT TS for Russia, CIS and CEE countries

 

JOB SUMMARY:

 

  • Providing Therapeutics Systems product and sales support to distributors and customers under the guidance of the TS Sales Manager and Country Managers.
  • Working under strategic direction from TS Sales Manager and Country Managers, is accountable for establishing and attaining Therapeutic Systems business goals and providing planning, leadership, growth and direction for Terumo BCT distributor within the area Works together fluently with other sales related functions such as Marketing, Medical Affairs, Scientific Marketing, Sales Support and Customer Support.

     

     

ESSENTIAL DUTIES AND RESPONSIBILITIES
 

Product and Sales Support

  • Provides customer training on the TS products, and supports knowledge transfer to customers and distributors
  • Communicates the TS product value proposition to customers and distributors
  • Provides active sales support and coaching to the distributor sales team
  • Coordinates Scientific Marketing and Therapy Awareness activities in the area
  • Actively supports conference activities in collaboration with the distributors
  • Develops sales proposals based on market conditions in collaboration with Country Managers and TS Sales Manager

     

Sales Planning

  • Work closely together with distributors and the Sales manager in order to help distributor achieve and exceed annual and monthly sales targets. This position is responsible to achieve the annual number for TS in the designated distributor territory.
  • Designs and implement business strategy into plans, target/setting, forecasts, business reviews on a monthly & quarterly basis and overall business efficiency. This includes development and follow up of plans in close collaboration with distributors and the Country Managers as well as the TS Sales Manager
  • Achieves sales plan and profitability objectives
  • Reports on sales funnels and achieved results on a timely basis to management
  • Build strong working relationship with Distributors and customers together with Country Managers in order to achieve Therapeutics sales in distributor markets
  • Give direction, guidance and back-up on pricing for Therapeutic Systems products
  • Give input on sales budgets per the Therapeutics Annual Business Plan in close collaboration with the Commercial Director Therapeutics EMEA, the Director Distributor Markets, the TS Sales Manager and the Country Managers
  • Responsible for training and implementation in distributor markets + provide sign off to distributor specialists.
  • Submit and manage forecasts as to keep a right but fine balance between low inventory levels and excellent supply to customers
  • Closely work together with Marketing to allow availability of the right sales tools at the right time.
  • Provide input to Marketing on key learnings and developments in the market

     

     

 

Communication

  • Management of communication channels, bottom up and top down flow of information throughout the cross functional team, the business and its customers.
  • Work cross-functionally within the business to solve unusual and complex problems
  • Effectively communicates with the TS EMEA and Global team as well as within the territory team
  • Proactively interacts with customers in coordination with Distributors
  • Work with the TS Sales Manager, the Director Emerging Markets and the Country Managers  on a timely basis to review the business and act to opportunities and threats as they occur

     

Operations Management

  •  Links the operations of the area’s BCT sales department with key Marketing internal resources that track results.  Is responsible for area’s TS sales goals.

     

Leadership

  • Creates the activities necessary for the Therapeutic Systems sales team to meet its objectives.  Guides distributor Sales/Therapy Specialist team to drive the area’s sales goals.
  • Ensures that distributor’s staff has the right coaching, tools and material in order to deliver outstanding performance.
  • Ability to enthuse, manage and motivate the distributors to exceed targets.
  • Ensures up to date knowledge on all Thx aspects for the distributor team so it increases its efficiency and productivity

 

Personal and Professional Development

  • Works with Country Managers, Director Emerging Markets and TS Sales Manager  to solve complex problems that have regional business impact.
  • Serves as a prime contact and spokesperson for the area’s Therapeutics sales and competitive opportunities and issues.
  • Provides input to Marketing to analyze, direct and review product offerings, competition and market strategies and programs.
  • Constructive and relentless in approach to regional problem solving.  Mentors and motivates other to do the same
  • Designs and implements business strategy into plans, target/setting, forecasts, business reviews on a monthly & quarterly basis and overall business efficiency.

     

MINIMUM QUALIFICATION REQUIREMENTS

 

Education

Knowledge necessary to perform at this level is generally acquired through a Master's degree. Higher degrees is an additional merit

 

Experience

  • 5 years sales experience in similar territory with very good track record.
  • Russian speaking, by mother tongue
  • Fluent in English talking, writing and presenting
  • Has thorough Therapeutic Systems product and therapy knowledge.
  • Familiar with culture of the area.
  • Understands the Therapeutic Systems market in the area, including customer/business issues, alliances, trends, and competitive issues.

     

     

     

Skills

  • Core competencies:
    (Ensures Accountability, Collaborates, Customer Focus, Plans and Aligns, Instills Trust)
  • Candidates must have and/or show a desire and/or have knowledge of leadership and managerial skills.
  • Strong sales skills and talent
  • Ability to liaise with and develop local Terumo BCT distributors towards the area’s sales plan.
  • Language skills: English and Russian, additional relevant languages are considered additional merits
  • Has ability to liaise well with doctors and nurses in the field of Hematology, Nephrology and Neurology
  • Demonstrated ability to interact in a positive manner with other functions within a company. 
  • Demonstrated ability to interact in a positive, influential manner with customers.
  • A high degree of interpersonal skills.
  • Didactic skills – ability to train others and successfully transfer knowledge to people based in the distributor markets
  • Business acumen
  • Financial acumen
  • An influencer with specific leadership skills such as approachability, composure, ethics and values, functional/technical skills, informing, integrity and trust, interpersonal savvy, negotiating, drive for results and self developing.
  • Knowledge of MS Office.

 

Certificates/Licenses

Certification / sign off on products the employee will be required to train others on Therapeutic System

 

ADDITIONAL INFORMATION

  • The person reports to the TS Sales Manager – Distributor Markets.
  • Willingness to travel (up to 70%)
  • This position will be located in Moscow

Join Terumo BCT as we Unlock the potential of blood.

 

As we strive to make even safer, higher-quality transfusions available to more people, we can unlock the potential of blood and cell therapies. We can help our customers bring even more treatment options to patients through advanced blood therapies. We can support researchers in developing cellular therapies that may fundamentally improve health care. Terumo BCT is guided by our customers' needs, aspirations and ongoing drive to improve efficiency and patient outcomes.

 

Each associate has a positive impact on our future and the lives of the patients we ultimately serve.


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