Job Band: Job Band 9 (JB9)
Hiring Manager: Vlasta Jasenko
Lead Recruiter: Paulina Piotrowska
Country: Belgium, the Netherlands, UK or France
Our ability to grow, develop new capabilities and serve even more patients around the world depends on associates like you, who are passionate about our mission. Thank you for considering this new opportunity to further unlock your potential.
JOB SUMMARY
The Senior Account Manager, Cell Therapy Technologies is accountable for profitable, sustainable growth of the Terumo Blood and Cell Technologies (Terumo BCT) Cell Therapy Technologies portfolio across the UK, Ireland, Benelux, France and Sweden. Working with minimal supervision, the incumbent owns a complex multi-country territory of strategically important accounts – leading academic and hospital cell therapy centres, research institutions, biopharmaceutical companies, cell and gene therapy developers, CDMOs and blood establishments – and delivers a significant share of the cluster's revenue and contribution margin. The role spans capital equipment, consumables, software, service and multi-year partnership agreements, from clinical phase through commercial-scale GMP manufacturing, and requires consultative selling proficiency, scientific credibility and the ability to influence executive, clinical, quality, manufacturing and procurement stakeholders.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Strategic Account Leadership
- Develop and execute territory and key-account strategies aligned with regional and EMEA growth objectives, prioritizing accounts by growth potential and risk.
- Build executive-level relationships with C-suite, heads of manufacturing and quality, clinical directors, principal investigators and procurement.
- Grow share of wallet through platform expansion, workflow adoption and consumable pull-through while opening new accounts, establishing Terumo BCT as the preferred long-term partner for cell and gene therapy development and commercialization.
Market Development
- Monitor market trends, competitive dynamics, clinical pipeline developments and regulatory or reimbursement change in each country; build multi-year territory growth plans.
- Identify emerging centres of excellence, clinical programmes and manufacturing build-outs and engage them early; lead market-creation activity including reference-site development and peer-to-peer programmes.
Consultative and Solution Selling
- Lead complex, multi-stakeholder sales processes spanning scientific, clinical, technical, quality, operational, financial and executive buying influences.
- Apply the company's strategic selling methodology: map buying influences, refine the Single Sales Objective, test for red flags, verify budget, and maintain a current close plan.
- Build quantified value propositions covering total cost of ownership, cost of goods, labour and facility efficiency, throughput and risk; orchestrate internal resources – Field Application Specialists, Scientific and Clinical Affairs, Marketing, Service and Finance – to deliver tailored solutions.
- Lead extended negotiations for high-value capital, consumable, service and multi-year agreements; apply company pricing policy and annual price adjustments, protecting price integrity and margin.
Customer Partnership and Thought Leadership
- Work alongside customers to understand workflow constraints, scale-up plans and future manufacturing needs, and feed these insights back into the organisation.
- Represent Terumo BCT at conferences, scientific meetings and workshops; develop key opinion leaders, advocates and a referenceable customer base, partnering with internal teams to secure successful implementation and training.
Business Performance
- Consistently 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 to inform portfolio and roadmap decisions.
Leadership, Collaboration and Compliance
- 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, and conduct in-service training.
- Operate in full compliance with applicable law, industry codes and the company quality management system; role-model the Terumo BCT values of Respect, Integrity, Care, Quality and Creativity.
MINIMUM QUALIFICATION REQUIREMENTS
Education and Experience
- Degree in Life Sciences, Biotechnology, Biomedical Engineering, Business or a related discipline; MBA or advanced scientific degree an advantage.
- Substantial, demonstrably successful sales experience (typically 10+ years) in life sciences, biotechnology, bioprocessing, medical devices or cell and gene therapy, including strategic account responsibility.
- Proven success winning long, complex, multi-stakeholder sales cycles and selling capital equipment or process technologies with the 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.
- Preferred: CAR-T, TIL, NK, stem cell or regenerative medicine markets; biopharmaceutical and CDMO account management; hospital and academic centre sales including public tenders; ATMP market access awareness.
Skills & Competencies
- Role model aligned with company core values: Respect, Integrity, Care, Quality, Creativity; high ethical standards.
- Business-fluent written and spoken English essential; fluency in French and/or Dutch strongly preferred, Swedish an advantage.
- Commercially astute, with strong business and financial acumen, disciplined CRM and forecasting, and technical credibility with scientists, clinicians and manufacturing leads.
- Excellent communicator and negotiator; builds consensus across diverse stakeholder groups, works effectively in a matrix, and is structured, self-directed and entrepreneurial.
Certificates, Licenses, Registrations
- Valid driving licence and passport, with the ability to travel freely across the territory and internationally; obtain product sign-off (e.g. CT4 trainer) prior to delivering training.
ADDITIONAL INFORMATION
- Field-based position, located in any territory country subject to right to work; frequent travel up to 70%, including overnight stays and periodic EMEA and global meetings.
- Must meet customer site-access requirements, including vendor credentialing and GMP cleanroom protocols.
Job Segment: Marketing Manager, Account Manager, Biomedical Engineering, Information Technology, IT Manager, Marketing, Sales, Engineering, Technology
