Sr Sales Consultant - Academia

Requisition ID: 34762

At Terumo Blood and Cell Technologies, our 8,000+ global associates proud to come to work each day, knowing that what we do impacts the lives of patients around the world. For Terumo, for Everyone, Everywhere.

We make medical devices and related products that are used to collect, separate, manufacture and process various components of blood and cells. With our innovative technologies and service offerings, we touch a patient's life every second of every day and are committed to continuing to increase the number of patients we serve. Advancing healthcare with heart.

With some of the best and brightest minds in the industry, an unmatched global footprint, comprehensive benefits and a distinct culture, Terumo Blood and Cell Technologies is a great place to work, grow and be part of a team that is focused on making a difference. Join us and help shape wherever we go next. You create your future and ours.

JOB SUMMARY

Primary contact for Cell Therapy focused academic customers at research centers, teaching hospitals and large academic medical centers for the evaluation, placement and sale of Quantum, Finia and additional CGT product. Responsible for the coordination of all customer sales, training, and service with focus on customers within the Eastern Region.

ESSENTIAL DUTIES

• Generates necessary leads in the academic segment to meet or exceed sales goals of the segment.
• Prioritizes translational academic players to determine opportunity and develop new business.

• Has a complete understanding and wide application of CGT technical principles, theories and concepts to engage with diverse set of customers, to help define customer related problems and associated sales opportunities.
• Provides technical and financial solutions to a wide range of difficult, complex CGT problems. Solutions are thorough, practicable and consistent with organization objectives.

• Is able to work effectively and efficiently through others. Is collaborative and open to discussion. Is supportive, nurturing and able to mentor less experienced sales generalists.
• Is a team player and team champion. Sees success through team wins and related interactions.
• Has excellent presentation and communications skills. Clearly articulate ideas, solutions and strategies with both internal and external stakeholders.
• Applies a sharpened "consultative sales approach". Listens, analyzes, formulates, and executes based on customer needs and common sense selling principles.
• Prepares weekly and monthly plans, tracks and analyzes opportunity progress and trends, and prepares annual territory sales plan.
• Through the company CRM, maintains account/customer/opportunity profiles, customer contact information and account plans for assigned customer accounts.
• Evaluates and redesigns future contacts.
• Develops consultative role to manage customer training needs, facilitates relationship building, manages customer expectations and provides necessary customer service. Tracks and analyzes progress.

ADDITIONAL DUTIES

• Continuously increases and sharpens therapy, scientific and technical knowledge as well as selling, negotiating, and presentation skills.
• Stays informed and educated on the most recent scientific and related industry trends.
• Communicates the value-add of investing in Terumo BCT products (analysis, dashboards, efficiency support etc.)
• Provides feedback to management on messaging, tactics and marketplace changes to ensure that our company offerings are meeting/exceeding customer expectations
• Collaborates with cross-functional partners including Health Care Providers, Blood & Cell Manufacturing, Customer service, Contract Administration and other businesses to ensure a cohesive and consistent approach to meeting customer needs.
• Provides insight and works with marketing teams to develop customer messaging, support materials and campaigns
• Creates, monitors, and revises lead generation plans to ensure a substantive sales opportunity pipeline.

MINIMUM QUALIFICATION REQUIREMENTS

Education

Doctorate degree, PhD, or equivalent of education and experience sufficient to successfully perform the essential functions of the job may be considered.

Experience

Minimum 6 years of successful consultative sales experience within the bio-tech, medical device or similar industry

Skills

• Sound understanding of sales strategies, philosophies, products, and Cell Therapy applications.
• Advanced sales techniques particularly at the executive level. Leverages Common Sense Selling skills.
• Is a collaborative team player. Understands the importance of team success, and acts with the team in mind.
• Demonstrated and effective problem-solving, leadership, and change management skills.
• Demonstrated excellent performance in achieving/exceeding sales plans and sales goals on a consistent and on-going basis.
• Demonstrated ability to effectively interact and sell concepts and ideas with customer middle and upper level management decision makers.
• Proven ability to engage credibly with academic physicians, researchers, and multidisciplinary clinical teams
• Expertise in managing long, non-linear sales cycles within complex institutions
• Consultative selling skills focused on clinical value, outcomes, and institutional priorities
• Strong organizational, planning, and follow-through capabilities
• Maintain basic technical knowledge of the product line to be able to answer basic questions
• Knowledge and use of relevant PC software applications and skills to use them effectively.
• Demonstrated ability to communicate effectively both verbally and in writing.
• Demonstrated ethical judgment and compliance awareness in academic healthcare settings

-Or-

An equivalent competency level acquired through a variation of these qualifications may be considered.

Certificates, Licenses, Registrations

• A valid Driver's License is required.

PHYSICAL REQUIREMENTS

Typical Office Environment requirements include: reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 20 pounds.

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

Additional Physical Requirements

Extensive travel required (>50%).

Target Pay Range: $130,000.00 to $154,000.00 - salary range to be determined based on the location, education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data

Target Bonus on Base: This role offers a base salary plus a commission bonus tied directly to the performance

At Terumo Blood and Cell Technologies, we provide competitive total reward offerings that consist of compensation, benefits, recognition, along with a wealth of other well-being, work-life and recognition programs which support in unlocking the potential for you and your family.Included in our expansive list of benefits offerings are multiple group medical, dental and vision plans, a robust wellness program, life insurance and disability coverages, also a variety of voluntary programs such as group accident, hospital indemnity, critical illness, pet insurance and much more.To help you save for retirement, we offer a 401(k) plan with a matching contribution and for work-life balance we have vacation and sick time programs for associates.For us, it's about protecting the personal welfare of our associates and their families, helping to achieve personal goals and offering those extra touches for convenience, security and overall peace of mind.

We are proud to be an Equal Opportunity Affirmative Action Employer. All applicants will be afforded equal opportunity without discrimination because of race, color, religion, sex, gender identity or expression, sexual orientation, marital status, order of protection status, national origin or ancestry, citizenship status, age, physical or mental disability unrelated to ability, military status or an unfavorable discharge from military service.