Senior Manager, KAM & Sales Efficiency Office TIS EMEA

Department Info

The Commercial Excellence & Pricing team supports the Terumo Interventional Systems (TIS) EMEA  business in delivering their revenue, market share and profitability commitments by enabling an insight driven organization and by driving our GTM transformation.

Job Summary

At TIS EMEA, we are committed to pioneering exceptional Key Account Management (KAM) and Inside Sales channels as a cornerstone of our strategic vision. Our goal is to establish a benchmark in sales excellence by integrating these novel channels into our framework. The inception of KAM & Inside Sales strategies marks a transformative journey for Terumo Interventional Systems.
The implementation of the KAM strategy signifies a paradigm shift in our business approach. It necessitates an organization-wide adoption of a customer-centric methodology, transitioning from a conventional product-focused selling model to an innovative, solution-oriented paradigm that prioritizes customer needs.
In synergy with Inside Sales, our objective is to refine our Go-To-Market (GTM) strategy, thereby enhancing the customer experience across diverse segments. This will be achieved through the cultivation of a collaborative account team spirit, dedicated to the principles of solution selling.
The implementation of these new channels will require the creation and integration of novel processes, systems, and methodologies, necessitating a substantial focus on change management.
The role of the Senior Manager, KAM & Sales Efficiency Office TIS EMEA is pivotal in this landscape of innovation and growth. The responsibilities include:
 

• Framework Development: Crafting a robust KAM & Inside Sales framework that encapsulates new strategies for value creation and customer engagement, inclusive of operational models, skill development, training initiatives, performance metrics, incentive structures, and the utilization of data and technological tools.
• Strategy Adoption: Advocating the adoption of best practices within KAM & Inside Sales strategies, ensuring they are embraced at all levels of the organization. Actual adoption responsibility with TIS Sales VP and Leadership Team.
• Strategic Integration: Fostering a cohesive environment by aligning strategies, processes, and tools across various functions and geographical landscapes.
• Cross-Functional Support:: Providing or facilitating consistent cross-functional support to guarantee the successful implementation and operation of KAM & Inside Sales initiatives
   

This position reports to the Sr Director Commercial Excellence & Pricing and has a dotted line to the VP Sales Direct Markets of TIS.

Job Responsibilities

You develop trusting relationships and work with TIS EMEA sales leadership and sales managers. You partner with them to define (co-create/shape) and implement a KAM & Inside Sales within their respective markets.
You develop our customer centric B2B strategies and capabilities for KAM & Inside Sales in partnership with Sales Leadership, Marketing and other functions.
In addition, you develop new value strategies and customer engagement processes, operating models, competencies, training, metrics, motivation systems, data and tools in alignment with the Sales Leadership.
Furthermore, you coordinate the cross-functional internal support required for KAM strategy implementation.
Identify new (big) opportunities and how to pursue them efficiently.

You deliver or facilitate on-going cross-functional support alignment required for KAMs success:

• Advise on KAM strategy, processes, motivation systems and tools design
• Advise on segmentation, metrics, compensation, system requirements, commercial transformation

Govern harmonized processes and enablers:

• Define customer engagement process and operating model and KPIs
• Define account planning framework
• Advance VAS in partnership with Marketing
• Define KAM & Inside Sales competency model in partnership with Commercial Capability Manager
• Lead these processes enablement leveraging TIS EMEA digital platforms in partnership with ComEx and other functions
• Define and coordinate the above in partnership with country sales leadership, who are responsible for adoption and execution
• Coordinate Critical Business Deals (and big tenders) process.

You facilitate on-going business processes:

• Facilitate KA selection and deselection process on a yearly basis ; propose rules which will be used by countries, actual final selection with country sales leadership
• Manage metrics tracking and reporting
• Perform ad-hoc analysis
• Coordinate executive reviews ; ensure report packages readiness, actual reviews readiness responsibility with country sales leadership
• Support country sales leadership, who are responsible for adoption and execution

You drive continuous improvement in organization wide KAM & Inside Sales effectiveness:

• Benchmark external and internal leading practices
• Evaluate effectiveness of KAM & Inside Sales strategy and capabilities, investment priorities, business cases
• Drive continuous improvement initiatives

Stay abreast of broader internal issues and flag KAM interdependencies:

• Coordinate and align across functions and countries
• Coordinate KAM strategy interdependencies across organization
   

You support the up-skilling of KAMs & Inside Sales across EMEA in partnership with Commercial Capability Manager ; provide needs and identify gaps to the Commercial Capability Manager.
You coordinate the omnichannel strategy orchestration implementation in partnership with Sales & Marketing 
 

Profile Description

You have commercial experience in a multinational company, preferably in the Healthcare Industry
A bachelor's degree required. a Major in Business preferred
You are fluent in spoken and written in English,  any other language is a plus. 
Excellent presentation & communication skills
You have solid experience in project management; ability to function in a self-directed manner with a high degree of autonomy. 
In addition, you have an excellent ability to work in a dynamic environment and to shift priorities in line with the business updates.
You have a natural ability to influence others:

• team player and willing to work collaboratively across the organization and with others to reach results/resolution.
• proven ability to enable multi-level and multi-divisional teamwork to meet KAM & IS programs goals and expectations
• proven ability to align internal resources to meet external customer needs

You have a solid experience in managing complex change:

• solid understanding of change processes
• experience with change management principles and tools
• active/lead role in transformation program

Our preferred candidate to have had experience in KAM for customer-facing experience:

• experience working with the concepts of KAM, account business planning and customer-specific value creation is a plus. 
• experience with industry networking and learning of best practices from other large companies that have similar KAM programs is of significant benefit.

Flexible to travel witthin EMEA required (25%)
 

Offer

As the first incumbent of this role, you will have a unique opportunity to pioneer and significantly impact the commercial strategy of TIS, creating new business opportunities.

You can count on excellent onboarding from your manager, Pierre Péters, and will collaborate closely with the TIS sales organization.

We offer a competitive salary, including a bonus plan, a company car, and a comprehensive insurance package. To support your development, you will have access to a wide range of training programs, both remote and in-person
 

Contact Person

Jan Swinnen
Talent Acquisition Lead EMEA