Distribution Channel Management & Partnerships - Senior Manager

Department Info

GEM (Growth Emerging Markets) Sales organisation

Eastern Europe & Emerging Markets (EEM)

Middle East, Turkey & Africa (META)

Distribution Channel Management & Partnerships Senior Manager

Your role

Job Responsibilities

Distributor & Channel Governance

• Leading the governance of the full distributor lifecycle, from selection and onboarding to performance management and corrective actions.
• Establishing clear partner segmentation, governance forums, and approval mechanisms to ensure compliance and commercial discipline.
• Designing and driving capability building initiatives such as a structured Partner Academy, including training, certification, and enablement programmes, in collaboration with Training & Education and other internal stakeholders.
• Developing partner enablement models that strengthen both commercial and clinical execution across the channel ecosystem.

Strategy, Growth & Partnerships

• Co creating and coordinating the GEM 5 year growth and distribution strategy with the regional leadership team.
• Defining go to market models, pricing frameworks, value propositions, and channel roles fully aligned with BU and EMEA strategies, while reflecting regional market dynamics.
• Advising leadership on market opportunities, risks, investment trade offs, and partnership models.
• Ensuring that GEM priorities and insights are translated into structured inputs for BU and EMEA strategy discussions and roadmap decisions.

Transformation & Execution

• Leading the rollout of commercial excellence initiatives across GEM, including pricing governance, channel redesign, analytics, and digital enablement.
• Driving disciplined execution through structured performance rhythms, business reviews, and change management.
• Acting as the GEM implementation counterpart for BU and EMEA Commercial Excellence initiatives, ensuring that regional adoption challenges and improvement opportunities are fed back into central teams.

Pricing, Profitability & Commercial Excellence

• Embedding EMEA pricing frameworks and governance across distributor markets.
• Protecting margins and improving profitability through disciplined price execution and cost to serve optimisation.
• Partnering closely with BU Pricing Excellence to both apply global pricing frameworks and proactively surface regional requirements, trade offs, and risks that need to be considered in BU pricing strategy and governance.
• Ensuring pricing decisions reflect a balance between strategic intent, compliance, competitiveness, and local execution feasibility.

Leadership, Data & Stakeholder Management

• Acting as a senior interface for key strategic partners and internal stakeholders.
• Translating complex data into actionable insights for leadership decision making.
• Producing clear executive materials, dashboards, and performance overviews to support regional priorities.
• Working cross functionally with Pricing Excellence, Commercial Excellence, Marketing, Finance, Supply Chain, Regulatory and Clinical teams to align on priorities, decision making, and execution.
• Profile description:
• This role is intended for a
• senior commercial professional
• with proven experience in complex, distributor driven environments.
• You bring:
• A
• Master’s degree
• in business, sales, marketing or a related field (MedTech or life sciences background preferred).
• **10+ years of relevant experience**
• in commercial excellence, channel management, pricing, strategy, or equivalent senior roles
• in Medtech.
• Strong
• financial and commercial acumen
• , with hands on experience in pricing governance, margin management, and performance analytics.
• A solid understanding of
• BU led pricing strategies and the ability to translate regional market needs into clear, structured input for central pricing and commercial teams.
• Proven ability to
• operate effectively in a matrix organisation, building strong partnerships across Pricing Excellence, Commercial Excellence, and senior business leadership.
• Legal and contractual literacy, particularly in partner and channel settings.
• Strategic thinking combined with the ability to drive execution across multiple markets.
• Excellent communication and influencing skills, with confidence operating at senior leadership level.
• Fluency in

English

• ; additional languages are an asset.
• We offer:
• At Terumo, we combine a clear purpose,
• Contributing to Society through Healthcare
• , with a strong commitment to people development and collaboration.
• You can expect:
• A
• senior, high impact role
• with real influence on regional strategy and execution.
• **Close and visible collaboration with BU and EMEA Centres of Excellence**
• , including Pricing and Commercial Excellence.
• Exposure to
• diverse international markets
• and senior stakeholders across EMEA.
• A collaborative environment where expertise is valued and long term thinking is encouraged.
• Competitive compensation and benefits aligned with your experience and responsibilities.
• The opportunity to contribute to sustainable growth in healthcare, grounded in trust, quality, and integrity.
• A contract in KSA for cadidates from the Middle-East, a contract in the Czech Republic for candidates in Europe, a Turkish contract for caniddates from Turkiye.