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BD (Becton, Dickinson and Company) European Pharma Key Account Manager, Medication Delivery Solutions in Le Pont, France

Job Description Summary


The European Pharma Key Account Manager (KAM) has the responsibility to drive Partnerships and long term sales in the top 10-15 European Cross Boarder Pharmaceutical customers. You sit at the center of Becton Dickinson's matrix organization and requires close collaboration with and coordination between the B2B Leadership Team, European Country Business Development Management team, and various functional teams (Supply chain, R&D, Quality and regulatory). You are also responsible for the development and execution of a Pharmaceutical only strategy and commercialism of key Partnerships with this high potential customer base.

You report directly to the B2B European Sales Manager with a dotted line into the European Product Manager for Pharmaceutical segment. You will travel extensively across Europe and you must be based near a large international airport well connected with direct flights.

Job Description

Key tasks and responsibilities

Strategy Execution & Commercial Implementation

  • Lead highest potential pharma accounts to establish long term commercial partnerships.

  • Drive implementation of pharma strategy – new product launches, co development as well as current Medication Delivery Solutions (MDS) portfolio.

  • Drive and deliver cross-border activities in customer base that operates in more than one country

  • Ensures the development of challenging but achievable operating plans and budgets for MDS Pharma Key Accounts.

  • Is accountable for overall MDS Pharma Key Accounts performance to revenue and profitability budgets

  • Provides effective business and financial reporting to European leaders.

  • Leads the implementation of marketing plans, solution positioning/pricing and product launch plans, working in close collaboration with European business teams to ensure effective leverage of resources and capabilities.

  • Monitors and coordinates short and long term market and business trends and ensures translation into reliable short, medium and long-term plans (from operational forecasting to market development).

  • Proactively monitors the financial performance of the business and any deviations from critical project plans. Ensures implementation of any necessary contingency plans and/or corrective actions to effectively mitigate risks.

  • Develops effective relationships with key customer accounts and essential stakeholders

Business & Marketing Strategy

  • Creates, communicates and engages with European team in the 3-5-year country strategy for Pharma Segment

  • Captures market needs and trends in the industry and recommends respective priorities and solution/product positioning.

  • Leads the development and implementation of marketing and sales planning. Contribute to regional market development activities. Ensures compliance with the BD Way of Selling and Customer Centricity initiatives including the use of CRM.

  • Engages the organization around the vision and objectives.

  • Further develops the organizational capabilities in order to meet challenging business targets.

  • Develops an organization that will embrace change, new initiatives and will be ready for future challenges.

  • Collaborates with the European team to provide country input and voice of the customer for new projects.

Candidate Profile

In terms of the performance and personal competencies required for the position, we would highlight the following:

Business Acumen

  • Demonstrates the ability to integrate an understanding of sound business and financial fundamentals with in-depth knowledge of our market and Pharma industry.

  • Will have more than 5 years of sales, marketing and business management experience in Pharma Segment , devices market or a similar medical B2B segment

  • Has strong business ethics.

  • Experience in working within the matrix (B2B Team, Worldwide Platforms, regional management, country management and resources, regional and global RA/QA/SC and R&D)

Setting Strategy

  • Creates competitive and breakthrough strategies and plans.

  • Anticipates future consequences and trends accurately.

  • Translates vision and strategy into clear and realistic plans.

  • Fast learner who is able to quickly achieve a thorough understanding of the business opportunities for BD and adapt business models to a fast changing market and regulatory environment.

Executing for Results

  • Consistently strives to achieve challenging goals and objectives, can be counted on to exceed targets, and steadfastly pushes self and others for results.

  • Demonstrates the ability to effectively manage, coordinate and deploy human, technical and financial resources to achieve business plans.

  • The successful candidate sets compelling goals and aggressive schedules for improvement, conveys a sense of urgency, and drives issues to closure.

Building Relationships and Using Influence

  • Engages others in ways that gain their willing support and cooperation in pursuing initiatives or particular courses of action.

  • Able to Influence without Authority the local BDM teams to drive customer centricity and drive local initiatives

  • Is attentive to the different ways that others are persuaded.

  • Gains acceptance by understanding the viewpoints of others and seeking win/win solutions.

  • Understands the complexities within the organization; is practical and perceptive in using appropriate methods, resources and the cooperation of others to accomplish objectives.

Other requirements

  • Fluency in English is essential, fluency in the country spoken languages is a must, Multilingualism is a plus.

  • Ability and willingness to undertake significant travels (50-75% customer facing) and on a regular basis international trip.

If this describes you and your career aspirations, then please click on the APPLY button.

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Primary Work Location

GBR Winnersh - Eskdale Road

Additional Locations

BEL Erembodegem - Dorp 86, DEU Heidelberg - Tullastrasse, ESP San Agustin del Guadalix, FRA Le Pont-de-Claix Cedex, ITA Milano - Via Enrico Cialdini, NLD Vianen - Lange Dreef

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.