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The Difference of One

Director, Global Accounts

Apply Now Job ID R-312104 Date posted 06/29/2018

Job Description Summary

Reporting to the Vice President of Sales for the US Region, the Director Global Key Account Management will be responsible for managing the global relationship of BD Bioscience’s key accounts in our CRO/Pharma/Bio-Tech markets. The Director will be responsible for managing the entire customer lifecycle (pre-sales, sales and post sales) in order to achieve the strategic business goals and objectives identified by the customer and BD to derive mutual value.

Job Description


  • As the primary point of leadership for BDB’s most important accounts, the Director will be responsible for setting the account strategy that aligns customer needs with company capabilities.
  • The Director will be responsible for developing a Strategic Account Plan with the customer and review that plan in on-going business reviews.
  • The Director will be responsible for managing the Global account team in the execution of the Strategic Account Plan.
  • The Director will have direct-line reporting responsibilities for the US Region Key Account Managers (2), and dotted-line accountability over a Country KAM role when needed. The Country KAM will be the Director’s single-point of contact for executing on Global initiatives that impact that country.   
  • The Director will be responsible for influencing and cultivating relationships with key opinion leaders at the C suite level, in order to create partnerships that result in win-win solutions
  • The Director will be responsible for engaging the appropriate internal resources necessary to execute the strategic account plan.

    Required Experiences and Skills:

  • Direct or dotted-line experience leading a Sales team
  • Experience managing the sales and buying process in order to meet quarterly and annual revenue targets
  • Experience working with Contract Research Organizations, and/or the Pharma/Biotech market
  • Experience building and leveraging a strong understanding of customer business models to connect BU competencies with customer needs
  • Understands and navigates complexities associated with legal, compliance and contracting language.
  • Actively engages in industry associations and meetings to acquire knowledge and  identify relevant business opportunities
  • Develops a thorough knowledge and understanding of customer needs and characteristics engages multifunctional  resources to effectively manage the relationship
  • Experience setting system-level strategy, and coordinating system level execution of the strategy while leading the joint business planning process
  • Experience leading quarterly business reviews to address performance, strategies and activities of the customer stakeholders and the BD account team /business units

    Required Education and Job Experience

  • Bachelor degree required, graduate degree preferred
  • Minimum 5 years of experience working in CRO, Pharma or Biotech markets
  • Minimum 5 years progressively responsible sales leadership experience
  • Minimum 5 years of large account management experience
  • Successful selling experience in capital equipment
  • Proven ability to engage, build relationships and close in the C-suite
  • Solution and consultative selling experience required
  • Experience in successfully developing joint business plans
  • Influencing people without authority
  • Ability to travel 50% of time

Primary Work Location

USA CA - San Jose

Additional Locations

Work Shift

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Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email