Sr. Corporate Account Executive, Midwest

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 $6 billion in sales, 30,000 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.

We believe that the future is bright for everyone at Terumo. We work with the future in mind to generate lasting change, create a bigger impact and produce greater outcomes for today, and for decades to come.

At Terumo we believe in the power of personal growth and will encourage you to get in the driver's seat - progressing in the direction you want to go by deepening your skills throughout your career. We want you to be bold, think outside the box, experiment, innovate and deliver what's next for quality healthcare. You will be part of a collaborative, respectful and resilient team of associates and leaders around the world, working together as partners to achieve more than you thought possible, providing real-world, impactful solutions for patients.

Join us and help shape wherever we go next!

Advancing healthcare with heart

Job Summary

The Sr. Corporate Accounts Executive (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 accounts. 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 accounts. 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

• Full profit and loss responsibility for sales and margins within targeted IDN’s and regional GPO’s.
• Responsible for the negotiation, financial modeling, signing and implementation of new contractual agreements to drive new business across the BU’s.
• Lead efforts to execute both strategically and tactically to meet contracting needs for the BU’s and through the negotiation of a contract with a significant national business partner.
• Partner with senior business leaders across the BU’s to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth.
• Promote opportunities for contracting synergies between TMC and lead contracting opportunities that leverage technologies across companies to enhance Terumo’s value proposition to effectively compete in the marketplace.
• Develop annual business plans by BU for each targeted IDN and regional GPO 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.
• Manage competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales / pricing strategies to ensure successful growth.  In the near term, develop a thorough understanding of the positioning each BU’s current products within targeted  IDN’s and regional GPO’s.
• Develop a comprehensive understanding of the inner dealings of targeted IDN’s / regional GPO’s including their contracting policies and practices and utilizes this knowledge to improve or enhance Terumo’s business practices towards these accounts.
• 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.
• 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.
• Work with the appropriate IDN’s / regional GPO’s membership councils and committees to ensure Terumo’s ongoing visibility and that the field sales organization understands the role and significance of the committee members.
• Develop and implement sales forecasts and marketing plans for targeted IDN’s / regional GPO’s and keeps management informed of important issues through the submission of regular updates and monthly activity reports.

Job Responsibilities (continued)

Working Conditions / Physical Requirements

Knowledge, Skills and Abilities (KSA)

Qualifications / Background Experiences

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.

Final compensation packages will ultimately depend on factors including relevant experience, internal equity, skillset, knowledge, geography, education, business needs and market demand.  We provide competitive and comprehensive benefit options which include : annual bonus, paid vacation, paid holidays, health, dental and vision benefits, 401(k), with matching contributions, tax advantage savings accounts, legal plan, voluntary life and AD&D insurance, voluntary long-term disability, short term disability, critical illness and accident insurance, parental leave, personal leave, tuition reimbursement, travel assistance, and an employee assistance program.