Global Key Account Manager (Advanced Medical Solutions)

Tekni-Plex serves the medical device and related healthcare industries with medical polymer compounds and tubing technologies through its advanced medical solutions (AMS) and interventional device solutions (IDS) business units product lines.  Products include medical grade polyvinyl chloride (PVC) and thermoplastic elastomer (TPE) compounds and tubing manufactured from PVC, TPE, polyolefins, silicone, thermoplastic polyurethanes (TPUs), nylons and more.  Applications for these technologies are far reaching, from medical equipment and patient therapy (e.g., intravenous, respiratory) to diagnostic and interventional devices. 

The Global Key Account Manager (GKAM) will be responsible for managing a small number of Tekni’s most strategically important customers in the within our AMS segment.  Specifically, with those select customers, the KAM is responsible for maintaining and expanding Tekni’s relationship; aggressively growing Tekni’s revenue and profitability; and identifying, developing and delivering strategic objectives that may fundamentally impact the trajectory of the customer’s and Tekni-Plex’s business.

For these select customers, the Global Key Account Manager is responsible for the entire book of business. The KAM will build and grow relationships within those accounts, spanning across various key functions within the customers organization, and lead Internal and External Teams to support current business and future growth.

 

ESSENTIAL DUTIES AND RESPONSIBIL ITIES

 

Owns Tekni’s Business with their Customers

• Develops deep understanding of the customer, including the customer’s environment and market, strategic plans, business state and gaps, organization, and processes, as well as Tekni-Plex’s capabilities and potential capabilities
• Develops, owns and implements the strategic planning processes of the customer and Tekni-Plex by
  • analyzing and evaluating complex issues, capabilities and potential solutions
  • identifying, developing, gaining support for and executing win-win, game-changing objectives and opportunities
• Develops and maintains strategic account plans that align the customer’s and Tekni-Plex’s strategic objectives
• Develops & executes action plans, both within the customer’s organization and Tekni-Plex
  • Effectively facilitates meetings, engages in consultative selling, negotiates and presents within the customer’s organization and Tekni-Plex, often with the most senior levels
  • Identifies, develops and wins specific business-development opportunities with the customer account. Ensures the timely and successful delivery of Tekni’s solutions according to customer needs and criteria
• Sets financial targets and forecasts that align with Tekni’s growth initiatives. Tracks and analyzes performance
• Delivers strategic results for customer and Tekni-Plex, while providing outsized revenue and profit growth for Tekni-Plex

Building and Growing Relationships

• Develops a detailed understanding of the customer’s organization and processes
• Develops deep, broad and long-term relationships within the customer and Tekni-Plex
  • Particularly important relationships include senior executives and development, engineering, and procurement teams
  • Progressively improves the strength of these relationship through results delivery and partnership behavior
• Ensures timely and effective communications between Tekni-Plex and the customer’s organization
  • Is the primary point of contact for the customer and internal Tekni-Plex teams
  • Builds and facilitates peer-to-peer relationships and dialogue between customer and Tekni-Plex
  • Enlists expertise as needed within Tekni-Plex and the customer

Builds and Leads Internal and External Teams

• Builds strong internal cross functional teams to maximize future growth
• Ensures the development and collaboration within the customer to explore and deliver specific objectives
• Enlists the aid of other Tekni teams as needed

In carrying out the above activities, GKAM’s are expected to embrace Tekni’s commercial operating model, including:

• Be a recognized leader in the industry
  • Recognize trends that develop and make appropriate recommendations to Product Management and Strategic Marketing
  • Recognize and share opportunities with the broader Tekni Commercial team
  • In conjunction with Product Management and Strategic Marketing, develop Thought-Leadership content and engage in industry committees, conferences, etc.

 

EDUCATION and/or EXPERIENCE:

• Seven or more years