Corporate Accounts Executive

Job Summary

Corporate Accounts Executive, Regional (CAE) will lead the contracting strategy and implementation across the Terumo Business Units (BU) inclusive of Terumo Interventional Systems (TIS), Terumo Aortic (TA), Terumo Cardiovascular (TCV) and Terumo Neuro (TN) in assigned geographical markets. The CAE will collaborate with each Business Unit to establish their business goals and the subsequent development of strategies to build sales channels through contracting. Additionally, the CAE will work to bring the combined resources of the Terumo BU’s into an overall value proposition and contract offering within their targeted geographical markets. The goal being a “One Terumo” contract offering that leverages the overall value of the Terumo business. The CAE will partner with members of the sales and marketing teams within each business unit to execute targeted programs and strategies as well as work cross functionally with key functional departments such as (but not limited to) Sales and Sales Leadership, Commercial Excellence, Legal, Marketing, Finance, Regulatory and Professional Education.

The CAE will establish, advance, and maintain relationships with executive level decision makers in targeted geographical markets. Work with the BU teams to design, communicate and deliver customized value-added programs to strategic accounts including management of RFI/RFP process. Manage Terumo’s relationships, lead contract negotiations with significant impact for all Terumo Business Units and monitor the value of each contract. The CAE will develop and maintain strategic partnerships with key health systems in their geographical markets. Additionally, the role requires significant time spent in the field interacting with Terumo representatives and customer Key Decision Makers.
 

Job Details/Responsibilities

1. Full profit and loss responsibility for sales and margins within the targeted IDN’s and regional GPO’s.
2. Responsible for the negotiation, financial modeling, signing and implementation of new contractual agreements to drive new business across the BU’s. 
3. Conduct regularly scheduled business reviews with contracted customers to monitor compliance to terms & conditions and create opportunities for the sales team.
4. Promote opportunities for contracting synergies between the BU’s and lead contracting opportunities that leverage technologies across companies to enhance Terumo’s value proposition to effectively compete in the marketplace. 
5. Develop annual business plans by BU for targeted geographical accounts 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.
6. Responsible for the management and coordination of responses to targeted accounts, 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.
7. 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.
8. Develop and implement sales forecasts and marketing plans for targeted accounts and keeps management informed of important issues through the submission of regular updates and monthly activity reports. 
9. Work with the Contract Analyst and Legal Teams to manage RFI’s/RFP’s, new contracts and amendments for each BU’s contracting needs.  
10. Responsible for new product introductions and addendums to existing C&V Agreements.
11. Provide training to the BU sales teams to ensure a high degree of GPO/IDN knowledge.
12. Oversee contracts and agreements in relation to interval marketing and promotions for targeted IDN’s regional GPO’s.
13. Attend various GPO conventions, meeting, and trade shows to promote Terumo products and contracts.
14. 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 Terumo’s 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 Terumo’s policies at all times.
15. Establish and promote a work environment amongst co-workers and direct reports that supports compliance with the TMC Quality System, Environmental Health & Safety and Terumo’s policies including but not limited to product and patient safety, the health and safety of all associates as well as the environment and community at large. 
16. Responsible for management of various expenses related to account activities to include travel, entertainment, and promotion. 

Working Conditions/Physical Requirements

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.

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. 
• Demonstrated strong understanding of C&V operations and strategies 
• Strong negotiation skills and business acumen.
• Ability to understand contract terms and their implications for all parties. 
• Ability to engage into in-depth clinical discussions with customers about Terumo’s 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 Bachelor’s degree or higher in business, finance, marketing or related field. MBA or master’s degree is strongly preferred.
• Must have a minimum of 7 years sales experience that includes time in corporate accounts and/or 3 years of successful sales management experience or a strong level of experience negotiating large IDN/GPO contracts within the medical device/surgical field focused on interventional or physician preference products.
• Prefer a proven track record in regard to contract development, negotiations and management, and strong working knowledge of contracting SOPs.
• Demonstrated expertise in healthcare terrain and have documented success of positioning solutions that bring value to customers in complex environments.