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Strategic Account Leader

4 weeks ago

Hanoi, Vietnam BD Full time

**Job Description Summary**:
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.

**Why Join Us?**

A career at BD means learning and working alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time.

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.

Become a **maker of possible **with us

**Job Description Summary**

You are expected to work closely with the Country General Manager and play a strategic role in developing impactful and enduring relationships with customers.

The success of this role will rely largely on your ability to shape the sales strategy and initiatives that will drive a long-term industry leadership position.

You will also be expected to inspire and enable your Key Account Managers and Account Managers to meet BD’s sales aspirations through leading and innovative practices.
- This role is based in Hanoi and will cover public hospitals for both Hanoi & North Vietnam markets.

**Responsibilities**

Building Strategic Relationships with Our Customers and Internal teams
- Develop strategic relationships with high value stakeholders (e.g., large key accounts, government authorities) both within existing accounts as well as newly identified accounts
- Interface with Marketing teams to craft and refine a seamless S&M strategy
- Maintaining good relationships with our existing customers
- Earn of new customers / potential customers within newly identified accounts

Strengthening Sales Margins
- Refine and implement sales improvement initiatives at the country level in collaboration with Business Excellence
- Develop sales strategies with a focus on cross-selling to better meet customer needs
- Timely development of initiatives aligned with overall organisational strategy
- % improvement in sales margins

Strengthening Sales Teams
- Lead and oversee Key Account segments
- Address hiring needs for sales teams
- Leverage on the BD Way of Selling to ensure teams are engaging customers in a standardised way
- Establish a culture of ongoing and constructive feedback and continuous improvement
- % improvement in capability assessment scores of sales team

Managing Distributor Performance
- Cultivate and build strategic relationships across a network of distributors to expand and capture potential business opportunities across the region
- Support distributor salesforce teams in day-to-day demand generation
- Train and motivate distributor salesforce team
- Ensure fulfilment of customer orders by distributors
- Successful attainment of distributor related KPIs (e.g., order accuracy rate, inventory turnover rate, etc.)
- Strong stakeholder support and collaboration

Sales Strategy Development and Execution
- Work collaboratively with the Segment Marketing Leader, and with the vertical key Account Manager to develop sales strategies that facilitate the development of the BD Account Plan for identified accounts
- Lead all aspects of the sales process across the sales funnel, including developing sales forecast and tracking customer segment performance
- Refine and implement sales improvement initiatives at the country level in collaboration with Business Excellence
- Effectively use data to drive strategic decision making on sales pursuits
- Provision of accurate and timely forecast and performance reports to leadership team
- Timely development of initiatives aligned with overall organisational strategy
- Successful attainment of Accounts specific KPIs (e.g., improvement in sales margins, successful order fulfillments, etc.)

**Preferred Requirements**
- More than 5 years of experience in commercial strategy execution and leading teams in the Diagnostics / Medical Device industry
- Degree in Medical Technology, Biomedical, Biotechnology, Pharmacy or related science is preferred
- MBA would be an asset

**Expected Skills and Behaviours**
- Proven track record in leading sales strategies across pipelines, strategic partnerships and teams
- Strong analytical, problem solving and critical thinking skills
- Exemplifies entrepreneurial growth mindset to support teams in the field and n

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