Job Description

Job Band: Job Band 9 (JB9)
Hiring Manager: Gulsen Kilic
Lead Recruiter: Paulina Piotrowska
Country: Turkey

Our ability to grow, develop new capabilities and serve even more patients around the world depends on associates like you, who are passionate about our mission. Thank you for considering this new opportunity to further unlock your potential.

Working under strategic direction from the Sales Supervisor Turkey, the account manager is accountable for attaining commercial goals with direct customers and providing, support, planning, leadership, growth and direction to the distributors, by working together with other sales related functions such as Product Support and Technical Service organization within the region.

ESSENTIAL DUTIES AND RESPONSIBILITIES

SALES AND MARKETING

• Works closely together with distributors and managing the direct accounts to achieving and exceeding annual and quarterly sales targets. This position is responsible for achieving the annual revenue targets for the region.
• Implements business strategy into actionable plans and execute them.
• Participates presenting FY forecasts, business performance updates, sales pipeline developments, and market trends. Provides data-driven insights and recommendations to support strategic decision-making, identify risks and opportunities, and participate in business reviews on a monthly & quarterly basis.
• Achieves sales plan and profitability objectives.
• Reports on achieved results on a timely basis for management.
• Builds strong working relationships with direct customers and Distributors and related societies.
• Gives direction, guidance and back-up on pricing.
• Gives input on sales budgets to the Sales Supervisor towards proper target setting for the year.
• Manages OPEX under own responsibility and ensure effective management of the marketing expenses.
• Submits and manages monthly rolling forecast and quarterly forecasts as to keep a right but fine balance between low inventory levels and excellent supply to customers.
• Works closely together with Marketing and uses the right sales tools at the right time and provide feedback.
• Provides input to Marketing on key learnings and developments in the market.
• Coordinates and support the local marketing events’ (congresses etc) participation.
• Coordinates and/or provides product training and device implementations to customers if required or needed

OPERATIONS MANAGEMENT

• Manages Commercial Excellence and CRM initiatives to drive sales effectiveness, customer engagement, and sustainable business growth across the region.
• Ensures the consistent adoption and optimization of CRM tools, processes, and best practices to improve pipeline management, forecasting accuracy, opportunity tracking, and overall commercial execution.
• Utilizes customer, market, and business analytics to identify emerging trends, assess performance, uncover growth opportunities, and support data-driven decision-making.
• Implements and executes inflation-based pricing strategies to ensure sustainable business growth and profitability. Collaborates with customers, distributors, and internal stakeholders to effectively manage price increases while maintaining strong customer relationships, protecting margins, and supporting long-term business objectives.
• Manages the sales support function towards proper sales operations (tender management, sales follow up to orders, product registrations, market data gathering on market shares etc)
• Responsible for the customer order and deliveries through collaborating with the local customer service
• Works with Finance department as and when necessary to take commercially appropriate actions to keep the DSO and any payment over-dues (receivables) under control

COMMUNICATION

• Manage the communication channels, bottom up and top-down flow of information throughout the cross functional team, the business and its customers.
• Works cross-functionally within the business to solve highly unusual and complex problems that have broad business impact.
• Works across the Turkish hub as well as within the territory team and cross culturally within EMEA
• Interacts with the local Business partners (distributors, agents) as well as with the direct customers and societies
• Works with the business unit manager and the local management team on a timely basis to review the business and act on opportunities and threats as they occur.

MINIMUM QUALIFICATION REQUIREMENTS

Education

Knowledge necessary to perform at this level is generally acquired through a university degree

Biology, Medical Biology, Bioengineering preferably

Experience

• Minimum 4-5 years of experience in a multinational company, managing direct customers and dealers.
• Has thorough business knowledge.

• Familiar with culture of the area.
• Understands the market in the area, including customer/business issues, alliances, trends, and competitive issues.
• Experience on latest regulations; Registration Proccess, Reimbursement Process, UTS (Product Tracking System), Tender Process

Skills

• In line with Terumo's Core Values:
  • Respect - Appreciative of others
  • Integrity - Guided by our mission
  • Care - Empathetic to patients
  • Quality - Committed to excellence
  • Creativity – Striving for innovation
• Demonstrates a proactive attitude, strong sales skills, and a results-driven approach to identify opportunities and achieve commercial objectives.
• Must show a desire and/or have knowledge of leadership and managerial skills.
• Ability to liaise with and develop local Terumo BCT distributors towards the area’s sales plan.
• Language skills: Fluent in Turkish and English.
• Has ability to liaise well with wide ranging customer profiles from Scientific to Purchase and operational
• Demonstrated ability to interact in a positive manner with other functions within a company.
• Demonstrated ability to interact in a positive, influential manner with the customers.
• A high degree of interpersonal skills.
• Didactic skills – ability to train others and successfully transfer knowledge to people based in the distributor markets
• Financial acumen.
• An influencer with specific leadership skills such as approachability, composure, ethics and values, functional/technical skills, informing, integrity and trust, interpersonal savvy, negotiating, drive for results and self developing.
• Knowledge of MS Office tools and generally high level of Technology.

ADDITIONAL INFORMATION

• Based: Istanbul office, Turkey – EMEA
• Reporting to: Sales Supervisor Turkey
• Willing to travel extensively up to 60%