Corporate Accounts Manager

Corporate Accounts Manager

Date

Apr 3, 2024

Req ID

3125

Location

Phoenix, AZ, US

Company

Terumo Medical Corporation

Department

TIS 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 $5+ billion in sales, 20,000+ 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.

Job Summary

Corporate Accounts Manager is responsible for leading and executing contractual agreements with targeted IDNs (Integrated Delivery Networks), National and Regional GPOs and Outpatient Centers on behalf of Terumo Interventional Systems. Will consistently collaborate with the Commercial Leadership, Sales Management and Territory Managers for strategic targeting and implementation of signed contracts. Will conduct regularly scheduled business reviews with contracted customers to ensure terms & conditions are being met as well as developing sales opportunities. Responsible for coordinating Corporate Contracts within the TAH (Terumo Americas Holdings) companies with the objective of delivering strong sales results, consolidating terms and conditions as well as enabling a larger presence in targeted accounts.

Job Details/Responsibilities

1. Responsible for sales and margins within the targeted GPOs, and IDNs.

2. Responsible for the negotiation, financial modeling, signing and implementation of new contractual agreements to drive new business.

3. Lead efforts to execute both strategically and tactically to meet contracting needs for Terumo Interventional Systems.

4. Conduct regularly scheduled business reviews with contracted customers to monitor compliance to terms & conditions and create opportunities for the sales team.

5. Partner with senior business leaders within Terumo to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth.

6. Promote opportunities for contracting synergies between TAH companies and lead contracting opportunities that leverage technologies across companies to enhance Terumos value proposition to more effectively compete in the marketplace.

7. Develop annual business plans for each targeted GPO/IDN addressing specific growth strategies, significant contract opportunities, pricing, member-specific tactics to be coordinated with the field sales organization, business initiatives and marketing programs designed to provide substantial growth opportunities.

8. Develop a comprehensive understanding of the inner dealings of targeted GPO/IDNs including their contracting policies and practices and utilizes this knowledge to improve or enhance Terumos business practices towards these accounts.

9. Responsible for the management and coordination of responses to GPO/IDN account specific customer complaints (complaints that originate from within the account at the corporate level). Ensure customer service levels are being met and act as a liaison for field staff to resolve conflicts with respect to sales and other contractual issues.

10. Assist with the tracking and monitoring of appropriate membership databases to ensure that sales are tracked accordingly and that all commitments such as administrative fees are paid as required.

11. Work with the appropriate GPO/IDN membership councils and committees ensure Terumos ongoing visibility and that the field sales organization understands the role and significance of the committee members.

Job Responsibilities (continued)

1. Develop and implement sales forecasts marketing plans for targeted GPO/IDNs and keeps management informed of important issues through the submission of regular updates and monthly activity reports.

2. Work with contract managers within GPOs and IDNs to position Terumo as needed as well as to communicate Terumos strategies and intentions.

3. Responsible for new product introductions and addendums to existing Agreements.

4. Provide training to field sales staff to ensure a high degree of GPO / IDN knowledge.

5. Oversee contracts and agreements in relation to interval marketing and promotions for GPOs and IDNs.

6. Attend various GPO conventions, meeting, and trade shows to promote Terumo products and contracts.

7. Demonstrate medical device sales, sales management and Corporate Account experience intuitively responding to strategic and tactic needs for market share protection and growth.

8. Demonstrate a commitment to patient safety and product quality by maintaining compliance with all TMC Quality Systems requirements. This includes but is not limited to the prompt recognition and forwarding of customer complaints (i.e. adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (i.e. branding strategies, product claims, etc.) and materials (i.e. literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumos policy on Interactions with Healthcare Professionals. Maintain strong knowledge of and adherence to regulations regarding promotional material content and control. Fully adhere to all applicable FDA regulations, international guidelines and Terumos policies at all times. Establish and promote a work environment amongst co-workers and direct reports that supports compliance with the TMC Quality System and Terumos policies.

9. Responsible for management of various expenses budget related to account activities to include travel, entertainment and promotion.

10. Perform other job-related duties as required.

Working Conditions/Physical Requirements

1. This position exists in a remote office environment. Customer facing activity is expected to be 70% of the work week with some weekend travel due to meetings and trade shows.

2. Entry to hospitals and other medical facilities is required. Many facilities have instituted vendor credentialing policies which require vendors to meet defined training, background check and proof of immunization requirements as a condition of entry. Terumo Associates entering these facilities are required to abide by these credentialing requirements.

3. When visiting hospitals and other medical facilities, must be able to gain access to and work in the IR suite, Cath lab and operating room. Entry into these areas requires an ability to wear appropriate gowning, stand for long periods of time, comply with hospital policy/protocol and be aware of potential biohazards such as blood borne pathogens.

Knowledge, Skills and Abilities (KSA)

• Ability to work in a highly matrixed environment to facilitate cross-company and functional support to effectively perform all required duties.

• Demonstrated ability to build strong relationships, and to lead and influence without authority.

• Ability to understand contract terms and their implications for all parties.

• Ability to engage into in-depth clinical discussions with customers about Terumos products, competitive products and overall market/therapeutic area dynamics.

• A high degree of initiative and interpersonal skill.

• Proficient in Microsoft Office applications.

Qualifications/ Background Experiences

• Requires a Bachelors degree in business, finance, marketing or related field and a minimum of 5 years medical device sales experience; or equivalent combination of education, training and experience. Masters degree a plus.

• Corporate Accounts and/or Sales Management experience highly preferred.

• Must have a proven track record in regard to contract development, negotiations and management, and strong working knowledge of contracting SOPs.

• Must have demonstrated expertise in navigating the healthcare terrain and documented success of positioning solutions that bring value to customers in complex environments.

It is Terumo's policy to provide equal employment opportunity to all its employees and applicants for employment regardless of their race, creed, color, national origin, age, ancestry, nationality, marital or domestic partnership or civil union status, sex, pregnancy, gender identity or expression, disability status, liability for military service, protected veteran status, sexual orientation, atypical cellular or blood trait, genetic information (including the refusal to submit to genetic testing), or any other category protected by law. As a Company, we value diversity of background and opinion, and prohibit discrimination or harassment on the basis of any legally protected class in the areas of hiring, recruitment, promotion, transfer, demotion, training, compensation, pay, fringe benefits, layoff, termination or any other terms and conditions of employment.

Nearest Major Market: Phoenix