Distribution Channel Management & Partnerships - Senior Manager

Department Info

You will join the GEM (Growth Emerging Markets) Sales organisation, covering Eastern Europe & Emerging Markets (EEM) and the Middle East, Turkey & Africa (META).

GEM plays a critical role in accelerating sustainable growth and expanding patient access across diverse and fast evolving markets, working primarily through distributor and partner channels.

Job Summary

As Distribution Channel Management & Partnerships Senior Manager, you will be a key member of the GEM leadership team, acting as a strategic bridge between regional business leaders and TIS EMEA Commercial Excellence, Pricing & Strategy.

Your role is pivotal in shaping how Terumo goes to market in distributor led environments: building robust and compliant channel governance, enabling scalable growth, and translating strategy into disciplined execution across GEM markets.

You will work in close partnership with the BU Pricing Excellence teams, both leveraging BU frameworks and analytics and clearly articulating GEM specific commercial needs, constraints, and opportunities to ensure pricing strategies are robust, scalable, and executable across diverse markets.

This is a senior individual contributor role with regional impact, requiring strong strategic judgement, commercial acumen, and the ability to collaborate effectively across functions, balance global direction with regional realities, and influence without direct authority. This position reports to the Vice-President Sales for Distributor Markets.  Our focus countries to recruit are: KSA, Turkiye, Poland or the Czech Republic.  

Job Responsibilities

In this role, you will be responsible for:

Distributor & Channel Governance

• Leading the governance of the full distributor lifecycle, from selection and onboarding to performance management and corrective actions.
• Establishing clear partner segmentation, governance forums, and approval mechanisms to ensure compliance and commercial discipline.
• Designing and driving capability building initiatives such as a structured Partner Academy, including training, certification, and enablement programmes, in collaboration with Training & Education and other internal stakeholders.
• Developing partner enablement models that strengthen both commercial and clinical execution across the channel ecosystem.

Strategy, Growth & Partnerships

• Co creating and coordinating the GEM 5 year growth and distribution strategy with the regional leadership team.
• Defining go to market models, pricing frameworks, value propositions, and channel roles fully aligned with BU and EMEA strategies, while reflecting regional market dynamics.
• Advising leadership on market opportunities, risks, investment trade offs, and partnership models.
• Ensuring that GEM priorities and insights are translated into structured inputs for BU and EMEA strategy discussions and roadmap decisions.

Transformation & Execution

• Leading the rollout of commercial excellence initiatives across GEM, including pricing governance, channel redesign, analytics, and digital enablement.
• Driving disciplined execution through structured performance rhythms, business reviews, and change management.
• Acting as the GEM implementation counterpart for BU and EMEA Commercial Excellence initiatives, ensuring that regional adoption challenges and improvement opportunities are fed back into central teams.

Pricing, Profitability & Commercial Excellence

• Embedding EMEA pricing frameworks and governance across distributor markets.
• Protecting margins and improving profitability through disciplined price execution and cost to serve optimisation.
• Partnering closely with BU Pricing Excellence to both apply global pricing frameworks and proactively surface regional requirements, trade offs, and risks that need to be considered in BU pricing strategy and governance.
• Ensuring pricing decisions reflect a balance between strategic intent, compliance, competitiveness, and local execution feasibility.

Leadership, Data & Stakeholder Management

• Acting as a senior interface for key strategic partners and internal stakeholders.
• Translating complex data into actionable insights for leadership decision making.
• Producing clear executive materials, dashboards, and performance overviews to support regional priorities.
• Working cross functionally with Pricing Excellence, Commercial Excellence, Marketing, Finance, Supply Chain, Regulatory and Clinical teams to align on priorities, decision making, and execution.

Profile Description

This role is intended for a senior commercial professional with proven experience in complex, distributor driven environments. You bring:

• A Master’s degree in business, sales, marketing or a related field (MedTech or life sciences background preferred).
• 10+ years of relevant experience in commercial excellence, channel management, pricing, strategy, or equivalent senior roles in Medtech is a must. 
• Strong financial and commercial acumen, with hands on experience in pricing governance, margin management, and performance analytics.
• A solid understanding of BU led pricing strategies and the ability to translate regional market needs into clear, structured input for central pricing and commercial teams.
• Proven ability to operate effectively in a matrix organisation, building strong partnerships across Pricing Excellence, Commercial Excellence, and senior business leadership.
• Legal and contractual literacy, particularly in partner and channel settings.
• Strategic thinking combined with the ability to drive execution across multiple markets.
• Excellent communication and influencing skills, with confidence operating at senior leadership level.
• Fluency in English; additional languages are an asset.

Offer

At Terumo, we combine a clear purpose, Contributing to Society through Healthcare, with a strong commitment to people development and collaboration.

You can expect:

• A senior, high impact role with real influence on regional strategy and execution.
• Close and visible collaboration with BU and EMEA Centres of Excellence, including Pricing and Commercial Excellence.
• Exposure to diverse international markets and senior stakeholders across EMEA.
• A collaborative environment where expertise is valued and long term thinking is encouraged.
• Competitive compensation and benefits aligned with your experience and responsibilities.
• The opportunity to contribute to sustainable growth in healthcare, grounded in trust, quality, and integrity.
• A contract in KSA for cadidates from the Middle-East, a contract in the Czech Republic for candidates in Europe, a Turkish contract for caniddates from Turkiye.  

Contact Person

Jan Swinnen - Talent Acquisition Lead EMEA