{"id":3728915,"url":"https://alion.io/job/terumo-bct-account-manager-germany","title":"Account Manager Germany","company":{"id":1777033,"name":"Terumo BCT","domain":"terumobct.com","url":"https://alion.io/company/terumobct","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"SuccessFactors","truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":"middle","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Berlin, Germany"],"countries":["DE"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Office","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-10-29T00:00:00Z","employer_posted_date":"2026-10-29","last_verified_at":"2026-11-15T09:37:02Z","board_verified":true,"closed_at":null,"days_open":17,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":17},"description":"Job Band: Job Band 9 (JB9)\nHiring Manager: Alexei Kmelnitski\nLead Recruiter: Paulina Piotrowska\nCountry: Germany\nOur 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.\nJOB SUMMARY\nWorking under supervision of the Sales Manager DACH, the GBS Account Manager Germany is responsible for achieving sales targets and developing the assigned Blood Center business across the defined territory.\nThe role focuses on Terumo BCT’s Blood Center portfolio, including Apheresis Collection (AC), Whole Blood Collection (WBC), Whole Blood Automation (WBA), and related digital solutions. Core platforms include Trima Accel, TSCD II, Reveos, TOMEs, Lumia, TOMEs Stations, T-Pool Select, and other solutions within the Terumo BCT Blood Center Ecosystem.\nThe Account Manager is responsible for protecting and expanding existing business, developing new opportunities, supporting long-term customer partnerships, and driving strategic sales initiatives across assigned accounts. This includes end-to-end responsibility for the sales process from opportunity identification and qualification to solution proposal, negotiation, contract closure, implementation follow-up, and account development.\nThe role requires close collaboration with Therapy Systems Account Managers, TS Clinical & Product Specialists, Technical Service, Marketing, Medical Affairs, Market Access, Regulatory Affairs, Quality, Customer Service, and other internal stakeholders to ensure a coordinated and customer-centric Terumo BCT approach.\nThe role is responsible for the following parts of the sales process:\nIdentification of sales opportunities\nQualification of sales opportunities\nAnalysis of buying influences and fine tuning of the Single Sales Opportunity\nProposing the solution\nGetting account agreement\nSupporting implementation follow-up\nSupporting customer transition into routine use where applicable\nTERRITORY SCOPE\nThis position covers the assigned GBS territory. The territory may include, depending on final account allocation. Final territory allocation may be adjusted based on customer structure, workload, strategic priorities, and organizational needs.\nESSENTIAL DUTIES AND RESPONSIBILITIES\nSales Achievement\nGenerate necessary sales to meet or exceed assigned sales goals within the defined GBS territory.\nAchieve appropriate sales prices and contribution margins in line with regional strategy.\nProtect and develop existing revenue streams in AC and WBC, especially Trima Accel and TSCD II-related business.\nDrive future growth opportunities in WBA, especially workflow transformation and Reveos automation projects.\nTrack and analyze sales progress, opportunity development, customer activity, forecast accuracy, and market trends.\nContribute to sustainable business growth by developing both existing and new accounts.\nSales Process\nIdentify sales opportunities in assigned accounts and evaluate key commercial drivers.\nIdentify Buying Influences and assess customer status, including growth mode, trouble mode, risk areas, and strategic priorities.\nCreate and manage Single Sales Opportunities using the appropriate sales methodology.\nQualify opportunities by confirming customer need, budget availability, timing, competitive situation, decision process, and financial viability.\nIdentify and eliminate possible red flags.\nDevelop customer-specific business cases and profitability analyses where applicable.\nPropose technical, operational, financial, and digital solutions aligned with customer needs.\nNegotiate and agree on the technical and commercial solution.\nDetermine all relevant aspects of implementation together with internal stakeholders.\nReceive contract, purchase order, framework agreement, or customer commitment.\nAccount Management\nDevelop and execute strategic account plans for assigned customers.\nPrioritize accounts based on commercial potential, installed base, strategic relevance, project pipeline, and customer needs.\nBuild and maintain strong relationships with blood center leadership, procurement, production, quality, medical, laboratory, and technical stakeholders.\nAct as a trusted advisor by understanding customer workflows, operational challenges, quality requirements, digitalization needs, and long-term strategic priorities.\nCoordinate and manage internal resources to provide the necessary customer support.\nPrepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales plans.\nEnsure proactive follow-up on customer projects, open opportunities, tenders, contracts, and implementation steps.\nBlood Center Portfolio Responsibilities\nThe GBS Account Manager is expected to develop strong commercial and application knowledge across the Terumo BCT Blood Center portfolio, including:\nApheresis Collection (AC): Trima Accel, consumables, fleet renewal, utilization, long-term agreements, and customer retention.\nWhole Blood Collection / Processing (WBC): TSCD II, sterile connection concepts, workstations, disposables, and process efficiency.\nWhole Blood Automation (WBA): Reveos, workflow automation, Value Stream Mapping, validation support, implementation, and optimization.\nDigital Solutions: TOMEs, Lumia, TOMEs Stations, T-Pool Select, and related digital modules.\nTerumo BCT Blood Center Ecosystem: connecting AC, WBC, WBA, digital solutions, and selected Therapy Systems interfaces into an integrated customer value proposition.\nWorkflow Optimization and Reveos Projects\nIdentify opportunities for workflow optimization and automation within blood centers.