Senior Strategic Account Manager

Department Info

Terumo Pharmaceutical Solutions (TPS) is a fast-growing global Business Unit within the Terumo Group. Partnering with the Pharmaceutical Industry, we focus on drug delivery and injectable technology devices, combined with newly launched prefillable syringe technology Plajex. Interested to learn more? Check out our video and new website

Job Summary

As a Strategic Account Manager (SAM) you have a dedicated client portfolio of Pharmaceutical companies and NGO’s with an European or Global scope. You deepen the existing client relations by building a strategic partnership and you identify and convert new business opportunities for TPS products You can count on the support of a dedicated internal sales person to support you in your commercial activities, and you work together with the Quality, Legal, Supply Chain and other teams in the HQ of Terumo in Belgium to assure an excellent service for our clients and prospects. You report to the EMEA Sales Director, who reports to the Sr Vice-President TPS of the global BU.

Job Responsibilities

Product knowledge
You have a strong product knowledge, to be able to have a consultative sales approach to add value to customers using Terumo technologies, products and services.
Business Development
You work closely with an internal sales person to develop target accounts, follow up on leads and new business opportunities.
You qualify Leads into Opportunities and develop a pipeline value.
You co-ordinate Terumo resources to support the customer’s objectives and rapidly advance the sales process.
You build relationships and the confidence level in our customer base and to get more access to their early R&D pipeline, in order to build synergies early on, helping our clients meeting their objectives.

Account Management in collaboration with Internal Sales
You maintain regular and frequent contact with the strategic accounts; build and nurture the relationships
You show Terumo commitment to the customer and market expectations to deliver the service, the attention and the results we need to develop our market competently further
Develop and follow-up of assigned Strategic Account projects in Europe and streamline activities for the global accounts with the Strategic Account Managers in other areas.
You collaborate with a dedicated Internal Sales Person, to co-ordinate the strategic Account activities and interface with other teams in the HQ of Terumo.
Assist the management on Strategic Account activities in Europe, mainly for Hospital Systems Products, drug delivery and medical device services.

Global Account Management if part of a global account team

General reporting
Maintain pipeline records within the CRM, for all open leads and opportunities. Monitor and follow up customer issues.
Facilitate to develop B2B budgets and provide for follow-up and reporting of ongoing budgets.

QA, RA and legal related issues

You follow up Strategic Account issues with the other Terumo support functions, like Regulatory or Quality affairs, or Intellectual Property contracts with Legal.

People Management
You are an informal leader and give direction to both IS and SAM teams where required
You are a source of support and advice for the Sales Director
You take on a coaching role towards your Internal Sales (IS) Representative and support the IS supervisor in their development
Furthermore, you direct, co-ordinate and review the work plan for the assigned customer service activities and projects; monitor work flow, review and evaluate work methods and procedures, meet with staff to identify and resolve problems.

Profile Description

• Bachelor’s degree (or Masters preferred) in Life Science
• Over 5 years International sales or business experience in the Healthcare industry. Knowledge of the Miller Heiman sales methodology is a plus.
• Experience with pharmaceutical industry, secondary and primary packaging …
• Knowledge of practices related to ISO9000 en cGMP requirements for Pharmaceutical, medical device industry
• Basic knowledge of regulatory requirements
• Multilingual
  • English (excellent, required)
  • Other European languages strongly preferred (Dutch, German, French...)
• European minded – extensive international travel required.
• Customer focussed, collaborative, driven team player
• Self-starter, self-motivated and hands-on
• Ability to communicate market specific requirements and focus areas, in a constructive manner, and co-ordinate Terumo resources
• Ability to represent TERUMO technologies at customers

Offer

We offer an opportunity to join a high performing sales team, where you will be able to build bridges between the medical device and pharma industry, to the benefit of patients worldwide.
You will be coached by Dominique, an experienced Sales Director, and will have access to a vast amount of training content to enable your professional development.
An attractive salary, including company car, bonus, insurances and pension plan.

Contact Person

Jan Swinnen - Talent Acquisition Lead EMEA