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.
The Global Key Account Director will be a critical leadership role within BD's Specimen Management (SM) business unit, responsible of driving revenue and accelerating growth across all SM platforms with a primary focus on global Contract Research Organizations (CROs) and pharma accounts. This person will be the primary commercial resource responsible for actively driving and leading all stages of the sales process.
The individual will focus on creating strategic account plans and managing the customer lifecycle working closely with regional commercial and global functional leaders to achieve SM's strategic business goals and enable customers to solve their challenges and meet objectives through SM's entire portfolio of products and services. The individual will also gain visibility to near- and long-term forecast, combining insights from CROs, pharma, market analysis and clinical trial databases, as necessary.
Responsibilities:
Accelerate revenue growth and increase market share in assigned global Contract Research Organizations (CROs) and pharma accounts. Deliver upon assigned revenue targets on a quarterly and annual basis; and prepare regular reports of progress and forecasts using key account metrics.
Acquire a detailed understanding of key customer requirements and challenges and translate that into overall account growth strategy considering SM capabilities, while enabling customers to solve their greatest challenges.
Develop/expand positive relationships within assigned strategic customers globally including direct relationships with mid to senior leadership and "C-suite".
Develop a Global Key Account Plan with each CRO customer and review that plan in on-going business reviews.
Manage funnel for assigned global Contract Research Organizations (CROs) / pharma accounts. Gain visibility to near- and long-term forecast, combining insights from CROs, pharma and market analysis, as necessary.
Lead contractual processes including confidentiality agreements, master services agreements and pricing agreements. Responsible for the resolution of commercial issues / negotiations.
Engage the appropriate internal resources within BD, QIAGEN and JV necessary to execute the strategic account plan.
Cultivate relationships with key influencers, decision makers, and executive leaders, to create partnerships that result in mutually beneficial solutions.
Partner with regional sales leaders and other functional leaders (finance, legal, supply chain) to gain alignment in strategic account plans and contract negotiations.
Partner with marketing, regional sales, scientific advisors, R&D, and other resources to create an enhanced customer experience for global pharma and CRO accounts.
Keep stakeholders at BD (and QIAGEN, if relevant) informed through a formal governance and communication process.
Actively engage in industry associations and meetings to acquire knowledge and identify relevant business opportunities.
Develop a thorough knowledge and understanding of customer needs and engages multifunctional resources to effectively manage the relationship.
Enforce all company policies, procedures and business ethics codes and ensures they are communicated and implemented within the team.
Experience and Education:
Required: 7+ years documented sales success in broad range of life sciences and molecular diagnostics products
Required: BA/BS in business and/or life science related discipline. MBA, Ph.D., M.Sc. or other graduate degree highly preferred.
Required: Experience working with customers in CRO and / or pharma segments.
Preferred: 2+ years prior experience in large account management (preferably global), including contract negotiation and execution and building C-Suite relationships.
Preferred: Experience in the field of nucleic acids and related analytical technologies.
Preferred: Successful management or leadership experience.
Preferred: Experience with Strategic Account management.
Experience working in a highly matrixed management environment, across organizations / business units / segments / functions /regions to drive results.
Experience in building and leveraging a strong understanding of customer business models to connect organizational competencies with customer needs.
Experience in successfully leading teams/peers without authority.
Experience leading quarterly business reviews to address performance, strategies and activities of the customer stakeholders and the internal account teams.
Knowledge, Skills, and Abilities:
Strategic problem solver with proven ability to formulate and implement commercial strategies, convert these into tactical plans, and deliver results.
Ability to navigate complexity (i.e. w/ legal, compliance, contracting) and span boundaries- enterprise thinking.
Advanced knowledge of buying and contracting processes in B2B environments.
Creative out-of-the-box approach, is intellectually curious, stays current on new trends, and takes calculated risks with novel ideas. Consistent track record redirecting a commercial strategy or deliver a "turnaround" in business performance is strongly desired.
Sound decision making capabilities and the ability to make decisions, even in the absence of consensus when vital.
Excellent interpersonal skills with the ability to develop positive relationships with internal and external partners.
Strong leadership presence with the ability to use organizational channels, experience and influencing skills to negotiate and persuade others.
Excellent organization skills and the ability to meet tight deadlines in an environment of opposing priorities. Ability to routinely work on multiple tasks with multiple people while successfully prioritizing.
Excellent presentation and communication skills for a wide variety of audiences.
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/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.
