Job Summary:
The Senior Strategic Account Manager is responsible for developing and executing strategic account plans that drive revenue growth across pharmaceutical and biotechnology customers. The role manages key customer relationships, identifies and advances business opportunities, and supports the expansion of Terumo’s primary container, CDMO fill-finish, and related injection solutions portfolios.
Operating within the U.S. sales organization, the position may also serve as the global account lead for designated strategic customers, coordinating account strategies and commercial activities across regions and functional teams. The role is accountable for pipeline development, revenue growth, customer retention, contract negotiations, and cross-functional collaboration to achieve business objectives and support long-term customer partnerships.
Responsibilities:
- Identify, prospect, and qualify high-value new business opportunities within target and assigned pharmaceutical and biotech accounts. Drive face-to-face customer outreach, site visits, and industry networking to open doors, uncover untapped opportunities, and build an early-stage pipeline
- Own strategic account development by maintaining frequent customer engagement, building trust with technical and business stakeholders, and expanding access to customer R&D, clinical development, and commercialization pipelines. Where assigned, develop account strategies that align local, regional, and global customer priorities while coordinating with international Terumo colleagues to support customer sites across major regions.
- Develop and maintain deep technical/commercial knowledge of Terumo's product platforms and services, including CDMO solutions, fill-finish services, primary container systems, and injection components. Apply a consultative sales approach to align Terumo's capabilities directly with customers' R&D pipelines, clinical needs, pain points, unmet needs and commercialization strategies.
- Use Terumo PSD sales processes and CRM tools to maintain accurate, real-time pipeline visibility, lead tracking, opportunity progression, visit reporting, forecasting, highs/lows reporting, and budget follow-up.
- Coordinate internal global and regional resources, including sales colleagues, technical, regulatory, quality, operations, and customer service teams, to address customer requirements, advance custom technical solutions, support customer sites across regions, and accelerate complex sales cycles.
- Lead comprehensive account planning and cross-functional execution for assigned strategic, key, and potential global accounts. This includes budget development, account project follow-up, issue resolution, global account coordination where applicable, preparation of account roadmaps, and the formulation and negotiation of commercial agreements such as NDAs, MSAs, and supply agreements in cooperation with company legal and IP departments.
Knowledge, Skills, and Abilities:
- Proactive Hunting Mindset: Demonstrated ability to proactively open doors, uncover opportunities early in the purchasing cycle, build a cold pipeline, and drive deals to closure instead of relying on passive account management. Relationships are a key focus area and important for success in this role.
- CDMO & Fill-Finish Expertise: industry knowledge of Contract Development and Manufacturing Organization (CDMO) services, clinical and commercial fill-finish services, and technical service sales workflows.
- Technical Packaging Portfolio Knowledge: Working knowledge of pharmaceutical primary packaging (syringes, needles, injection devices, vials), custom injection components, and complex drug delivery systems.
- Consultative Solution Selling: Elite capability to assess complex pharmaceutical technical requirements, mapping custom medical device/packaging technologies and CDMO capacities to customer clinical and commercial pipelines.
- Commercial Contract Negotiation: Superior communication, presentation, and negotiation skills, with experience constructing and finalizing complex confidentiality agreements (NDAs), Master Service Agreements (MSAs), and long-term commercial supply contracts.
- Cross-Functional and Global Influence: Proven ability to lead, coordinate, and drive action across sales colleagues, technical, operations, regulatory, legal, and customer service teams without direct supervisory authority, including the ability to align local and regional stakeholders around shared account objectives.
- Global / Key Account Strategy: Ability to develop account strategies for large pharmaceutical customers with sites and stakeholders across multiple regions, balancing global relationship management with local account execution, regional support, and customer-specific site needs.
- Market & Regulatory Insight: Knowledge of ISO9000, cGMP quality standards, and basic FDA/EMA regulatory landscapes for combination products and pharmaceutical primary packaging.
- High proficiency in utilizing CRM systems for opportunity tracking, pipeline management, forecasting, and commercial reporting.
- Demonstrated resilience, strong organizational agility, and a proactive, goal-oriented work ethic.
Background and Experience:
- Bachelor’s degree in Life Sciences, Engineering, Business, or a related field is required. A master’s degree or MBA is preferred. with a minimum of 7 years’ experience in B2B technical sales, business development, strategic account management, or commercial experience within the pharmaceutical, biotech, CDMO, medical device packaging, or related life science manufacturing industries or a combination of education, training and relevant work experience.
- Documented, verifiable history of meeting or exceeding aggressive new business acquisition quotas and introducing innovative solutions to the market is required
- Experience selling CDMO fill-finish services, primary container systems, injection components, or customized combination product services required. Experience managing long-cycle, technical, multi-stakeholder sales and coordinating complex cross-regional/global accounts with international colleagues; direct global account management experience preferred
- Experience developing account plans or customer roadmaps for large key accounts, including customers with global footprints, multiple decision-making centers, and regional site-level requirements is preferred.
Compensation and Benefits:
We provide competitive and comprehensive benefit options that allow you to design your own plan based on your individual needs which include: paid vacation, paid holidays, health, dental and vision benefits, 401(k), with matching contributions, tax advantage savings accounts, legal plan, voluntary life and AD&D insurance, voluntary long-term disability, short term disability, critical illness and accident insurance, parental leave, personal leave, tuition reimbursement, travel assistance, and an employee assistance program. The salary range for this position is $117,000 - $167,000 per year.
Employee Value Proposition:
We believe that the future is bright for everyone at Terumo. We work with the future in mind to generate lasting change, create a bigger impact and produce greater outcomes for today, and for decades to come.
At Terumo we believe in the power of personal growth and will encourage you to get in the driver’s seat – progressing in the direction you want to go by deepening your skills throughout your career. We want you to be bold, think outside the box, experiment, innovate and deliver what’s next for quality healthcare. You will be part of a collaborative, respectful and resilient team of associates and leaders around the world, working together as partners to achieve more than you thought possible, providing real-world, sustainable solutions for patients.
Join us, and help shape wherever we go next!
Advancing healthcare with heart