Job Description Summary
The Global Key Account Leader will drive revenue and accelerate growth across all platforms of the BDB global organization - focused on creating strategic account plans and 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. The Global Key Account Leader will direct and work alongside a team of cross-functional resources to execute the strategic account plans that deliver global revenue growth and meet objectives of the regions and platforms. The role will also work closely with regional commercial leaders and global functional leaders to support BDB objectives.
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Job Description
A career at BD means learning and working alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time.
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.
Become a maker of possible with us!
We are offering more flexibility! This position can be either full time or part time based on need and individual agreement.
Duties and Responsibilities
- Accelerate revenue growth and increase market share in assigned global accounts.
- Set the account strategy that aligns customer needs with company capabilities to establish new found relevance with mid- to senior-level leadership at key accounts.
- Develop a Global Key Account Plan for each customer and deliver a summary briefing to BDB commercial leaders at least annually. Ideally the plan is co-developed and shared with customers, reviewed in on-going business reviews.
- Influence a cross-functional account team in the execution of theGlobal Key Account Plan. The Account team includes Sales, Service, TAS, and any other customer-facing resource necessary to execute on the account plan.
- Cultivate relationships with key influencers, decision makers, and executive leaders, in order to create partnerships that result in win-win solutions.
- Engage the appropriate internal resources necessary to execute the strategic account plan.
- Partner with national and regional sales leaders and other functional leaders (finance, legal, service, supply chain) to gain alignment in strategic account plans and contract negotiations
- Partner with scientific advisors, global application science teams, and other resources to create an EnhancedCustomer Experience for Global Key Accounts
- Partner with marketing teamsto deliver a "One BDB Solution" message for Global Key Customers
- Keep internal stakeholders (national, regional, global) informed through a formal governance and communication process.
Demonstrated Competencies & Capabilities
- Success in leadingteams/peers without authority
- Preferred - Experience with Strategic Account management
- Experience working in a highly matrixed management environment
- Navigating complexity and spanning boundaries (enterprise thinking)
- Experience managing the sales and buying process in order to meet quarterly and annual revenue targets
- Required - Experience working with customers in drug development or translational research (e.g.contract research organizations, pharma/biotech, government research, cancer research centers,etc)
- 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
Qualifications
- BA/BS in business and/or life science related discipline
- Required: 7+ years documented sales success in broad range of life science products, including capital equipment, in the areas of laboratory diagnostics, various research applications, and other life science products
- Required: 2+ years prior experience selling intoresearch and/or drug development settings (pharma, biotech, or government/academic research).
- Preferred: 2+ years prior experience in large account management (preferably global), including contract negotiation and execution and building C-Suite relationships
- Preferred: Successful management or leadership experience
- Advanced knowledge of buying and contracting processes in B2B environments for capital equipment, service, and consumables.
- Understanding of and experience working with customers through the Drug Development process
- Experience working across business units / segments / functions /regions to drive results
- Experience selling Flow Cytometry, Single-Cell technologies, High Dimensional Biologyportfolio and value proposition preferred
- Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
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, or any other protected status.
Click on apply if this sounds like you!
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, or any other protected status.
To learn more about BD visit: https://bd.com/careers
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Primary Work Location
CHE Allschwil - Binningerstrasse
Additional Locations
DEU Heidelberg - Tullastrasse
Work Shift