Market Development Manager TS CEE

Job Band:  Job Band 7 (JB7) 
Hiring Manager:  Justyna Staniewicz 
Lead Recruiter:  Dorothy Clerens 
Country:  Poland 

Our ability to grow, develop new capabilities and serve even more patients around the world depends on associates like you, who are passionate about our mission. Thank you for considering this new opportunity to further unlock your potential.

ESSENTIAL DUTIES AND RESPONSIBILITIES

SALES PLANNING

• Work closely together with Regional  Managers and Sales Consultants in his/her area in order to help them achieving and exceeding annual and quarterly sales targets. This position is accountable to achieve the annual sales plan in his/her area.
• Implement and translate EMEA business strategy into regional plans, target/setting, forecasts, business reviews on a weekly, monthly and quarterly basis and overall business efficiency.
• Responsible for distributor management in the Therapeutic systems business for the assigned territory. Drive strategic execution for the distributors and provide sales process support.
• Build strong and active working relationship with Country Manager CEE and  Regional Managers in order to achieve Therapeutics sales in fragmented markets.
• Set annual sales budgets per the Therapeutics Annual Business Plan in close collaboration with the Country manager CEE.
• Work with the Country Manager CEE on a timely basis to review the business and act to opportunities and threats as they occur.
• Closely work together and provide input with Marketing to allow availability of the right sales tools at the right time.

ACCOUNT MANAGEMENT

The role the incumbent plays in the essential duties & responsibilities listed below may vary based on the customer profile.

• Sales Achievement: Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices.  Meet appropriate contribution margins.  Track and analyze progress.
• Sales process: (Identify sales opportunities) Identify drivers for sales opportunity in the assigned accounts. Identify Buying Influences and check status (growth or trouble mode). Create Single Sales Opportunity.
• Sales process: (Qualify sales opportunities) Verify the availability of budget for the SSO. Identify and eliminate possible red flags. Confirm a financially viable opportunity with a business profitability analysis. Identify all 4 Buying Influences and Coach. Refine Single Sales Opportunity.
• Sales process (Propose and Close): Negotiate and agree on technical and financial solution. Determine all aspects of implementation. Receive contract or purchase order.
• Account Management: Prioritize accounts to determine coverage, assess opportunity and develop new business.  Coordinate and manage resources to provide necessary customer service.  Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales plan
• Administration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel
• Personal and Professional Development: Continuously increase and sharpen therapy and technical knowledge as well as continuously developing selling, negotiating and presentation skills.
• Responsible for training new field sales people.
• Responsible for conducting in-service training.

COMMUNICATIONS

• 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 highly unusual and complex problems.
• Manage the relationship with distributors to customize company strategy based on local customer needs.
• Management of communication channels cross-functionally: communications with Marketing, Customer Support, Supply Chain Management and Medical Support are of key importance.
• Liaise with customers wherever appropriate.

LEADERSHIP AND PEOPLE’S MANAGEMENT

• Create and coordinate the activities necessary to meet the area sales goals by providing coaching, tools and materials to increase efficiency and productivity.
• Ability to engage, manage and motivate sales team and distributors  to exceed targets.
• Personal and Professional Development - maintain a high level of sales and managerial skill, knowledge and ability.
• Serves as a prime contact and spokesperson for the area’s Therapeutics sales and competitive opportunities and issues.
• Provides input to Country Manager CEE to analyze, direct and review product offerings, competition and market strategies and programs.
• Constructive and relentless in approach to  problem solving.  Mentors and motivates others to do the same.

MINIMUM QUALIFICATION REQUIREMENTS

Education

Master's Degree in Economics, Business and/or Sciences or equivalent through experience

Experience

• Minimum of five years sales experience in the specific region.
• Experience in the Medical Device Industry is a strong asset.
• Understands the BCT environment including customer/business issues, trends and competitive issues.
• Experience managing distributors is preferred.
• Experience working in a matrix and cross-functional environment.

Skills

• In line with Terumo's Core Values:
  • Respect         - Appreciative of others
  • Integrity        - Guided by our mission
  • Care              - Empathetic to patients
  • Quality          - Committed to excellence
  • Creativity      - Striving for innovation

• Fluency in English as well as one of the local languages of the region.
• Proven interpersonal and people management skills,  preferably in a sales environment.
• Ability to manage and develop sales targets towards and above plan in a complex and dynamic environment.
• 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.

NAL INFORMATION

ADDITIONAL INFORMATION

• Position reporting to : Country Manager CEE
• Based: home office
• Flexibility to travel is required (up to 70%)