Director, Global Sales Effectiveness

Requisition ID:  35270  

At Terumo Blood and Cell Technologies, our 8,000+ 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.

Director, Global Sales Effectiveness

LOCATION: U.S. Lakewood/Belgium

JOB SUMMARY

This role is critical to driving improvements in sales productivity, execution consistency, and financial  performance across regions and business areas. The Director, Global Sales Effectiveness will establish analytics and processes to optimize sales effectiveness, increase share of wallet of targeted customer segments, and influence quota and compensation plans - along with sales force and funnel management and review processes. This role also owns the strategy, governance, and adoption of Salesforce CRM and related technologies, ensuring alignment with global sales funnel management, and performance management frameworks.  This leadership role will translate strategy into scalable execution, modernize ways of working, and enable more consistent, sustainable global growth through matrixed leadership of Regional Sales Excellence Leaders and strong cross-functional collaboration with Global and Regional Commercial Leadership, Marketing, and Finance.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Effectiveness

• Define and lead the global Sales Effectiveness strategy, establishing a scalable, data-driven commercial system that improves sales productivity, execution consistency, and financial outcomes
• Partner with Regional Sales Leadership to embed consistent sales execution, reinforce accountability, and continuously improve performance outcomes
• Drives sales excellence through disciplined use of sales tools, processes and programs, such as CRM tool, funnel review management/ process
• Leads global and cross functional change management efforts to ensure strategic objectives are met

Salesforce CRM Strategy & Enablement

• Own the global Salesforce CRM strategy, governance, and roadmap, ensuring alignment with sales processes, performance management, and business priorities
• Drive adoption and value realization of Salesforce by ensuring alignment between CRM workflows and defined sales processes, integration of funnel management, forecasting, pricing, and incentive tracking, and user experience that enables efficient and effective selling
• Lead and manage Salesforce technical experts (Admin, Developers, Architects), with accountability for platform performance, scalability, and continuous improvement
• Partner with IT to enhance system capabilities (CPQ, forecasting, reporting, integrations)

Commercial Analytics

• Lead a commercial analytics team to deliver actionable insights, standardize leading and lagging KPIs, and enable fact-based decision-making across pipeline management, pricing execution, incentive compensation, and overall sales performance
• Partner with Commercial Finance to establish standardized global KPIs (leading and lagging), dashboards, and reports tracking performance across regions and business areas to drive visibility, accountability, and consistency
• Deliver actionable insights on sales performance (conversion, win rate, cycle time, quota attainment, pricing realization, and customer profitability)
• Identify the key drivers of performance and variability across regions, customer segments, products, channels, and sales roles to inform operational decisions
• Establish a structured “insights-to-action” mechanism, ensuring analytics are translated into specific interventions (sales plays, coaching focus areas, process changes, pricing adjustments, and resource allocation decisions) and align with sales training to drive adoption and capability-building
• Leverage predictive analytics, market intelligence, and customer insights to proactively identify growth opportunities, commercial risks, and emerging trends
• Ensure continuous feedback loop between data, field execution, and strategy refinement to drive ongoing performance improvement

Incentive Compensation & Commercial Recognition Programs

• Partner with Sales Leadership and HR to assess and enable the effectiveness of global sales recognition and incentive programs aligned to business priorities that drive performance and recognize above and beyond results.
• Advance core commercial operations capabilities, including incentive compensation and recognition programs, to reinforce desired sales behaviors, improve margin realization, and drive accountability.
• Foster a culture of ideation and thought leadership which enables new ways of approaching incentives for sales and sales support
• Influence adoption across diverse groups of internal stakeholders by effectively leveraging business cases, scenario modeling and impactful communication approaches
• 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
• Evaluate, recommend, and implement technology and software solutions to improve the efficiency, scalability, transparency, and accuracy of incentive compensation administration and reporting

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, MBA preferred

Experience

• Strongly prefer minimum 15 years of experience across sales, sales management, sales operations, or sales effectiveness roles in a global, matrixed organization
• Familiarity operating in a highly regulated, multi-region B2B environment (medical device preferred)
• Proven track record of driving sales productivity and performance improvements (conversion, win rate, cycle time, quota attainment, pricing realization)
• Experience with developing sales incentive plans and recognition programs preferred
• Experience leading or building a commercial analytics or sales operations team, translating data into actionable business outcomes
• Deep experience with Salesforce or other CRM tools, including ownership of roadmap, governance, and adoption
• Experience implementing successful sales process/methodology/sales playbook initiatives

Skills

• Experience and understanding of high-level B2B sales, business and go-to-market strategies with the ability to develop structured plans, actions, and metrics for sales tools and enablement that can be measured during execution
• Motivation to independently drive projects to completion
• Experience building performance management systems that drive accountability and continuous improvement
• Business acumen with strong understanding of sales performance drivers and ability to link commercial levers to share of wallet growth and margin improvement
• Proven ability to drive adoption of new processes, tools, and ways of working across a global organization
• Strong organizational skills and can manage competing projects with tight deadlines effectively
• Strong influence management and collaboration skills necessary to work in a matrixed organization

-Or-

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

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

International and domestic travel required

• Terumo Blood and Cell Technologies is part of Terumo Group, founded in 1921 and headquartered in Tokyo, Japan.
• In 2024, Terumo Blood and Cell Technologies reached $1.5 billion in revenue.
• We employ nearly 8,000 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