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Key Account Manager

2 weeks ago

Hà Nội, Vietnam BD Full time

Job Description Summary

Our Key Account Manager is expected to work closely with the respective National Sales Leader and play an independent strategic role in managing high impact opportunities within the sales channel vertical. The success of this role will rely largely on your ability to build and maintain key relationships and lead the execution of critical processes within the sales process.
Location: Ha Noi.

Job Description

Position: Key Account Manager - Ha Noi & North Vietnam

About BD

Be part of something bigger

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics, and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

I. Position Summary

Our Key Account Manager is expected to work closely with the respective National Sales Leader and play an independent strategic role in managing high impact opportunities within the sales channel vertical. The success of this role will rely largely on your ability to build and maintain key relationships and lead the execution of critical processes within the sales process.

Location: Ha Noi.

II. Key Responsibilities

Develop and Maintain Strategic Relationships with Our Key Customer Accounts
- Customer will be all key hospital, healthcare center, other unit related with patients treatment in Ha Noi and North provinces
- Proactively engage with existing customers to maintain strategic relationships
- Anticipate potential service problems and actively work towards addressing them
- Consolidate related data on customer satisfaction to drive better solutioning and recommendations
- Actively seek to understand the assigned account’s strategic priorities and developing appropriate value-added programs for them with a focus on holistic solution selling
- Provide valuable insights on development of sales strategies to better meet customer needs prioritizing a shift to holistic solution selling
- Develop sales/account strategies and action plan. Drive the demand activities/program to ensure FY budget achievement and longterm outcomes.
- Detailing calls achievement, funnel management.

Manage Distributor Performance
- Cultivate and build strategic relationships across a network of distributors to ensure fulfilment of customer orders
- Provide functional leadership to distributor salesforce teams in day-to-day demand generation
- Train and motivate distributor salesforce teams on field daily
- Manage the selling process at assigned account, including spec-in product, bidding, contract and sales service

Provide Insights on Sales Landscape and Forecast
- Provide valuable insights to sales forecasts as inputs into the overall demand planning and the Sales, Inventory and Operations Planning (SIOP) processes
- Analyze sales and industry trends, competitor situation, customer insights and make appropriate recommendations to the marketing team in an effort to ensure long-range planning needs pertaining to one’s area of responsibility are met

III. Preferred Experience and Qualifications
- Bachelor’s Degree in the field of Nursing/Medical Sciences/ Medical technology required
- Minimum 3+ years of relevant sales and/or accounts management experience preferably in a multinational healthcare company
- Good knowledge and strong experiences in new product spec-in and hospital tender process, related with medical consumable tender area. Solution and outcomes selling.

IV. Expected Capabilities and Behaviors
- Strong experience with medical consumables area
- Strong commercial background and aptitude with the ability to build collaborative relationships and influence
- Delivers a clear, compelling, and shared vision focused on delighting our customers
- Mobility, travel frequently
- Adaptable communicator, able to interact/work with all levels of staff/leadership (both internally and externally)
- Strong business acumen, market intelligence, able to translate data and information into meaningful business insights and clear recommendations
- Strong analytical, sales/account planning, 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)

Primary Work Location

VNM Hanoi City

Additional Locations

Work Shift

VN Standard (Vietnam)