Berlin Account Manager Germany

Job description

Job Band: Job Band 9 (JB9) Hiring Manager: Alexei Kmelnitski Lead Recruiter: Paulina Piotrowska Country: Germany 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 Working 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. The 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. The 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. The 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. The role is responsible for the following parts of the sales process: Identification of sales opportunities Qualification of sales opportunities Analysis of buying influences and fine tuning of the Single Sales Opportunity Proposing the solution Getting account agreement Supporting implementation follow-up Supporting customer transition into routine use where applicable TERRITORY SCOPE This 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. ESSENTIAL DUTIES AND RESPONSIBILITIES Sales Achievement Generate necessary sales to meet or exceed assigned sales goals within the defined GBS territory. Achieve appropriate sales prices and contribution margins in line with regional strategy. Protect and develop existing revenue streams in AC and WBC, especially Trima Accel and TSCD II-related business. Drive future growth opportunities in WBA, especially workflow transformation and Reveos automation projects. Track and analyze sales progress, opportunity development, customer activity, forecast accuracy, and market trends. Contribute to sustainable business growth by developing both existing and new accounts. Sales Process Identify sales opportunities in assigned accounts and evaluate key commercial drivers. Identify Buying Influences and assess customer status, including growth mode, trouble mode, risk areas, and strategic priorities. Create and manage Single Sales Opportunities using the appropriate sales methodology. Qualify opportunities by confirming customer need, budget availability, timing, competitive situation, decision process, and financial viability. Identify and eliminate possible red flags. Develop customer-specific business cases and profitability analyses where applicable. Propose technical, operational, financial, and digital solutions aligned with customer needs. Negotiate and agree on the technical and commercial solution. Determine all relevant aspects of implementation together with internal stakeholders. Receive contract, purchase order, framework agreement, or customer commitment. Account Management Develop and execute strategic account plans for assigned customers. Prioritize accounts based on commercial potential, installed base, strategic relevance, project pipeline, and customer needs. Build and maintain strong relationships with blood center leadership, procurement, production, quality, medical, laboratory, and technical stakeholders. Act as a trusted advisor by understanding customer workflows, operational challenges, quality requirements, digitalization needs, and long-term strategic priorities. Coordinate and manage internal resources to provide the necessary customer support. Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales plans. Ensure proactive follow-up on customer projects, open opportunities, tenders, contracts, and implementation steps. Blood Center Portfolio Responsibilities The GBS Account Manager is expected to develop strong commercial and application knowledge across the Terumo BCT Blood Center portfolio, including: Apheresis Collection (AC): Trima Accel, consumables, fleet renewal, utilization, long-term agreements, and customer retention. Whole Blood Collection / Processing (WBC): TSCD II, sterile connection concepts, workstations, disposables, and process efficiency. Whole Blood Automation (WBA): Reveos, workflow automation, Value Stream Mapping, validation support, implementation, and optimization. Digital Solutions: TOMEs, Lumia, TOMEs Stations, T-Pool Select, and related digital modules. Terumo BCT Blood Center Ecosystem: connecting AC, WBC, WBA, digital solutions, and selected Therapy Systems interfaces into an integrated customer value proposition. Workflow Optimization and Reveos Projects Identify opportunities for workflow optimization and automation within blood centers. Support and coordinate Value Stream Mapping activities where applicable. Develop customer-specific automation roadmaps together with internal experts. Support Reveos opportunity development from early customer engagement through evaluation, validation, implementation, and post-go-live optimization. Coordinate customer visits to reference centers and Technology Days where relevant. Support customers during planning and execution of blood product validation activities in collaboration with Terumo BCT Regulatory Affairs, Quality, and local customer teams. Ensure clear communication between customer stakeholders and internal Terumo BCT experts during complex automation projects. Support customers in transitioning from project phase into routine use where applicable. Cross-functional Collaboration with Therapy Systems Work closely with Therapy Systems Account Managers in accounts where GBS and TS opportunities overlap. Collaborate with TS Clinical & Product Specialists where customer projects involve clinical training, implementation, Optia-related workflows, shared stakeholders, or broader Terumo BCT portfolio discussions. Coordinate joint account planning, joint customer visits, and shared customer follow-up where appropriate. Ensure that GBS opportunities, TS opportunities, digital solutions, service concepts, and implementation activities are aligned across the customer account. Support a unified Terumo BCT customer approach, especially in university hospitals and organizations operating both blood center and therapeutic apheresis activities. Cross-functional Collaboration and Internal Coordination Coordinate with Technical Service to support installations, service concepts, training requirements, fleet replacement, and customer satisfaction. Collaborate with Marketing, Medical Affairs, Market Access, Regulatory Affairs, Quality, Customer Service, Commercial Excellence, and EMEA teams to execute regional strategy. Support public and private tender processes, pricing strategy, contract preparation, and customer-specific business cases. Maintain accurate records in CRM tools such as Salesforce, including pipeline, account activity, stakeholder mapping, opportunity progress, and forecast updates. Communicate effectively with internal stakeholders and