Key Account Manager Spain/portugal

At Terumo, we enhance lifesaving medical technologies for the benefit of society. Are you eager to contribute to people's health and patients' wellbeing? We'll challenge you to become a master in your field of expertise. You can invest your talents in balance with your personal aspirations - live and work in harmony. Built on our Japanese origins; we are driven by respect, ownership and continuous improvement. It is at the heart of everything we do. This is how we make a difference in the lives of patients, customers and associates._

**Department Info**:
Terumo Medical Products 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.

**Job Summary**:
Your main responsibilities are to manage and support the Terumo Medical Products (TMP) distributor network in Spain & Portugal 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 TMP towards hospital management, KOLs and other external stakeholders in the Spanish and Portuguese healthcare space..

**Responsibilities**:
**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 make sure our distributors are well trained regarding products and the TMP marketing strategy
You follow up their performance to make sure they provide a good service to our clients
You follow up on their questions and needs and provide support
You represent their needs into the internal Terumo organization
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 have an excellent understanding of the market: you know the competitor landscape, the tender agenda and the customer needs.
You are accountable for the (gross) profit and sales development of your area and regular report to the General Manager of TMP EMEA regarding the results in sales, account performance, gross profit, product mix, pricing and market trends in Spain and Portugal.
You are an active problem solver and bridge builder: connecting internal (e.g., Customer Care team in Madrid, Supply Chain team in Belgium....) and external stakeholders and propose and plan corrective actions to reach everyone's objectives and targets.

**Organization of training**

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.
You monitor and evaluate each training program. If necessary, you adapt the training to adapt to changes in the work environment or to specific needs of trainees
Your training goes beyond product training and focusses as well on sales and marketing training.

**Operational Marketing**

You plan, develop and monitor promotional activities and tools (incl. organization of exhibitions, symposia and other relevant meetings) in order to support the relevant dealers within the assigned region.
You manage and follow-up all (local & regional) marketing related activities within the assigned region.
Furthermore, you plan, organize and monitor product launches and product positioning (i.e., STP, pricing, etc. ).
In addition, you conduct regular market analysis to ensure the products remain in a leadership position within your region.
You manage the Key Opinion Leaders portfolio and rising stars by proactively building and maintaining excellent relations
You participate in relevant national and international congresses

**Strategic marketing**

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 Spain and Portugal.
You generate a clear view and understanding of the market in your region (i.e., product usage, trends, pricing, competitive activities, etc. )
You prepare and control the annual budget
- and sales-development plan.
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 Spain and Portugal. You discuss Supply Chain and product technical s