BD (Becton, Dickinson and Company) Key Account Manager NSW/ACT in Sydney, Australia
Job Description Summary
The Key Account Manager acts as the point of contact between BD and their Key Accounts. Their primary responsibility is to assist the customer in meeting their business objectives through BD tailored solutions. Through effective networking and stakeholder management, the Key Account Manager will develop multi-tiered relationships between the two organisations to facilitate the generation of mutually beneficial business outcomes.
Achievement of revenue and gross profit targets within defined territory and key accounts.
Work to achieve sales and profit growth in line with the overall business objectives while ensuring internal stakeholders understand and are committed to a successful implementation.
Exhibit exceptional interpersonal skills to network effectively and build solid business relationships within all levels in a key account to promote BDD brand awareness and profitable business outcomes.
The Key Account Manager is responsible for understanding the primary business/scientific objectives of the key account.
By maintaining close contact with key accounts, the Key Account Manager will execute planned strategies to develop profitable business and gathering information for future business plans and initiatives.
Responsible for the development and implementation of short, medium and long term sales action plans which address the objectives of the key account and hence contribute to increased profit, and share of the key account’s business.
Act as ‘liaison officer’ between the key account and all BDD associates (Marketing/Product Specialists) to ensure all customer requirements are delivered and expectations are exceeded.
Manage the key account at all levels and engage relevant internal BD stakeholders as required to broaden the organizational networking between BD and the key account. Work cross-functionally as required and engage key personnel including Marketing, Sales Management, Customer Service, Inventory Control and Finance.
Delivery of regular and timely submission of all reports as required. Utilise Salesforce Effectiveness (SFE) and BD Way of Selling. This includes the following:
Use of Professional Selling Skills to plan and conduct sales calls
Utilising Miller Heiman method of Strategic Selling for the development and execution of single sales objectives
Customer centricity classification of all key buying influences for single sales objectives
Utilisation of the customer segment insights and selling tools (incl. iPad applications) to present value propositions to key buying influences
Utilising Miller Heiman method of Large Account Management to develop strategies for the management of key accounts
Compliance to SFDC guidelines including documentation of events and single sales objectives.
Spend 80% minimum in the field working with the key accounts building and maintain an up-to-date understanding of the customer organization – its businesses, people and future initiatives.
Ensure activities of the BDD portfolio are consistent with the BD core values and comply with relevant Acts, legal demands and ethical standards.
Adhere to the requirements of the Quality Management System as maintained by BD Australia.
Skills, Knowledge & Experience:
Tertiary qualifications in Business, Marketing and/or a related field essential (MBA would be preferred)
Knowledge and minimum of 5 – 10 years related marketing or sales experience in the healthcare industry
Strong oral and written communication skills required
Ability to research, analyse, interpret and maximise the use of market intelligence
Demonstrated experience in key account management
Demonstrated success in driving a project through the process of concept development, co-ordination, implementation and evaluation
Demonstrated success in customer advocacy development
Demonstrates high levels of computer skills particularly spreadsheets, graphics, presentations databases and word processing
Problem solving ability and demonstrated examples of innovative solutions
Demonstrated time management and organisational skills.
The role demands an ability to impart technical and clinical information while maintaining presence and vitality within the training and clinical environment.
The person who functions in this role must have tenacity and be highly self-motivated. This person will also demonstrate self-learning and be abreast of current issues in the health care arena.
As part of the Sales and Clinical team this person needs to have a good sense of the commercial picture and the desire to be part of a team as well as a flexible approach to satisfying customer needs.
Primary Work Location
AUS Sydney - North Ryde
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.