Key Account Manager

4 weeks ago

Ho Chi Minh City, Vietnam BD Full time

Job Description Summary

**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.

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

**Responsibilities**:
Build and Maintain Strategic Relationships with Our Key Customer Accounts
- Proactively engage existing and potential key customers account to develop and maintain strategic relationships
- Anticipate potential service problems and monitor customer satisfaction
- Align selling efforts to customers’ goals
- Successful attainment of relevant customer specific KPIs (e.g., customer satisfaction rate, account penetration rate, etc.)

Sales Strategy Development and Execution
- Work collaboratively with the National Sales 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 organizational strategy
- Successful attainment of Accounts specific KPIs (e.g., improvement in sales margins, successful order fulfillments, etc.)

Ongoing Accounts Fulfillment
- Oversee the regular order-taking, fulfilment and delivery post-conversion, interfacing with distributors if needed
- Drive growth across key account portfolios to a multi-distributor business model strategy
- Timely development of initiatives aligned with overall organisational strategy to drive growth opportunities
- Successful attainment of Accounts specific KPIs (e.g., improvement in sales margins, successful order fulfillments, etc.)

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

Strengthening Sales Teams
- Lead and oversee key accounts
- Address hiring needs for sales teams
- Leverage on the BD Way of Selling to ensure teams are engaging customers in a standardised way
- Act as a change leader to shape customer centric teams of the future
- Establish a culture of ongoing and constructive feedback and continuous improvement

Preferred Requirements
- Bachelor’s Degree in the field of Business/Marketing or Biological/ Medical Sciences/ Medical technology is required, an MBA would be considered a strong asset
- Minimum 5 years of relevant sales and/or key accounts management experience preferably in a multinational Medical Tech, Diagnostic, Life Science, Biotechnology, Pharmaceutical or healthcare company.

Expected Capabilities and Behaviours
- Experience with Life Sciences and Medical market
- Strong business acumen, able to translate data and information into meaningful business insights
- Strong analytical, problem solving and critical thinking skills
- Self-motivated individual who is customer-focused and results-oriented
- Self-driven, seeks continuous improvement and proactively thinks ahead
- Excellent command of Vietnamese and English (i.e., written and spoken)

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

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