About the Company
As a global medical device company originating from Japan, we pursue reliable quality and technology to contribute to healthcare in more than 160 countries and regions around the globe. We promise to walk alongside healthcare professionals to continue to make great contribution to society, now and into the future.
Summary of the Role
- Lead a diverse medical-device portfolio across differentiated business models, including direct market creation, distributor-led growth, portfolio optimization, and B2B manufacturing partnerships.
- Own portfolio strategy, market segmentation, positioning, pricing, lifecycle management, demand planning, profitability, and execution governance to deliver sustainable revenue and margin growth.
- Translate customer, clinical, channel, competitor, and operational insights into prioritized strategic choices, robust business cases, and executable growth roadmaps.
- Provide senior-level leadership across Sales, Clinical/Medical, Supply Chain, Regulatory Affairs, Quality Assurance, Finance, Service, Regional, Headquarters, distributors, and manufacturing partners.
- Balance near-term commercial delivery with long-term capability building, including channel transformation, local evidence development, partner governance, portfolio rationalization, and scalable business models.
Key Responsibilities
1. Portfolio Strategy & Strategic Thinking
- Develop a 3–5-year portfolio direction and annual operating plan.
- Frame complex issues, test assumptions, build scenarios, identify strategic choices and trade-offs, and recommend where to play, how to win, and what not to pursue.
2. Market Intelligence & Opportunity Prioritization
- Synthesize market size, customer pathways, unmet needs, competitive activity, tender dynamics, pricing, reimbursement, technology trends, and internal capabilities.
- Convert insights into clear investment priorities and measurable actions.
3. Commercial & Financial Ownership:
- Own revenue, gross margin, market share, pricing quality, marketing investment, working capital, and portfolio profitability.
- Build business cases, monitor leading and lagging indicators, and lead corrective actions when performance deviates from plan.
4. AdSpray Market Development
- Lead category creation and adoption in priority surgical specialties through customer segmentation, KOL and society engagement, clinical education, local evidence generation, site readiness, trial-to-adoption conversion, and repeat-use programs.
- Build a differentiated value proposition for hospitals, surgeons, and patients.
5. Distributor Channel Strategy – Injection & VAD
- Design and govern the distributor-led go-to-market model, including territory and account potential, partner selection, commercial terms, target setting, tender strategy, capability development, pipeline discipline, inventory health, and performance reviews. Improve market coverage while optimizing cost-to-serve.
6. Xenex Portfolio Stewardship
- Assess market attractiveness, installed-base or customer needs, service and supply implications, profitability, and strategic fit.
- Recommend defend, optimize, partner, harvest, or exit pathways and manage approved lifecycle actions with relevant stakeholders.
7. PSD / B2B Manufacturing Partnerships
- Develop B2B growth opportunities with manufacturing customers and strategic partners.
- Lead opportunity qualification, customer requirements translation, volume and profitability scenarios, pricing architecture, contract input, capacity and supply alignment, quality and regulatory coordination, and governance of long-term partnerships.
8. Product Lifecycle & Launch Excellence
- Lead end-to-end lifecycle decisions and launch readiness, including market assessment, business case, positioning, pricing, regulatory coordination, supply readiness, sales training, launch execution, and post-launch review.
9. Forecasting, Supply & Inventory
- Lead demand planning with Sales, distributors, Supply Chain, and partners. Improve forecast accuracy and manage availability, launch stock, minimum order quantities, expiry exposure, slow-moving inventory, and supply continuity risks.
10. Sales & Partner Enablement
- Equip Sales and distributors with segmentation logic, account priorities, clinical and economic value messages, competitive positioning, tender tools, objection handling, and field coaching.
- Establish consistent execution standards across channels.
11. Cross-functional Leadership & Influence
- Create alignment across local, Regional, Headquarters, technical, and commercial teams without relying on formal authority.
- Establish decision forums, clarify ownership, resolve trade-offs, and communicate recommendations to senior management.
12. Governance, Compliance & Risk Management:
- Ensure marketing claims, materials, training, events, sponsorships, distributor activities, B2B engagements, and customer programs comply with applicable laws, company policies, quality requirements, and approval processes.
- Maintain visible risk and mitigation plans.
13. Performance Management & Executive Communication
- Build concise dashboards and management reviews covering strategic milestones, commercial results, pipeline quality, partner performance, forecast, inventory, risks, and decisions required.
- Communicate the story behind the numbers and recommend action.
14. Continuous Improvement & Capability Building
- Apply structured problem solving, customer journey thinking, process redesign, and post-implementation learning to improve marketing productivity, partner effectiveness, customer experience, and organizational capability.
Functional / Technical Skills
- Demonstrated ability to develop portfolio strategies, evaluate market attractiveness, prioritize investments, build financial business cases, and convert strategic choices into execution plans.
- Experience managing different go-to-market models, especially distributor performance, tender channels, hospital selling, and strategic B2B or manufacturing partnerships.
- Strong commercial and financial acumen across pricing, gross margin, profitability, forecasting, inventory, return on investment, scenario analysis, and contract economics.
- Capability in market research, segmentation, value proposition design, lifecycle management, launch planning, demand generation, and sales enablement.
- Ability to interpret clinical, technical, quality, regulatory, customer, and manufacturing requirements and translate them into commercially viable solutions.
- Advanced structured problem solving and executive communication, including concise recommendations, decision papers, dashboards, and senior-management presentations.
- Excellent stakeholder leadership, facilitation, negotiation, coaching, and influencing skills in Thai and English.
- Proficiency in Microsoft Excel, PowerPoint, and business reporting or analytics tools.
Education & Experience
- Bachelor's degree in science, pharmacy, nursing, medical technology, biomedical or medical engineering, business, marketing, or a related field is required.
- A master's degree in business administration, marketing, healthcare management, strategy, or a related field is an advantage.
- 7–10 years of progressive experience in product management, marketing, business development, channel management, or commercial roles within medical devices or related healthcare sectors; experience operating at senior product manager level is preferred.
- Experience in surgical products, injection systems, vascular access, infection prevention, distributor management, B2B manufacturing, or portfolio transformation is an advantage.
Note to External Recruitment Agencies:
Terumo does not recognize candidate submissions from any recruitment agencies and will not be responsible for payment of any recruitment fees due to the hiring of candidates whose resumes were submitted to Terumo employees or offices without the recruiting team's acknowledgement.
