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

• Participat