TIS EMEA Sales Capability Development Manager

Department Info

At Terumo Interventional Systems, we constantly work to refine and perfect our products so that interventionalists can do more. That is why we support great thinking that pushes back the boundaries of our field.

We are committed to innovation that embraces intricacies and complexities. Our exceptional tools and education programs empower physicians with the confidence they need to perform ever-more challenging procedures and spark progress.

Job Summary

The TIS EMEA Sales Capability Development Manager is responsible for the development and execution of the training program designed to elevate the effectiveness of the Direct Sales Force & Marketing functions within TIS EMEA. Scope is commercial and soft skills capabilities outside of product training. 

Job Responsibilities

Professional responsibilities

•    Assess Sales Skills / Soft Skills existing capabilities in the Direct Sales TIS EMEA organization: work closely with Commercial Excellence (ComEx), Professional Education (ProfEd), Learning & Development (L&D) and Sales Managers to identify gaps and align on training requirements. 
•    Develop and implement a Sales Skills / Soft Skills effectiveness training plan, and subsequent programmes across EMEA direct Sales and Marketing organizations in line with business strategies and company goals.
•    Align with TIS Leadership Team EMEA organization on the selected programmes and agenda.
•    Ensure a strict Train the Trainer approach in the selected program implementation & engage Front Line Managers with Train the Trainers methodology. 
•    Lead the co-ordination and alignment of the TIS Academy modules relating to Sales Force and Marketing effectiveness and ensure effective execution.
•    Identify, develop, track and monitor key KPIs for Sales Skills training programmes to assess effectiveness.
•    Conduct periodic training need analysis for alignment with TIS business needs to develop successful, competent sales teams (new starter and continuous) and in order to ‘future proof’ our commercial teams.
•    Report and Exchange with Commercial Excellence leader to understand, evolve and incorporate sales enablement and enterprise systems into training.
•    Select and manage external partners to accelerate delivery of our training programs in local languages.
•    Know business, market and development trends and build them into training programs.
•    Regularly align with ProfEd and L&D managers on Sales Skills training current status, agenda and next steps

Organisation & Delivery of training

•    Organize and coordinate Sales Force & Marketing Effectiveness training programs for new starters. 
•    Develop and implement a curriculum for continuous Sales skills training that is tailored for countries and sales representative/marketer expertise. 
•    Consider conducting in-field sales assessments to ensure the key learning outcomes are being successfully implemented by the sales force and marketers.
•    Collaborate with the Learning and Development Team to assess capability building programs that could add value for Commercial colleagues.
•    Monitor and evaluate each training programme. If necessary, adapt the training in order to adapt to changes occurring in the work environment.
•    Manage training programmes within budget
•    Ensure all assessments and certificates are in line with quality and compliance procedures.
•    Present new ideas for training to keep training centre in touch with technology advances.

General

•    Maintain excellent relationships with external official parties, authorities and organisations.
•    Act as a representative of the company towards third parties
•    Cooperate with marketing team in enhancing professional education. 
 

Profile Description

•    Commercial experience in the Healthcare Industry in a Sales management role and a Marketing role.
•    Experience: 3 to 6 years' relevant experience in a training environment, experience in a multinational company, preferably in the Healthcare Industry
•    Bachelor's degree required. Major in Business, Commercial degree (e.g. Marketing) or Education preferred.
•    Ability to deliver training via various methods: Instructor Led Training, blended/hybrid learning, virtual classrooms.
•    Knowledge of experience with basic SFA (Salesforce Automation) elements: CRM, SFE tools & processes
•    Preferable, but not essential: Product knowledge of the Interventional Systems market (products and customer segments) and an overview on the major future trends in the IS field.
•    Practical experience with marketing/sales training techniques and approaches
•    Demonstrate excellent presentation & communication skills.
•    Advanced organizational skills with an ability to plan, organize, monitor, and execute projects.
•    Excellent ability to work in a dynamic environment and to shift priorities in line with the business updates.
•    Ability to function in a self-directed manner with a high degree of autonomy. 
•    Team player and willing to work collaboratively across the organization and with others to reach results/resolution.
•    Fluent in written and spoken English and one other language.
•    International Travel required ( up to 85% time allocation)
 

Offer

Working for Terumo means contributing to society through healthcare. We offer a full-time employment contract accompanied by an attractive salary package including company car and bonus scheme. 

We offer a fantastic opportunity to work in a top performing team. A work environment in which every associate, customer and business partner is treated with respect, where sincerity is key and where we strive to find optimal solutions. Furthermore, you’ll find yourself in an environment that promotes a mindset that embraces change and challenge in the future.  

Contact Person

Lukas Uytterhaegen - Talent Acquisition Business Partner EMEA