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Associate Territory Manager, St Louis
2 months ago
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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.
Associate Territory Manager TIS is responsible for sales support and promoting Terumo Interventional Systems (TIS) products to Interventional Radiologists, Interventional Cardiologists, Vascular Surgeons and Purchasing/Materials Management within a Designated Market Area (DMA) under the direction of a Region Manager and the mentorship of Territory Managers in the region to help in achieving the aggregate areas assigned monthly, quarterly and annual sales revenue targets. Responsible for the assigned execution of sales evaluations and in-services in the acute care setting and outpatient facilities, assisting in developing rapport with key decision makers; penetrating accounts within key departments (e.g., Cath Lab Management and Nursing, Interventional Radiology, Purchasing, Materials Management) to introduce and expand business base. Will need to have the ability to perform key clinical and tactical tasks as defined in the comprehensive business plans and account strategy; identifying competitive issues/opportunities and working jointly with Sales and Marketing Management to increase sales and company visibility with industry thought leaders.
Call on current and potential customers to promote and sell TIS products to achieve assigned monthly, quarterly and annual sales revenue targets as directed by Region Manager and Territory Manager mentors.
Assist and support in executing sales strategies and techniques to target appropriate customers, understand and confirm needs, overcome objections and gain commitment.
Conduct effective sales and product presentations to customers. Educate customers to ensure products are understood and used effectively.
Develop and maintain comprehensive clinical and technical product knowledge of Terumo’s products and competitive products including a thorough understanding each product’s features, strengths and appropriate usage.
Conduct assigned evaluations, cover endovascular cases and educate customers on the proper use of Terumo products through in-services to support Regional Strategy
Identify and quickly respond to competitive threats within the territory. Communicate market intelligence/competitor activity promptly to Territory Managers and Region Manager.
Develop and maintain good customer relationships, through personal visits and telephone contact.
Interact with Customer Administration, Logistics, Marketing and Technical Support to provide total customer satisfaction.
File weekly reports, monthly reports, competitive product reports, etc. in a timely manner.
Attend trade shows and conventions to promote TIS products.
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 Field Inventory Management policies, 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 at all times.
Performs other job-related duties as assigned.
Working Conditions/Physical Requirements
This is a field-based position. Must be able to drive personal automobile on a daily basis to/from customer accounts and drive long distances (distances will vary based upon the size of assigned territory).
This position may require overnight travel, the amount of which will vary based upon the assigned territory. In addition to travel within the territory, occasional overnight and/or weekend travel outside of the assigned territory is required.
Daily 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.
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)
Strong presentation and customer service skills complimented by an ability to execute a solutions-oriented sales approach.
Ability to understand and support endovascular medical procedures and engage in technical conversations with physicians and staff regarding medical procedures and proper product usage, and be viewed by physicians, staff and others as knowledgeable and credible.
Strong knowledge of the human anatomy specifically including the vascular and venous systems.
Excellent communication and interpersonal skills to initiate, establish, and maintain effective customer relations.
Proficient in Microsoft Office, and I-Pad navigation.
Ability to represent Terumo and its products in a professional manner.
Qualifications/ Background Experiences
Requires a Bachelor’s degree and minimum of 2 years’ related experience in either pharmaceutical sales, preferably in the cardiovascular space, or medical device experience interacting with customers; or Bachelor’s degree and minimum of 4 years business-to-business sales experience; or equivalent combination of education and experience.
Must have a proven record of sales excellence or supporting sales execution.
Must possess a valid driver’s license and a personal automobile with an active vehicle insurance policy.
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.
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