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

This is a fully remote position, open to applicants in Belgium.

📋 Description

• Develop and implement strategies for territory and key accounts that align with regional and EMEA growth goals.

• Assess accounts based on their potential for growth and associated risks.

• Establish executive-level connections with C-suite executives, manufacturing and quality leaders, clinical directors, principal investigators, and procurement personnel.

• Enhance share of wallet through platform expansion, workflow integration, and consumable sales.

• Acquire new accounts and position Terumo BCT as a long-term partner in the development and commercialization of cell and gene therapies.

• Stay informed on market trends, competitive landscapes, clinical pipeline progress, and regulatory or reimbursement changes in each country.

• Create comprehensive multi-year growth plans for the territory.

• Identify emerging centers of excellence, clinical programs, and manufacturing expansions.

• Drive market creation efforts, including the development of reference sites and peer-to-peer programs.

• Manage complex sales processes involving multiple stakeholders across scientific, clinical, technical, quality, operational, financial, and executive domains.

• Utilize the company's strategic selling methodology and maintain up-to-date close plans.

• Develop quantified value propositions that encompass total ownership costs, production costs, labor efficiency, facility effectiveness, throughput, and risk management.

• Coordinate resources from Field Application Specialists, Scientific and Clinical Affairs, Marketing, Service, and Finance teams.

• Lead negotiations for high-value capital, consumable, service, and multi-year agreements.

• Implement the company's pricing strategy and annual price adjustments while safeguarding price integrity and profit margins.

• Comprehend customer workflow limitations, scale-up strategies, and future manufacturing requirements.

• Relay customer insights back into the organization.

• Represent Terumo BCT at conferences, scientific events, and workshops.

• Cultivate relationships with key opinion leaders, advocates, and referable customers.

• Collaborate with internal teams to ensure effective implementation and training.

• Meet or exceed territory revenue, contribution margin, and portfolio mix targets.

• Increase the installed base and consumable sales per placement.

• Maintain an accurate CRM pipeline.

• Provide reliable monthly forecasts and contribute to demand planning, annual budgeting, and expense management.

• Offer voice-of-customer insights to the Marketing and Product Management teams.

• Mentor less experienced colleagues on deal strategies, stakeholder mapping, and negotiation techniques.

• Share best practices across the EMEA region.

• Lead cross-functional teams in pursuing strategic opportunities and tenders.

• Conduct in-service training sessions.

• Operate in accordance with applicable laws, industry standards, and the company's quality management system.

• Exemplify the values of Terumo BCT.

⛳️ Requirements

• Degree in Life Sciences, Biotechnology, Biomedical Engineering, Business, or a related field.

• Significant, proven sales experience, typically over 10 years, in life sciences, biotechnology, bioprocessing, medical devices, or cell and gene therapy.

• Experience with strategic account management.

• Demonstrated success in navigating long, complex sales cycles with multiple stakeholders.

• Background in selling capital equipment or process technologies along with associated consumables and services.

• Strong understanding of cell therapy or bioprocessing workflows and GMP environments.

• Experience in influencing executive, scientific, clinical, quality, and procurement stakeholders across various countries within a matrixed organization.

• Business-fluent proficiency in written and spoken English is essential.

• Strong business acumen and financial understanding.

• Proficient in CRM use and forecasting methods.

• Technical credibility with scientists, clinicians, and manufacturing leaders.

• Excellent communication and negotiation abilities.

• Capability to build consensus among diverse stakeholder groups and function effectively within a matrix environment.

• Organized, self-motivated, and entrepreneurial mindset.

• Valid driving license and passport.

• Willingness to travel freely within the territory and internationally.

• Ability to comply with customer site-access requirements, including vendor credentialing and GMP cleanroom protocols.

🏝️ Benefits

• Frequent travel requirements of up to 70%, including overnight stays and occasional EMEA and global meetings.

• Product sign-off training before delivering training (e.g., CT4 trainer).