Job Description Summary

Job Description

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics, and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

Our Key Account Manager is expected to work closely with the Country Leader and play a strategic role in identifying and managing high-impact opportunities within the sales channel vertical. The success of this role will rely largely on your ability to shape sales strategies and initiatives to lead the sales process, drive account conversions, and develop key relationships.

Key Responsibilities

1. Build and Maintain Strategic Relationships with Our Key Customer Accounts

• Proactively engage existing and potential key customer accounts to develop and maintain strategic relationships
• Anticipate potential service problems and monitor customer satisfaction
• Align selling efforts to customers’ goals
  

2. Sales Strategy Development and Execution

• Work collaboratively with the National Sales Manager to develop sales strategies that facilitate the development of the BD Account Plan for identified accounts
• Lead all aspects of the sales process across the sales funnel, including developing sales forecast and tracking customer segment performance
• Refine and implement sales improvement initiatives at the country level in collaboration with Business Excellence
• Effectively use data to drive strategic decision-making on sales pursuits

3. Ongoing Accounts Fulfillment

• Oversee the regular order-taking, fulfilment, and delivery post-conversion, interfacing with distributors if needed
• Drive growth across key account portfolios to a multi-distributor business model strategy
  

4. Managing Distributor Performance

• Cultivate and build strategic relationships across a network of distributors to expand and capture potential business opportunities across the region
• Support distributor salesforce teams in day-to-day demand generation
• Train and motivate distributor salesforce team
• Ensure fulfilment of customer orders by distributors
  

5. Strengthening Sales Teams

• Lead and oversee key accounts
• Address hiring needs for sales teams
• Leverage on the BD Way of Selling to ensure teams are engaging customers in a standardized way
• Act as a change leader to shape customer-centric teams of the future
  

Qualifications

• Bachelor’s Degree in the field of Business/Marketing or Biological/Medical Sciences/Medical Technology is required; an MBA would be considered a strong asset
• Minimum 5 years of relevant sales and/or key accounts management experience preferably in a multinational pharmaceutical or healthcare company

Required Skills

Optional Skills

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Primary Work Location

Additional Locations

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