Senior Sales Consultant

Senior Sales Consultant

Primary contact for Cell Therapy focused customers at biotech and large pharmaceutical companies for the evaluation, placement and sale of Quantum, Finia and sterile welding technology. Responsible for the coordination of all customer sales, training, and service.

Essential duties include generating necessary leads in the biotech and pharma segment to meet or exceed sales goals of the segment. Prioritizes biotech players to determine opportunities 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 include continuously increasing and sharpening 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 include a Doctorate degree, PhD, or equivalent of education and experience sufficient to successfully perform the essential functions of the job. Minimum 6 years of successful consultative sales experience within the biotech, medical device or similar industry. 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 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 healthcare settings.

Physical requirements include typical office environment requirements including reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 20 pounds. Extensive travel required (>50%).

Terumo Blood and Cell Technologies