Senior Strategic Account Manager

The Senior Strategic Account Manager is responsible for developing and executing strategic account plans that drive revenue growth across pharmaceutical and biotechnology customers. The role manages key customer relationships, identifies and advances business opportunities, and supports the expansion of Terumo’s primary container, CDMO fill-finish, and related injection solutions portfolios.

Operating within the U.S. sales organization, the position may also serve as the global account lead for designated strategic customers, coordinating account strategies and commercial activities across regions and functional teams. The role is accountable for pipeline development, revenue growth, customer retention, contract negotiations, and cross-functional collaboration to achieve business objectives and support long‑term customer partnerships.

Responsibilities:

• Identify, prospect, and qualify high-value new business opportunities within target and assigned pharmaceutical and biotech accounts. Drive face‑to‑face customer outreach, site visits, and industry networking to open doors, uncover untapped opportunities, and build an early‑stage pipeline
• Own strategic account development by maintaining frequent customer engagement, building trust with technical and business stakeholders, and expanding access to customer R&D, clinical development, and commercialization pipelines. Where assigned, develop account strategies that align local, regional, and global customer priorities while coordinating with international Terumo colleagues to support customer sites across major regions.
• Develop and maintain deep technical/commercial knowledge of Terumo's product platforms and services, including CDMO solutions, fill‑finish services, primary container systems, and injection components. Apply a consultative sales approach to align Terumo's capabilities directly with customers' R&D pipelines, clinical needs, pain points, unmet needs and commercialization strategies.
• Use Terumo PSD sales processes and CRM tools to maintain accurate, real‑time pipeline visibility, lead tracking, opportunity progression, visit reporting, forecasting, highs/lows reporting, and budget follow‑up.
• Coordinate internal global and regional resources, including sales colleagues, technical, regulatory, quality, operations, and customer service teams, to address customer requirements, advance custom technical solutions, support customer sites across regions, and accelerate complex sales cycles.
• Lead comprehensive account planning and cross‑functional execution for assigned strategic, key, and potential global accounts. This includes budget development, account project follow‑up, issue resolution, global account coordination where applicable, preparation of account roadmaps, and the formulation and negotiation of commercial agreements such as NDAs, MSAs, and supply agreements in cooperation with company legal and IP departments.

Knowledge, Skills, and Abilities:

• Proactive Hunting Mindset:
  Demonstrated ability to proactively open doors, uncover opportunities early in the purchasing cycle, build a cold pipeline, and drive deals to closure instead of relying on passive account management. Relationships are a key focus area and important for success in this role.
• CDMO & Fill‑Finish Expertise: industry knowledge of Contract Development and Manufacturing Organization (CDMO) services, clinical and commercial fill‑finish services, and technical service sales workflows.
• Technical Packaging Portfolio Knowledge:
  Working knowledge of pharmaceutical primary packaging (syringes, needles, injection devices, vials), custom injection components, and complex drug delivery systems.
• Consultative Solution Selling:
  Elite capability to assess complex pharmaceutical…