Senior Account Manager Cell Therapy Technologies

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Senior Account Manager Cell Therapy Technologies   Date:  Aug 6, 2026
Job Band:  Job Band 9 (JB9)
Hiring Manager:  Vlasta Jasenko
Lead Recruiter:  Paulina Piotrowska
Country:  based in Central or Southern Europe
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 Southern Europe, Central Europe & Emerging Markets. 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…