Global Key Account Director

BD - Franklin Lakes, NJ

Full-time - Senior

Franklin Lakes, NJ

1,001-5,000 employees

Miscellaneous Manufacturing

About the position

The Global Key Account Director is a pivotal leadership role within BD's Specimen Management business unit, focusing on driving revenue and growth across global Contract Research Organizations (CROs) and pharmaceutical accounts. This position is responsible for managing the entire sales process, developing strategic account plans, and collaborating with various internal teams to meet business goals and customer needs.

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; 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.
• 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 ongoing 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 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 engage multifunctional resources to effectively manage the relationship.
• Enforce all company policies, procedures and business ethics codes and ensure they are communicated and implemented within the team.

Requirements

• 7+ years documented sales success in a broad range of life sciences and molecular diagnostics products.
• BA/BS in business and/or life science related discipline; MBA, Ph.D., M.Sc. or other graduate degree highly preferred.
• Experience working with customers in CRO and/or pharma segments.

Nice-to-haves

• 2+ years prior experience in large account management (preferably global), including contract negotiation and execution and building C-Suite relationships.
• Experience in the field of nucleic acids and related analytical technologies.
• Successful management or leadership experience.
• 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.

Benefits

• Health insurance coverage
• Dental insurance coverage
• 401k benefit for retirement savings plan
• Paid holidays
• Flexible scheduling
• Professional development opportunities