\nSupport and coordinate Value Stream Mapping activities where applicable.\nDevelop customer-specific automation roadmaps together with internal experts.\nSupport Reveos opportunity development from early customer engagement through evaluation, validation, implementation, and post-go-live optimization.\nCoordinate customer visits to reference centers and Technology Days where relevant.\nSupport customers during planning and execution of blood product validation activities in collaboration with Terumo BCT Regulatory Affairs, Quality, and local customer teams.\nEnsure clear communication between customer stakeholders and internal Terumo BCT experts during complex automation projects.\nSupport customers in transitioning from project phase into routine use where applicable.\nCross-functional Collaboration with Therapy Systems\nWork closely with Therapy Systems Account Managers in accounts where GBS and TS opportunities overlap.\nCollaborate with TS Clinical & Product Specialists where customer projects involve clinical training, implementation, Optia-related workflows, shared stakeholders, or broader Terumo BCT portfolio discussions.\nCoordinate joint account planning, joint customer visits, and shared customer follow-up where appropriate.\nEnsure that GBS opportunities, TS opportunities, digital solutions, service concepts, and implementation activities are aligned across the customer account.\nSupport a unified Terumo BCT customer approach, especially in university hospitals and organizations operating both blood center and therapeutic apheresis activities.\nCross-functional Collaboration and Internal Coordination\nCoordinate with Technical Service to support installations, service concepts, training requirements, fleet replacement, and customer satisfaction.\nCollaborate with Marketing, Medical Affairs, Market Access, Regulatory Affairs, Quality, Customer Service, Commercial Excellence, and EMEA teams to execute regional strategy.\nSupport public and private tender processes, pricing strategy, contract preparation, and customer-specific business cases.\nMaintain accurate records in CRM tools such as Salesforce, including pipeline, account activity, stakeholder mapping, opportunity progress, and forecast updates.\nCommunicate effectively with internal stakeholders and provide timely market intelligence, competitor information, and customer feedback.\nCoordinate and drive cross-functional projects across various business areas where required.\nAdministration / Internal Communications\nManage travel, budget, and expenses in line with company policies.\nAdhere to company policies, compliance requirements, local regulations, and ethical standards.\nCommunicate effectively with EMEA corporate and field personnel.\nMaintain high-quality documentation of customer interactions, sales opportunities, forecasts, project status, and account plans.\nProtect confidential customer, company, and commercial information.\nPersonal and Professional Development\nContinuously increase and sharpen product, therapy, technical, workflow, and digital solution knowledge.\nContinuously develop selling, negotiating, presentation, project management, and financial business case skills.\nObtain required product sign-offs before delivering product-related training or customer education.\nActively contribute to team learning, knowledge sharing, and onboarding of new colleagues where appropriate.\nMINIMUM QUALIFICATION REQUIREMENTS\nEducation\nDegree in Business, Life Sciences, Engineering, Medical Technology, Healthcare Management, or a related field.\nEquivalent professional experience in medical devices, healthcare, blood banking, or life sciences may be considered.\nExperience\nMinimum of 3-5 years of sales experience in Life Sciences, healthcare, blood banking, diagnostics, medical devices, or related industries.\nExperience in creating and implementing sales strategies.\nExperience in understanding business products, applications, and customer workflows.\nExperience with capital equipment, consumables, service concepts, software solutions, or complex solution selling preferred.\nExperience with tender processes, framework agreements, pricing negotiations, and long-term customer contracts preferred.\nDemonstrated advanced selling skills and sales techniques.\nDemonstrated experience in managing projects and cross-functional customer initiatives.\nKnowledge of blood center workflows, apheresis, transfusion medicine, or hospital-based blood bank processes is an advantage.\nSkills\nExcellent written and verbal German language skills.\nStrong English language skills, written and verbal.\nAdvanced sales techniques and consultative selling skills.\nStrong technical and product understanding.\nStrong overall communication skills.\nStrong business and financial acumen.\nAbility to proactively identify customer business problems, opportunities, and recommended solutions.\nAbility to translate customer needs into commercially viable Terumo BCT solutions.\nStrong organizational and planning skills to manage complex accounts and regional priorities.\nProblem-solving mindset.\nResults-driven.\nFlexible mentality.\nEntrepreneurial spirit.\nIndependent and autonomous working style.\nSelf-motivating.\nPerseverant.\nHigh level of ethics.\nProficient in Microsoft Office and CRM tools such as Salesforce.\nTerumo Core Values\nThe role is expected to operate in line with Terumo’s Core Values:\nRespect - Appreciative of others\nIntegrity - Guided by our mission\nCare - Empathic to patients\nQuality - Committed to excellence\nCreativity - Striving for innovation\nCertificates, Licenses, Registrations\nObtain product sign-off prior to delivering product-related customer training or education.\nValid driving license required.\nAdditional product, compliance, or technical certifications may be required depending on business needs.\nADDITIONAL INFORMATION\nResposibile for North-Eastern Germany region.\nThis position reports to the Sales Manager DACH.\nThis position is available immediately.\nFrequent travel within the assigned territory and across Germany is required.\nEstimated travel: up to 60-70%, depending on customer needs, project activity, and business 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