Key Account Director

Job Description Summary The Key Account Director role manages and advances the business relationship with strategically important customers in the North American Key Accounts team. Assigned to 2-3 defined customers, the KAD is responsible for achieving short-term sales quotas and other assigned strategic account objectives, building strategic relationships with leaders in various customer functional areas, and advancing a pipeline of opportunities for future account growth. The KAD represents the entire range of BioPharma Systems products and services to their assigned customers, while ensuring the customers' needs and expectations are met by the BD cross‑functional team. The role may also be assigned to work on special projects as needed from time to time by BioPharma Systems management to support business objectives.

Job Description

We are the makers of possible. BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

Responsibilities

Business Leadership

• Responsible for driving global sales growth for assigned accounts, consistent with overall revenue & profit targets for BD BioPharma Systems
• Proactively manage potential risks to financial and growth targets, ensuring BD management awareness
• Responsible to develop & maintain comprehensive Account Plan, and be able to articulate 3‑5 year account outlook and strategic objectives
• Develop the appropriate value offering for the customer's needs from among BD's products & services portfolio, and direct the account team (a cross‑functional and cross‑regional support team, comprised of Technical Solutions, Customer Service, Customer Supply, Regulatory Affairs and Account‑Based Marketing) to deliver the needed value offering
• Ensure BD Management is kept abreast of the customer's industry and business environment, including the presence/threat of competition, in order to formulate proactive strategies to increase BD's share of category

Customer Relationship Management

• Establish high-functioning, professional relationships with key stakeholders and decision-makers within assigned accounts, striving for customer loyalty and sustainable relationship value
• Proactively assess and validate customer needs on an ongoing basis, and identify opportunities for wider/deeper collaboration and co‑development across multiple customer decision-makers
• Lead the coordination of all necessary BioPharma Systems personnel to develop and deploy solutions that best address customer needs
• Direct the account team to maintain a high level of responsiveness and issue resolution in order to drive greater customer satisfaction and loyalty
• Know and maintain key customer KPI's to strengthen BD's position and increase share of sales
• Manage escalations as needed to upper management related to potential resource allocation challenges that may risk execution of the value offering and overall account strategy
• Act as the central point of contact for all account questions and issues, ensuring a consistent and "one BD" approach to the customer

Customer Program Management

• Lead and provide account-specific direction to the assigned account team in order to achieve account performance objectives and customer expectations
• Maintain and drive the pipeline of opportunities for future growth through the CRM (SalesForce.com)
• Establish effective processes for joint operational project planning, decision making and communications
• Identify strategic relationship development opportunities within the customer account, and ensure appropriate engagement of BD leadership in ongoing customer forums (or ad‑hoc as needed)
• Maintain a robust internal network of cross‑functional contacts to maximize information flow and proactively communicate critical information within the BD network

Overall Expectations

• Maintain and control expenses in line with company guidelines and annual budget
• Participate in trade associations and industry conferences as deemed necessary to drive account objectives and/or recommended by BD management
• Support special project initiatives as assigned

Required Education

• BS/BA or higher in Business Management, Engineering or Physical Sciences; MBA preferred

Required Experience & Skills

• Minimum of 5+ years of progressive account management experience
• Understanding of the Healthcare, Life Sciences and Biopharmaceutical industry trends, global challenges and opportunities
• Proven ability to thrive in a cross‑functional & matrixed organization
• Strong experience in value selling & consultative selling
• Demonstrated ability to develop solutions that maximize mutual value in B2B environments
• The successful candidate will be confident, results‑oriented, persuasive and influential

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day. To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.

Benefits

Health and Well‑being Benefits

• Medical coverage
• Health Savings Accounts
• Flexible Spending Accounts
• Dental coverage
• Vision coverage
• Hospital Care Insurance
• Critical Illness Insurance
• Accidental Injury Insurance
• Life and AD&D insurance
• Short‑term disability coverage
• Long‑term disability insurance
• Long‑term care with life insurance

Other Well‑being Resources

• Anxiety management program
• Wellness incentives
• Sleep improvement program
• Diabetes management program
• Virtual physical therapy
• Emotional/mental health support programs
• Weight management programs
• Gastrointestinal health program
• Substance use management program
• Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit

Retirement and Financial Well‑being

• BD 401(k) Plan
• BD Deferred Compensation and Restoration Plan
• 529 College Savings Plan
• Financial counseling
• Baxter Credit Union (BCU)
• Daily Pay
• College financial aid and application guidance

Life Balance Programs

• Paid time off (PTO), including all required State leaves
• Educational assistance/tuition reimbursement
• MetLife Legal Plan
• Group auto and home insurance
• Pet insurance
• Commuter benefits
• Discounts on products and services
• Academic Achievement Scholarship
• Service Recognition Awards
• Employer matching donation
• Workplace accommodations

Other Life Balance Programs

• Adoption assistance
• Backup day care and eldercare
• Support for neurodivergent adults, children, and caregivers
• Caregiving assistance for elderly and special needs individuals
• Employee Assistance Program (EAP)
• Paid Parental Leave
• Support for fertility, birthing, postpartum, and age‑related hormonal changes

Leave Programs

• Bereavement leaves
• Military leave
• Personal leave
• Family and Medical Leave (FML)
• Jury and Witness Duty Leave

Required Skills

Optional Skills

Primary Work Location

USA NJ – Franklin Lakes

Additional Locations

Work Shift

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