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Territory Support Manager

Company: Terumo Medical Cooperation
Location: Somerset
Posted on: May 27, 2023

Job Description:

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 SummaryPlan, direct and manage dedicated teams of Territory Support Specialists (TSS) for Terumo Interventional Systems (TIS) and for Terumo Aortic (TA)focused on meeting business objectives determined by TIS and TA Commercial leadership. Assist TIS Territory Managers (TM) and TA Aortic Consultants (AC) in reaching their respective territory sales goals by effective team management focusing on training, leading and developing Territory Support Specialist while providing operational support across the Commercial Excellence function. Utilize technology to identify and implement processes to help the growth of strategic accounts. Ensure that identified customer issues are resolved in a thorough and timely manner via active coaching and management of the TSS teams.Job Details/Responsibilities* Manage a team TSS for both TA and TIS, provide coaching, feedback, training and development to ensure effective job performance to monitor results with key accounts and meet established business goals.* Execute the sales and marketing plan, tactics and messaging set forth and agreed to by close communication with TA and TIS sales and marketing.* With sales guidance develop and a list of target TIS 'white glove' accounts with identified quarterly business goals for each.* Maintain the integrity of the national field sales territory alignment. This includes aligning customers (i.e., new customers, address changes, etc.) to the correct Territory Manager.* Responsible for the development, maintenance, and implementation of sales reporting systems, based on field sales leadership feedback.* Work with distribution warehouses (direct and indirect) to ensure timely distribution of product.* Responsible for contracting with and managing an external customer feedback vendor to measure and continuously improve customer satisfaction.* Interact with Regulatory, Quality, Marketing/Product Management to address TSS, customer, and/or AC/TM complaints, questions, and inquiries.* Ensure all requests from Customer Administration forwarded to the Audit Discrepancy Report are resolved in a timely manner and assist in resolving Accounts Receivable/Days Sales Outstanding.* Drive strong customer satisfaction in all TSS assigned accounts.* Participate in Regional, Territory and National sales meetings to assure strong alignment and collaboration with Sales and Marketing.* 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. Fully adhere to all applicable FDA regulations, international guidelines, and Terumo's policies always. Establish and promote a work environment amongst co-workers and direct reports that supports compliance with the TMC Quality System and Terumo's policies.* Performs other job-related duties as assigned.Working Conditions/Physical Requirements* This position exists in a hybrid office-home environment. Approximately 10% overnight travel is required including occasional weekend travel.* Occasional 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.* 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 motivate and lead others to accomplish assigned goals. This includes coaching and counseling, as necessary.* Must speak clearly, have a strong telephone presence, and assert oneself with a sense of confidence, conviction, and enthusiasm.* Must be able to handle rejection and learn to adapt alternative approaches.* Possess a persistent attitude in identifying customer accounts, discovering customer needs and problems.* Must demonstrate a solid grasp and application of the sales process by able to probe to uncover unmet and existing needs.* Must be proficient in using Microsoft Office suite of products and have solid computer skills.Qualifications/ Background Experiences* Requires a Bachelor's degree and a minimum of 4 years experience in healthcare operations, Sales or Marketing, including prior personnel supervision or comparable related experience.* An MBA or master's degree is preferred.* Experience with SAP is preferred.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: New Jersey

Keywords: Terumo Medical Cooperation, Trenton , Territory Support Manager, Executive , Somerset, New Jersey

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