Associate Director, Corporate Accounts

Terumo Medical Corporation (TMC) develops, manufactures, and markets a complete, solutions-based portfolio of high-quality medical devices used in a broad range of applications for numerous areas of the healthcare industry. TMC places a premium on providing customers with world-class products, training and education programs that drive clear economic value, better clinical outcomes and improved quality of life for patients. TMC is part of Tokyo-based Terumo Corporation; one of the world’s leading medical device manufacturers with $6+ billion in sales, 30,000+ employees worldwide and operations in more than 160 nations. Terumo Medical Corporation is comprised of two strategic business divisions: Terumo Interventional Systems and Terumo Medical Products.

We believe that the future is bright for everyone at Terumo. We work with the future in mind to generate lasting change, create a bigger impact and produce greater outcomes for today, and for decades to come.

At Terumo we believe in the power of personal growth and will encourage you to get in the driver's seat - progressing in the direction you want to go by deepening your skills throughout your career. We want you to be bold, think outside the box, experiment, innovate and deliver what's next for quality healthcare. You will be part of a collaborative, respectful and resilient team of associates and leaders around the world, working together as partners to achieve more than you thought possible, providing real-world, impactful solutions for patients.

Join us and help shape wherever we go next!

Advancing healthcare with heart

 

 

 

 

Job Summary

Associate Director, Corporate Accounts (AD) will lead the contracting strategy and implementation across the Terumo Business Units inclusive of Terumo Interventional Systems (TIS), Terumo Aortic (TA), Terumo Cardiovascular (TCV) and Terumo Neuro (TN). The AD, Corporate Accounts will collaborate with each Business Unit to establish their contracting goals and subsequent development of strategies to drive sales. They will have responsibility for the direct management of assigned  Corporate Account Executives (CAEs), hiring, coaching, mentoring and training of team members. AD, Corporate Accounts will partner with members of the sales and marketing teams within each business unit to execute targeted programs and strategies. 

AD, Corporate Accounts will establish, advance and maintain relationships with executive level decision makers in targeted accounts. Work with their CAEs to design, communicate and deliver customized value-added programs to strategic accounts including management of RFI/RFP process. Manage Terumo’s relationships and lead contract negotiations with significant impact for all Terumo Business Units. This role will actively partner with peer AD, Corporate Accounts and Senior Director National Accounts Corporate Accounts in designing contract strategy that aligns with business objectives, working across functional boundaries and ensuring appropriate levels of communication among key stakeholders. Additionally, the role requires significant time spent in the field working with their assigned CAEs to provide coaching and direction along with building customer relationships. 

Job Details/Responsibilities

• Work with CAEs and Sales team to identify, develop and appropriately target THO opportunities. Support these efforts in alignment with developed process and policies.
• Manage opportunities for C&V contracts by maintaining alignment with the respective business units.  Act as a liaison between the sales team, SDCA, CAE and other Terumo Business Units for maximum alignment.
• Full profit and loss responsibility for sales and margins within the targeted customer base.
• Responsible for working with their CAEs to the build financial modeling, negotiate and manage T&C’s process and implementation of contractual agreements to drive new business. 
• Partner with senior business leaders within each Terumo Business Unit to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth. 
• Promote opportunities for contracting synergies between each Terumo Business Unit  and lead contracting opportunities that leverage technologies across companies to enhance Terumo’s value proposition to effectively compete in the marketplace. 
• Develop and update competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales/pricing strategies to ensure successful growth.  In the near term, develop a thorough understanding of the positioning of Terumo’s current products within specific  IDNs.
• Develop a comprehensive understanding with their CAE