Director of Sales, North America - PSD

Job Summary

The Director of Sales, North America, Pharmaceutical Solutions Division (PSD) will provide overall sales direction for the Pharmaceutical Solutions Division (PSD) of Terumo regarding the achievement of divisional sales goals and profit objectives, while maintaining budget control for both the sales and marketing plans. This encompasses products offered, sales personnel management, methods of distribution, and markets served. S/he will supervise all Business Development and Insides Sales Teams in the US. This individual will accomplish this by establishing individual goals and objectives for each sales and related associate within the division. Additionally, s/he will be required to be actively involved in all internal support functions to insure the smooth operation of the division.

Job Details/Responsibilities

• Leads division sales operations to achieve budgeted revenue and profit goals
• Drives all sales personnel to achieve assigned sales objectives
• Identifies and implements changes to improve the effectiveness of the sales team in achieving sales objectives
• Insures that approved policies and objectives are fully understood and implemented by all assigned personnel
• Directs, reviews and approves the development of sales estimates and forecasts made by the sales force
• Sets and provides strategy and objectives for Business Development and Inside Sales teams implementation.
• Analyzes and approves overall expense budgets for the sales function
• Leads and directs the professional development of the Business Development and Inside Sales teams Conducts periodic performance assessment and professional needs assessments
• Collaborates with Sales Training and Human Resources to schedule ongoing professional development activities, and sessions and assignments
• Oversees the recruiting and selection of new Associates into the organization.
• Manages key customer related activities, either directly or indirectly
• Works cross-functionally with other internal departments representing PSD on all key issues
• Provides information, data and trends to support business planning efforts
• Participates in the development of annual sales quotas and expense budgets, territory definition, sales policy and procedure development
• Establishes and promotes a work environment amongst co-workers and direct reports that supports compliance with the TMC Quality System and Terumo’s policies
• Partners with Marketing for all US marketing activities (conferences, trade shows, collateral material, adverts, booth design, etc.

Job Responsibilities (continued)

• Introduces Terumo drug delivery technology to pharmaceutical, biotech and medical device companies and actively secures business through effective development of account strategies and use of professional sales presentations
• Educates customers and internal teams to promote an understanding of Terumo products as how they differ from other competitive products they may be using, in order to increase our products effectiveness and ability to equal or outperform the competition in order to increase market share
• Coordinates global customer opportunities with PSD global team and interact with cross functional team to realize sale/opportunity.
• Attends trade shows and conventions to promote PSD products
• Efficiently manages and responds to administrative tasks, including weekly call and expense reports, contract pricing proposals, contract expirations, sales tracking and monthly reviews
• Participates in project performance team meetings on behalf of the job unit in order to provide ideas, methods or processes for unit/company performance improvement
• Follows requirements of applicable national and international guidelines
• Performs other job related duties as assigned.
  

Working Conditions/Physical Requirements

Knowledge, Skills and Abilities (KSA)

• Driven, goal oriented professional with demonstrated leadership ability
• Excellent interpersonal and communication skills –both verbal and written
• Strong attention to detail
• Ability to multitask and lead a disciplined sales process while motivating others to do so
• Proven track record as a successful salesperson
• Independent judgment for managing multiple projects which have time constraints
• Ability to consistently analyze an ever changing market and meet the needs of customers while continually striving to improve company products, market penetration and profitability
• Proficiency in Microsoft Excel, Word, PowerPoint, and Outlook

Qualifications/ Background Experiences

• Bachelor’s degree in marketing or business related field with minimum 10 years’ experience in sales and marketing, minimum 7 of those years’ experience in management required or equivalent combination of relevant experience, education and training
• Experience managing in global and/or medical device organizations preferred.