Job Summary
The Key Account Manager at Becton Dickinson Holdings Pte. Ltd. is responsible for developing and maintaining strong, long-term relationships with a portfolio of assigned key accounts, driving sales growth, and ensuring high levels of customer satisfaction and retention. This role will act as the primary point of contact for these accounts, understanding their strategic needs and aligning BD solutions to meet those objectives.
Job Responsibilities
- Account Relationship Management: Develop and foster strong, trusted relationships with key decision-makers and stakeholders within assigned key accounts. Understand their organizational structure, business objectives, and challenges.
- Strategic Account Planning: Create and execute comprehensive account plans that identify growth opportunities, competitive threats, and strategies for maximizing BD's share of wallet within each account.
- Sales and Revenue Generation: Achieve and exceed sales targets for assigned key accounts by proactively identifying and pursuing new business opportunities, cross-selling, and up-selling BD products and solutions.
- Solution Selling: Collaborate with internal teams (e.g., Clinical support, Marketing) to develop and present tailored solutions that address the specific needs and challenges of key accounts.
- Contract Negotiation and Management: Lead and participate in contract negotiations, ensuring favorable terms for BD while maintaining strong customer relationships. Oversee contract implementation and adherence.
- Customer Satisfaction and Retention: Proactively monitor customer satisfaction, address concerns promptly, and implement strategies to ensure high levels of customer loyalty and retention.
- Market Intelligence: Stay abreast of industry trends, competitor activities, and customer needs to inform account strategies and product development.
- Reporting and Forecasting: Provide accurate sales forecasts, pipeline reports, and account performance analyses to management.
- Internal Collaboration: Work closely with other departments, including Marketing, Commercial Operations, and Distributor Customer Service, to ensure a seamless customer experience and alignment of strategies.
Job Qualifications:
- Education: Bachelor's degree in Business Administration, Marketing, Life Sciences, or a related field.
- Experience: Minimum of 12 years of progressive experience in key account management, sales, or business development within the medical device, pharmaceutical, or healthcare industry.
- Sales Performance: Proven track record of consistently meeting or exceeding sales targets and growing key accounts.
- Industry Knowledge: Strong understanding of the healthcare landscape, including clinical workflows, regulatory requirements, and procurement processes.
- Communication Skills: Excellent communication, presentation, and negotiation skills, with the ability to influence at all levels.
- Relationship Management: Demonstrated ability to build and maintain strong customer relationships.
- Strategic & Analytical Skills: Strategic thinker with strong analytical skills and the ability to develop and execute comprehensive account plans.
- Technical Skills: Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite.
- Results-Oriented: Strong commitment to customer satisfaction and business growth.
