Job Description Summary

The Key Account Director role manages and advances the business relationship with strategically important customers in the North American Key Accounts team. Assigned to 2-3 defined customers, the KAD is responsible for achieving short-term sales quotas and other assigned strategic account objectives, building strategic relationships with leaders in various customer functional areas, and advancing a pipeline of opportunities for future account growth. The KAD represents the entire range of BioPharma Systems products and services to their assigned customers, while ensuring the customers' needs and expectations are met by the BD cross-functional team. The role may also be assigned to work on special projects as needed from time to time by BioPharma Systems management to support business objectives.

Job Description

We are the makers of possible 

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. 

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. 

Responsibilities

Business Leadership:

• Responsible for driving global sales growth for assigned accounts, consistent with overall revenue & profit targets for BD BioPharma Systems

• Proactively manage potential risks to financial and growth targets, ensuring BD management awareness

• Responsible to develop & maintain comprehensive Account Plan, and be able to articulate 3-5 year account outlook and strategic objectives

• Develop the appropriate value offering for the customer's needs from among BD's products & services portfolio, and direct the account team (a cross-functional and cross-regional support team, comprised of Technical Solutions, Customer Service, Customer Supply, Regulatory Affairs and Account-Based Marketing) to deliver the needed value offering

• Ensure BD Management is kept abreast of the customer's industry and business environment, including the presence/threat of competition, in order to formulate proactive strategies to increase BD's share of category

Customer Relationship Management:

• Establish high-functioning, professional relationships with key stakeholders and decision-makers within assigned accounts, striving for customer loyalty and sustainable relationship value

• Proactively assess and validate customer needs on an ongoing basis, and identify opportunities for wider/deeper collaboration and co-development across multiple customer decision-makers

• Lead the coordination of all necessary BioPharma Systems personnel to develop and deploy solutions that best address customer needs

• Directs the account team to maintain a high level of responsiveness and issue resolution in order to drive greater customer satisfaction and loyalty

• Know and maintain key customer KPI's to strengthen BD's position and increase share of sales

• Manage escalations as needed to upper management related to potential resource allocation challenges that may risk execution of the value offering and overall account strategy

• Act as the central point of contact for all account questions and issues, ensuring a consistent and "one BD" approach to the customer

Customer Program Management:

• Lead and provide account-specific direction to the assigned account team in order to achieve account performance objectives and customer expectations

• Maintain and drive the pipeline of opportunities for future growth through the CRM (SalesForce.com)

• Establish effective processes for joint operational project planning, decision making and communications

• Identify strategic relationship development opportunities within the customer account, and ensure appropriate engagement of BD leadership in ongoing customer forums (or ad-hoc as needed)

• Maintain a robust internal network of cross-functional contacts to maximize information flow and proactively communicate critical information within the BD network

Overall Expectations:

• Maintain and control expenses in line with company guidelines and annual budget

• Participate in trade associations and industry conferences as deemed necessary to drive account objectives and/or recommended by BD management

• Support special project initiatives as assigned

Required Education:

• BS/BA or higher in Business Management, Engineering or Physical Sciences; MBA preferred

Required Experience & Skills:

• Minimum of 5+ years of progressive account management experience

• Understanding of the Healthcare, Life Sciences and Biopharmaceutical industry trends, global challenges and opportunities

• Proven ability to thrive in a cross-functional & matrixed organization

• Strong experience in value selling & consultative selling

• Demonstrated ability to develop solutions that maximize mutual value in B2B environments

• The successful candidate will be confident, results-oriented, persuasive and influential

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.  

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

To learn more about BD visit https://bd.com/careers

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.

At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:

Required Skills

Optional Skills

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Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift