Key Account Manager Hospital Care Solutions DACH

Terumo Hospital Care Solutions (THCS) designs injection and infusion therapy devices that allow clinicians to deliver the very best day-to-day care to their patients in both the human and animal health markets. With our innovative hypodermic needles, IV catheters, winged needle sets and more, we’re putting high quality into even the most routine parts of healthcare. The Management and Marketing team works in the EMEA HQ of Terumo, and locally throughout EMEA, Key Account Managers support our distributor network.

Terumo Hospital Care Solutions strives to improve safety and ease of use in therapy devices used in hospitals, homes and all care environments. Our focus areas are Advanced Infusion Systems (Terufusion) and Injection & Access.

With the Terufusion range we offer accurate, reliable and innovative syringe and volumetric infusion pumps, without putting an extra burden on healthcare professionals. We combine sophisticated technologies with stress-free, easy-to-use functionalities to facilitate them to pursue the best patient outcomes.

With our innovative hypodermic needles, IV catheters, winged needle sets and more, we’re putting high quality into even the most routine parts of healthcare.

For more information, please have a look at: Hospital Care Solutions Division | Terumo

Your main responsibilities are to manage and support the Terumo Hospital Care Solutions (THCS) distributor network in Germany, Austria and Switzerland (DACH), to achieve their and our business objectives. You translate the European Marketing Strategy to comply with the local needs and you are the ambassador of THCS towards hospital management, KOLs and other external stakeholders in the DACH healthcare space.

1. Achieve sales and profit targets, maximize sales portfolio⦁ You are the main contact person for our distributors and ensure a long-term win-win partnership⦁ You follow up their performance to make sure they provide a good service to our clients ⦁ You frequently visit our distributors, perform duo visits while meeting Key Opinion Leader and End-users of our products.⦁ You actively open doors for distributors by leveraging your networking skills, connecting with stakeholders beyond their reach and removing obstacles.⦁ You are an active problem solver and bridge builder: connecting internal (e.g., Customer Care team in Germany and in Switzerland , the Supply Chain team in Belgium) and external stakeholders and propose and plan corrective actions to reach everyone's objectives and targets.⦁ You are accountable for the (gross) profit and sales development of your area and regular report to the General Manager of THCS EMEA regarding the results in sales, account performance, gross profit, product mix, pricing and market trends in DACH.

2. Organization of trainingYou make sure our distributors are well trained regarding products and the THCS marketing strategy

⦁ You define training needs and set-up training programs, inter-regional experience exchange programs and centers of excellence in and for the region.⦁ You successfully deliver inspiring training sessions/activities to improve the indispensable skills of the trainees.⦁ Your training goes beyond product training and focusses as well on sales and marketing training.3. MarketingYou plan, develop and monitor marketing activities - incl. product launches and product positioning - and promotional activities - incl. organization of exhibitions, symposia and other relevant meetings - and tools in order to support the relevant dealers within the assigned region.⦁ You generate a clear view and understanding of the market in your region (i.e., product usage, trends, pricing, competitive activities, etc.…) to ensure the products remain in a leadership position within your region⦁ You participate in relevant national and international congresses⦁ You assist the General Manager by following up the EMEA Sales & Marketing strategy (e.g., pricing policy in accordance with Terumo EMEA/Global regulations, best distribution policy by product and target group and necessary market coverage to reach the objectives) within DACH.⦁ You collaborate with the Product Managers in the Business Unit in Belgium to bring the EMEA marketing strategy to life in your region and help them understand the specific needs in DACH. You discuss Supply Chain and product technical support topics.

• You have a bachelor or master’s degree and relevant experience working for a distributor company or in a similar distributor managing role in an OEM company in the medical devices industry.
• You have an in-depth knowledge of the medical market, specifically towards the hospital market (products usage, future trends …). You know the competitor landscape, the tender agenda and the customer needs.
• You have very strong communication and networking skills. Entrepreneurial mindset, high energy and drive, building bridges, never losing ethics and compliance out of sight.
• Fluent in German and English (written & spoken)
• Preferably you live in Germany, but Austria or Switzerland is an option as well, if you have the experience with big GP (General Practitioners) dealers in Germany
• extensive national travel in your region is required and on a regular basis you will travel to the HQ in Belgium and visit European congresses.

• We offer an exciting role, representing a broad portfolio of capital equipment and consumables in a geography with a huge potential for growth.
• You can have a real impact on your designated markets and on the full EMEA results of THCS and as such gain opportunities to grow within THCS or in a later stage having the opportunity to grow to other functions within the lager Terumo Europe organization.
• You can count on a market-based salary package, including company car, bonus system and other benefits.
• You will report to the General Manager who will share his experience in Terumo with you to set you up for success.

Talent Acquisition Partner