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About the Role

The GBS Account Manager Germany is responsible for achieving sales targets and developing the assigned Blood Center business across the defined territory, focusing on Terumo BCT’s Blood Center portfolio. The role involves protecting and expanding existing business, developing new opportunities, supporting long-term customer partnerships, and driving strategic sales initiatives.

Responsibilities

Achieve sales targets and develop the assigned Blood Center business.
Protect and expand existing business, develop new opportunities, and support long-term customer partnerships.
Drive strategic sales initiatives across assigned accounts.
Manage the end-to-end sales process from opportunity identification to contract closure and account development.
Collaborate with internal stakeholders to ensure a coordinated and customer-centric approach.
Identify and qualify sales opportunities.
Analyze buying influences and fine-tune sales opportunities.
Propose solutions and gain account agreement.
Support implementation follow-up and customer transition into routine use.
Generate sales to meet or exceed assigned sales goals.
Achieve appropriate sales prices and contribution margins.
Protect and develop existing revenue streams in AC and WBC.
Drive future growth opportunities in WBA.
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.
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.
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 with internal stakeholders.
Receive contract, purchase order, framework agreement, or customer commitment.
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 and stakeholders.
Act as a trusted advisor by understanding customer workflows and strategic priorities.
Coordinate and manage internal resources to provide customer support.
Prepare weekly and monthly plans, track progress, and prepare annual account sales plans.
Ensure proactive follow-up on customer projects, open opportunities, tenders, contracts, and implementation steps.
Develop strong commercial and application knowledge across the Terumo BCT Blood Center portfolio.
Identify opportunities for workflow optimization and automation within blood centers.
Support and coordinate Value Stream Mapping activities.
Develop customer-specific automation roadmaps.
Support Reveos opportunity development from engagement through optimization.
Coordinate customer visits to reference centers and Technology Days.
Support customers during planning and execution of blood product validation activities.
Ensure clear communication between customer stakeholders and internal experts during complex automation projects.
Support customers in transitioning from project phase into routine use.
Work closely with Therapy Systems Account Managers in overlapping accounts.
Collaborate with TS Clinical & Product Specialists on relevant customer projects.
Coordinate joint account planning and customer visits.
Ensure alignment of GBS opportunities, TS opportunities, digital solutions, service concepts, and implementation activities.
Support a unified Terumo BCT customer approach.
Coordinate with Technical Service to support installations, service concepts, and customer satisfaction.
Collaborate with various internal teams to execute regional strategy.
Support public and private tender processes, pricing strategy, and contract preparation.
Maintain accurate records in CRM tools such as Salesforce.
Communicate effectively with internal stakeholders and provide market intelligence.
Coordinate and drive cross-functional projects.
Manage travel, budget, and expenses in line with company policies.
Adhere to company policies, compliance requirements, and ethical standards.
Communicate effectively with corporate and field personnel.
Maintain high-quality documentation of customer interactions and sales activities.
Protect confidential customer, company, and commercial information.
Continuously increase and sharpen product, therapy, technical, workflow, and digital solution knowledge.
Continuously develop selling, negotiating, presentation, project management, and financial business case skills.
Obtain required product sign-offs before delivering product-related training or customer education.
Actively contribute to team learning and knowledge sharing.

Requirements

Minimum of 3–5 years of sales experience in Life Sciences, healthcare, blood banking, diagnostics, medical devices, or related industries.
Experience in creating and implementing sales strategies.
Experience in understanding business products, applications, and customer workflows.
Experience with capital equipment, consumables, service concepts, software solutions, or complex solution selling preferred.
Experience with tender processes, framework agreements, pricing negotiations, and long-term customer contracts preferred.
Demonstrated advanced selling skills and sales techniques.
Demonstrated experience in managing projects and cross-functional customer initiatives.
Knowledge of blood center workflows, apheresis, transfusion medicine, or hospital-based blood bank processes is an advantage.
Obtain product sign-off prior to delivering product-related customer training or education.
Valid driving license required.

Skills

Excellent written and verbal German language skills.
Strong English language skills, written and verbal.
Advanced sales techniques and consultative selling skills.
Strong technical and product understanding.
Strong overall communication skills.
Strong business and financial acumen.
Ability to proactively identify customer business problems, opportunities, and recommended solutions.
Ability to translate customer needs into commercially viable Terumo BCT solutions.
Strong organizational and planning skills to manage complex accounts and regional priorities.
Problem-solving mindset.
Results-driven.
Flexible mentality.
Entrepreneurial spirit.
Independent and autonomous working style.
Self-motivating.
Perseverant.
High level of ethics.
Proficient in Microsoft Office and CRM tools such as Salesforce.

Location

Germany
North-Eastern Germany region

Work Type

Frequent travel within the assigned territory and across Germany is required.
Estimated travel: up to 60–70%

Experience Level

Minimum of 3–5 years of sales experience

Education Level

Degree in Business, Life Sciences, Engineering, Medical Technology, Healthcare Management, or a related field.
Equivalent professional experience in medical devices, healthcare, blood banking, or life sciences may be considered.

About the Company

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.
Terumo BCT’s Blood Center portfolio includes 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.
Terumo BCT Blood Center Ecosystem: connecting AC, WBC, WBA, digital solutions, and selected Therapy Systems interfaces into an integrated customer value proposition.