Strategic Account Manager
Somerset, NJ, US
Terumo Medical Corporation (TMC) develops, manufactures, and markets a complete, solutions-based portfolio of high-quality medical devices used in a broad range of applications for numerous areas of the healthcare industry. TMC places a premium on providing customers with world-class products, training and education programs that drive clear economic value, better clinical outcomes and improved quality of life for patients. TMC is part of Tokyo-based Terumo Corporation; one of the world’s leading medical device manufacturers with $6+ billion in sales, 30,000+ employees worldwide and operations in more than 160 nations. Terumo Medical Corporation is comprised of two strategic business divisions: Terumo Interventional Systems and Terumo Medical Products.
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, impactful solutions for patients.
Join us and help shape wherever we go next!
Advancing healthcare with heart
Job Summary
The Strategic Account Manager is responsible for supporting the development and execution of account plans that drive revenue growth across assigned pharmaceutical and biotechnology customers. The role builds customer relationships, identifies and advances qualified 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 develops pipeline, supports customer retention, maintains accurate commercial reporting, and coordinates with cross-functional and regional colleagues to achieve account objectives.
Job Details/Responsibilities
- Identify, prospect, and qualify new business opportunities within target and assigned pharmaceutical and biotechnology accounts. Conduct customer outreach, site visits, and industry networking to open doors, understand needs, and build an early-stage pipeline.
- Develop assigned accounts through frequent customer engagement, relationship building, and follow-up with technical and business stakeholders. Support account plans and expand access to customer R&D, clinical development, and commercialization pipelines, with guidance from sales leadership on complex or global accounts.
- Build and apply working technical and commercial knowledge of Terumo's product platforms and services, including CDMO solutions, fill-finish services, primary container systems, and injection components. Use a consultative sales approach to connect customer needs and development programs with relevant Terumo capabilities.
- Use Terumo PSD sales processes and CRM tools to maintain timely and accurate lead tracking, opportunity progression, visit reporting, pipeline visibility, forecasting, highs/lows reporting, and budget follow-up.
- Coordinate with sales colleagues and technical, regulatory, quality, operations, legal, and customer service teams to address customer requirements, prepare responses, advance technical solutions, resolve issues, and support complex sales cycles.
- Support account planning and cross-functional execution for assigned strategic and key accounts, including project follow-up, budget input, issue resolution, customer roadmaps, samples, RFI/RFP responses, and commercial agreements such as NDAs, MSAs, and supply agreements in cooperation with management and company legal and IP departments.
Incumbent must follow all established Environmental Health & Safety and Quality System policies, programs, rules and practices, including but not limited to product and patient safety, the health and safety of all associates as well as the environment and community at large.
Job Responsibilities (continued)
Working Conditions/Physical Requirements
Knowledge, Skills and Abilities (KSA)
• Proactive Business Development and hunting mindset: Demonstrated ability to initiate customer outreach, ask effective discovery questions, identify potential needs early, and follow opportunities through the sales process. Relationship development is a key focus area.
• Developing CDMO and Fill-Finish Knowledge: Working knowledge of CDMO services, clinical and commercial fill-finish activities, or related technical-service sales workflows, with the ability and willingness to deepen expertise.
• Technical Portfolio Knowledge: Working knowledge of pharmaceutical primary packaging such as syringes, needles, injection devices, vials, or related drug-delivery components.
• Consultative Solution Selling: Ability to understand customer technical and business requirements and connect them with relevant products, services, and internal expertise.
• Commercial Coordination: Ability to support pricing discussions, presentations, RFI/RFP responses, and agreement processes, including NDAs, MSAs, and supply agreements, under appropriate management and legal guidance.
• Cross-Functional Collaboration: Demonstrated ability to coordinate action across sales, technical, operations, regulatory, quality, legal, and customer service teams without direct supervisory authority.
• Account Planning: Ability to create and maintain practical account plans, stakeholder maps, opportunity strategies, call plans, and follow-up actions for assigned accounts.
• Quality and Regulatory Awareness: Basic knowledge of ISO 9000, cGMP quality standards, and pharmaceutical or medical-device regulatory requirements is preferred.
• CRM and Forecasting Discipline: Proficiency using CRM tools for customer activity, opportunity tracking, pipeline management, forecasting, visit reporting, and commercial reporting.
• Demonstrated organization, resilience, curiosity, attention to detail, and a proactive, goal-oriented work ethic.
Qualifications/ Background Experiences
• Bachelor's degree in Life Sciences, Engineering, Business, or a related field is required, with at least 5 years of relevant experience in B2B technical sales, business development, account management, technical commercial support, or a combination of education, training, and relevant work experience.
• Experience within the pharmaceutical, biotechnology, CDMO, medical-device packaging, drug-delivery, or related life-science manufacturing industry is preferred.
• Experience identifying and qualifying opportunities, developing customer relationships, or supporting long-cycle, technical, multi-stakeholder sales is required.
• Experience with CDMO services, primary container systems, injection components, combination products, or related technical solutions is preferred.
• Experience maintaining account plans, CRM records, pipeline updates, sales forecasts, and cross-functional customer actions is preferred.
It is Terumo’s policy to provide equal employment opportunity to all its employees and applicants for employment regardless of their race, creed, color, national origin, age, ancestry, nationality, marital or domestic partnership or civil union status, sex, pregnancy, gender identity or expression, disability status, liability for military service, protected veteran status, sexual orientation, atypical cellular or blood trait, genetic information (including the refusal to submit to genetic testing), or any other category protected by law. As a Company, we value diversity of background and opinion, and prohibit discrimination or harassment on the basis of any legally protected class in the areas of hiring, recruitment, promotion, transfer, demotion, training, compensation, pay, fringe benefits, layoff, termination or any other terms and conditions of employment.
Final compensation packages may be higher or lower than what is listed, and will ultimately depend on factors including relevant experience, internal equity, skillset, knowledge, geography, education, business needs and market demand. We provide competitive and comprehensive benefit options which include: annual bonus, 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. Salary range is $80,000 - $115,000 per year plus 80% incentive.
Nearest Major Market: New Jersey