Group Manager, KAM & Inside Sales Program Office

Department Info

The Commercial Excellence & Pricing team supports the Terumo International Systems (TIS) EMEA  business in delivering their revenue, market share and profitability commitments by enabling an insight driven organization and by driving our GTM transformation.

Job Summary

 

At TIS EMEA, we are committed to pioneering exceptional Key Account Management (KAM) and Inside Sales channels as a cornerstone of our strategic vision. Our goal is to establish a benchmark in sales excellence by integrating these novel channels into our framework. The inception of KAM & Inside Sales strategies marks a transformative journey for Terumo Interventional Systems.
The implementation of the KAM strategy signifies a paradigm shift in our business approach. It necessitates an organization-wide adoption of a customer-centric methodology, transitioning from a conventional product-focused selling model to an innovative, solution-oriented paradigm that prioritizes customer needs.
In synergy with Inside Sales, our objective is to refine our Go-To-Market (GTM) strategy, thereby enhancing the customer experience across diverse segments. This will be achieved through the cultivation of a collaborative account team spirit, dedicated to the principles of solution selling.
The implementation of these new channels will require the creation and integration of novel processes, systems, and methodologies, necessitating a substantial focus on change management.
The role of the Senior Manager, KAM & Sales Efficiency Office TIS EMEA is pivotal in this landscape of innovation and growth. The responsibilities include:
 

• Framework Development: Crafting a robust KAM & Inside Sales framework that encapsulates new strategies for value creation and customer engagement, inclusive of operational models, skill development, training initiatives, performance metrics, incentive structures, and the utilization of data and technological tools.
• Strategy Adoption: Advocating the adoption of best practices within KAM & Inside Sales strategies, ensuring they are embraced at all levels of the organization. Actual adoption responsibility with TIS Sales VP and Leadership Team.
• Strategic Integration: Fostering a cohesive environment by aligning strategies, processes, and tools across various functions and geographical landscapes.
• Cross-Functional Support:: Providing or facilitating consistent cross-functional support to guarantee the successful implementation and operation of KAM & Inside Sales initiatives
   

This position reports to the Sr Director Commercial Excellence & Pricing and has a dotted line to the VP Sales Direct Markets of TIS.

Job Responsibilities

 

You develop trusting relationships and work with TIS EMEA sales leadership and sales managers. You partner with them to define (co-create/shape) and implement a KAM & Inside Sales within their respective markets.
You develop our customer centric B2B strategies and capabilities for KAM & Inside Sales in partnership with Sales Leadership, Marketing and other functions.
In addition, you develop new value strategies and customer engagement processes, operating models, competencies, training, metrics, motivation systems, data and tools in alignment with the Sales Leadership.
Furthermore, you coordinate the cross-functional internal support required for KAM strategy implementation.
Identify new (big) opportunities and how to pursue them efficiently.
You deliver or facilitate on-going cross-functional support alignment required for KAMs success:

• Advise on KAM strategy, processes, motivation systems and tools design
• Advise on segmentation, metrics, compensation, system requirements, commercial transformation

Govern harmonized processes and enablers:

• Define customer engagement process and operating model and KPIs
• Define account planning framework
• Advance VAS in partnership with Marketing
• Define KAM & Inside Sales competency model in partnership with Commercial Capability Manager
• Lead these processes enablement leveraging TIS EMEA digital platforms in partnership with ComEx and other functions
• Define and coordinate the above in partnership with country sales leadership, who are responsible for adoption and execution
• Coordinate Critical Business Deals (and big tenders) process.

You facilitate on-going business processes:

• Facilitate KA selection and deselection process on a yearly basis ; propose rules which will be used by countries, actual final selection with country sales leadership
• Manage metrics tracking and reporting
• Perform ad-hoc analysis
• Coordinate executive reviews ; ensure report