Salesforce Effectiveness (SFE) Manager

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

The Salesforce Effectiveness (SFE) Manager is accountable for strengthening commercial excellence by designing, optimizing, and governing sales processes, performance management, and digital enablement. The role ensures the sales organization operates with clarity, discipline, and data-driven insights to deliver sustainable revenue growth.

Key Responsibilities

• Design and continuously improve standardized sales processes to support scalable and predictable revenue performance.
• Lead territory design and resource allocation analyses to maximize market coverage and return on investment.
• Develop and manage sales performance dashboards, reports, and insights for leadership decision-making.
• Drive CRM setup, adoption, and ongoing optimization in partnership with IT and Sales.
• Partner with HR, Finance, and Business Units to design, implement, and monitor sales incentive and compensation programs.
• Act as a key liaison across Sales, Marketing, Finance, IT, HR, Supply Chain, and Operations to embed best practices.

Key Deliverables & KPIs

• Standardized sales process frameworks and governance guidelines
• Territory and resource allocation models with ROI analysis
• Sales execution dashboards and quarterly performance reviews
• CRM implementation roadmap, adoption metrics, and data quality standards
• Annual incentive plan design and quarterly incentive performance reports

Success Measures - First 12 Months

• Clear and documented end-to-end sales processes adopted by Sales and key stakeholders
• Improved visibility of sales performance through standardized IMS reports, dashboards and reporting cadence
• Optimized territory design and resource allocation endorsed by Sales Leadership
• CRM live and actively used, with improved data quality and user adoption (within 1-1.5 years)
• Incentive plans aligned to strategic priorities, with transparent tracking and governance
• Strong cross-functional partnerships established with Sales, Marketing, Finance, IT, and HR

Education & Experience

• Bachelor’s degree in Business Administration, Marketing, Economics, Engineering, or a related field
• MBA or equivalent in Business, Healthcare Management, or Commercial Strategy is an advantage
• Minimum of 5 years’ experience in Sales Operations, Commercial Excellence, or Sales Enablement roles, preferably within Healthcare or Medical Devices
• Strong understanding of complex selling environments, including tendering, hospital procurement, and compliance
• Advanced skills in sales analytics, forecasting, and Excel
• Proven experience in designing and implementing sales processes and governance models
• Experience working cross-functionally with Sales, Marketing, Finance, Regulatory, IT, and HR
• CRM administration and optimization experience is a must
• Strong communication skills with a collaborative and results-driven mindset

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.