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BD (Becton, Dickinson and Company) Head of Key Account Management Private Lab (m/w/d) IDS - Germany in Heidelberg, Germany

Job Description Summary

The Head of Key Account Management Private Lab IDS is responsible for identifying, managing and developing prioritized accounts in the private lab segment IDS in order to position BD as strategic partner on executive board level for joint value creation and to support achieving the BD sales and GP targets. The Head of Key Account Management is accountable for the design and effective execution of a multi-year (3 to 5 year) strategic growth and tactical execution plan for her/his defined lab groups and for managing/leading/developing a private lab IDS key account management and support team to maximize sustainable revenue and GP growth and to establish strong customer relationships.

Job Description

Your role

Develop and manage his/her private lab key account management and support team and drive performance of defined private lab groups in the following areas:

  • Prospect, develop and manage the assigned accounts to maximize revenue and GP growth for BD product and services portfolio with strong focus on the defined BD growth drivers,

  • serve as the key interface to private lab management,

  • initiate private lab discovery program via a 360° customer needs analysis,

  • identify solutions with senior management based on the 360° needs analysis, internally and externally,

  • negotiate of identified solutions, key contracts and overall pricing,

  • define the annual financial targets feeding into the BD country budget,

  • design and execute a 3-5 year strategic plan for the assigned accounts,

  • Guide Business Life Science Segment in solution development and coordinates project teams for solution implementation in the accounts , including the activation of the required internal resources (Marketing, Business Analytics, Technical Service, CCO, Lean, Re-imbursement, etc.)

  • Develop, manage and coordinate the activities of the private lab key account management and support team,

  • establish strong personal relationships to all relevant sponsors and power sponsors of the assigned accounts directly on site and via the participation of relevant congresses and other customer conventions,

  • cooperate as one point of contact towards Europe in the CE region

  • gather and share market knowledge,

  • track the account KPIs in close cooperation with the LifeScience businessanalyst,

  • conduct regular account performance reviews with the business manager IDS Germany and European counterparts,

  • Organize and coordinate BD customer events.Develop and manage his/her private lab key account management and support team and drive performance of defined private lab groups in the following areas:

  • Prospect, develop and manage the assigned accounts to maximize revenue and GP growth for BD product and services portfolio with strong focus on the defined BD growth drivers,

  • serve as the key interface to private lab management,

  • initiate private lab discovery program via a 360° customer needs analysis,

  • identify solutions with senior management based on the 360° needs analysis, internally and externally,

  • negotiate of identified solutions, key contracts and overall pricing,

  • define the annual financial targets feeding into the BD country budget,

  • design and execute a 3-5 year strategic plan for the assigned accounts,

  • Guide Business Life Science Segment in solution development and coordinates project teams for solution implementation in the accounts , including the activation of the required internal resources (Marketing, Business Analytics, Technical Service, CCO, Lean, Re-imbursement, etc.)

  • Develop, manage and coordinate the activities of the private lab key account management and support team,

  • establish strong personal relationships to all relevant sponsors and power sponsors of the assigned accounts directly on site and via the participation of relevant congresses and other customer conventions,

  • cooperate as one point of contact towards Europe in the CE region

  • gather and share market knowledge,

  • track the account KPIs in close cooperation with the LifeScience businessanalyst,

  • conduct regular account performance reviews with the business manager IDS Germany and European counterparts,

  • Organize and coordinate BD customer events.

Required Qualifications

  • Well educated, MBA or post-graduate education in life sciences, with outstanding interpersonal skills and a highly successful track record in leading a KAM team

  • At least 5 years’ experience in sales in the private lab diagnostic market

  • Strong board level communication skills and experience

  • Experience with board level negotiations

  • Excellent business development skills and proven leadership skills to drive solutions

  • Profound know-how of BD Life Science product/solution portfolio

  • Strong understanding of national healthcare system, its reimbursement and influencing dynamics

  • Deep understanding of hospital and private lab landscape to identify candidate local private lab groups and their needs which should be prioritized for the SAM approach

  • Passion for customer & relationship management

  • Ability to understand and communicate effectively with individuals from a broad range of business and technical disciplines and an ability to influence these groups to achieve the objectives, both externally and internally

  • Ability to work effectively both as a member and leader of multi-functional teams

  • Proactive, rigorous, pragmatic, organizational savvy, action orientated with strong drive for results

  • Comfortable with ambiguity and uncertainty

  • Fluent in German and English

  • Flexibility regarding travel

Our Offer

Collaboration in a highly motivated global environment. A familiar work climate in an innovative environment where your input counts. A safe workplace with long term perspectives. We endeavor a long term collaboration – hence corporate career planning throughout diverse phases of life conveys a high importance and value for us.

Primary Work Location

DEU Heidelberg - Tullastrasse

Additional Locations

Work Shift

BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.

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.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email asc.americas@bd.com

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