Senior Account Manager, Cell Therapy Technologies – South & Central Europe, Emerging Markets

🔥 0 minutes ago

🇧🇪 Belgium – Remote

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

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Terumo Blood and Cell Technologies

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1964

🏥 Healthcare

🍽️ Food & Beverage

💼 Consulting

Healthcare • Food & Beverage • Consulting

Terumo Blood and Cell Technologies is a global leader in blood management solutions, specializing in the collection, processing, and delivery of blood and cell-based therapies. The company offers a range of innovative products and services, including automated blood collection systems, pathogen reduction technologies, and therapeutic apheresis solutions. With a strong commitment to improving patient care, Terumo Blood and Cell Technologies provides critical support to hospitals, healthcare providers, and biotechnology companies, ensuring the highest standards of service and safety in blood and cell therapy.

📋 Description

• Develop and execute territory and key-account strategies aligned with regional and EMEA growth objectives • Prioritize accounts by growth potential and risk • Build executive-level relationships with C-suite, manufacturing and quality leaders, clinical directors, principal investigators and procurement • Grow share of wallet through platform expansion, workflow adoption and consumable pull-through • Open new accounts and establish Terumo BCT as a long-term partner for cell and gene therapy development and commercialization • Monitor market trends, competitive dynamics, clinical pipeline developments and regulatory or reimbursement changes in each country • Build multi-year territory growth plans • Identify emerging centres of excellence, clinical programmes and manufacturing build-outs • Lead market-creation activity, including reference-site development and peer-to-peer programmes • Lead complex, multi-stakeholder sales processes across scientific, clinical, technical, quality, operational, financial and executive buying influences • Apply the company’s strategic selling methodology and maintain current close plans • Build quantified value propositions covering total cost of ownership, cost of goods, labour and facility efficiency, throughput and risk • Orchestrate Field Application Specialists, Scientific and Clinical Affairs, Marketing, Service and Finance resources • Lead negotiations for high-value capital, consumable, service and multi-year agreements • Apply company pricing policy and annual price adjustments while protecting price integrity and margin • Understand customer workflow constraints, scale-up plans and future manufacturing needs • Feed customer insights back into the organisation • Represent Terumo BCT at conferences, scientific meetings and workshops • Develop key opinion leaders, advocates and referenceable customers • Partner with internal teams to secure implementation and training • Achieve or exceed territory revenue, contribution margin and portfolio-mix targets • Grow the installed base and consumable pull-through per placement • Maintain an accurate CRM pipeline • Deliver reliable monthly forecasts and input to demand planning, annual budgeting and expense management • Provide voice-of-customer insight to Marketing and Product Management • Coach less experienced colleagues on deal strategy, stakeholder mapping and negotiation • Share best practice across EMEA • Lead cross-functional teams on strategic opportunities and tenders • Conduct in-service training • Operate in compliance with applicable law, industry codes and the company quality management system • Role-model Terumo BCT values

🎯 Requirements

• Degree in Life Sciences, Biotechnology, Biomedical Engineering, Business or a related discipline • Substantial, demonstrably successful sales experience, typically 10+ years, in life sciences, biotechnology, bioprocessing, medical devices or cell and gene therapy • Strategic account responsibility experience • Proven success winning long, complex, multi-stakeholder sales cycles • Experience selling capital equipment or process technologies with associated consumable and service annuity • Sound knowledge of cell therapy or bioprocessing workflows and GMP environments • Experience influencing executive, scientific, clinical, quality and procurement stakeholders across multiple countries in a matrixed organisation • Business-fluent written and spoken English essential • Strong business and financial acumen • Disciplined CRM and forecasting skills • Technical credibility with scientists, clinicians and manufacturing leads • Excellent communication and negotiation skills • Ability to build consensus across diverse stakeholder groups and work effectively in a matrix • Structured, self-directed and entrepreneurial approach • Valid driving licence and passport • Ability to travel freely across the territory and internationally • Ability to meet customer site-access requirements, including vendor credentialing and GMP cleanroom protocols

🏖️ Benefits

• Frequent travel up to 70%, including overnight stays and periodic EMEA and global meetings • Product sign-off training prior to delivering training (e.g. CT4 trainer)