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Job Information

BD (Becton, Dickinson and Company) Business Development Manager EMEA (m/f/d) B2B & Pharma Industry in Heidelberg, Germany

Job Description Summary

The EMEA Pharma Key Account Manager (KAM) has the responsibility to drive Partnerships and long term sales in the top 5-7 Cross Boarder Pharmaceutical customers based in EMEA. You sit at the center of Becton Dickinson's matrix organization and requires close collaboration with and coordination between the B2B Leadership Team, EMEA Country Business Development Management team, and various functional teams (Supply chain, R&D, Quality and regulatory). You are also responsible for the development and execution of a Pharmaceutical only strategy and commercialism of key Partnerships with this high potential customer base.

You report directly to the B2B European Sales Manager. You will travel when needed mainly across Europe and you must be based near a large international airport well connected with direct flights.

Job Description

About the Role

Strategy Execution & Commercial Implementation

  • Lead highest potential pharma accounts to establish long term commercial partnerships.

  • Drive implementation of pharma strategy – new product launches, co development as well as current Medication Delivery Solutions (MDS) portfolio of products and services.

  • Drive and deliver cross-border activities in customer base that operates in more than one country

  • Ensures the development of challenging but achievable operating plans and budgets for MDS Pharma Key Accounts.

  • Is accountable for overall MDS Pharma Key Accounts performance to revenue and profitability budgets

  • Provides effective business and financial reporting to EMEA leaders.

  • Leads the implementation of marketing plans, solution positioning/pricing and product launch plans, working in close collaboration with EMEA business teams to ensure effective leverage of resources and capabilities.

  • Monitors and coordinates short and long term market and business trends and ensures translation into reliable short, medium and long-term plans (from operational forecasting to market development).

  • Proactively monitors the financial performance of the business and any deviations from critical project plans. Ensures implementation of any necessary contingency plans and/or corrective actions to effectively mitigate risks.

  • Develops effective relationships with key customer accounts and essential stakeholders

Business & Marketing Strategy

  • Creates, communicates and engages with EMEA team in the 3-5-year country strategy for Pharma Segment

  • Captures market needs and trends in the industry and recommends respective priorities and solution/product positioning for respective accounts.

  • Leads the development and implementation of marketing and sales planning for respective accounts. Contribute to regional market development activities. Ensures compliance with the BD Way of Selling and Customer Centricity initiatives including the use of CRM.

  • Engages the organization around the vision and objectives.

  • Contributes to further developing the organizational capabilities in order to meet challenging business targets.

  • Contributes to developing an organization that will embrace change, new initiatives and will be ready for future challenges.

  • Collaborates with the EMEA team to provide country input and voice of the customer for new projects.

About You

In terms of the performance and personal competencies required for the position, we would highlight the following:

Business Acumen

  • Demonstrates the ability to integrate an understanding of sound business and financial fundamentals with in-depth knowledge of our market and Pharma industry.

  • Will have more than 5 years of sales, marketing and/or business management experience in Pharma Segment , devices market or a similar medical B2B segment with intense direct customer contact

  • Has demonstrated selling and negotiation capabilities

  • Has strong business ethics.

  • Experience in working within the matrix (B2B Team, Worldwide Platforms, regional management, country management and resources, regional and global RA/QA/SC and R&D)

Setting Strategy

  • Displays excellent listening skills and proactive information seeking behaviour (before, during and after customer interactions)

  • Creates competitive and breakthrough account strategies and plans.

  • Anticipates future consequences and trends accurately.

  • Translates vision and strategy into clear and realistic plans.

  • Fast learner who is able to quickly achieve a thorough understanding of the business opportunities for BD and adapt business models to a fast changing market and regulatory environment.

Executing for Results

  • Consistently strives to achieve challenging goals and objectives, can be counted on to exceed targets, and steadfastly pushes self and others for results.

  • Demonstrates the ability to effectively manage, coordinate and deploy human, technical and financial resources to achieve account business plans.

  • The successful candidate sets compelling goals and aggressive schedules for improvement, conveys a sense of urgency, and drives issues to closure.

Building Relationships and Using Influence

  • Engages others in ways that gain their willing support and cooperation in pursuing initiatives or particular courses of action.

  • Able to Influence without Authority the local BDM teams to drive customer centricity and drive local initiatives

  • Is attentive to the different ways that others are persuaded.

  • Gains acceptance by understanding the viewpoints of others and seeking win/win solutions.

  • Understands the complexities within the organization; is practical and perceptive in using appropriate methods, resources and the cooperation of others to accomplish objectives.

Other requirements

  • Fluency in English is essential, fluency in the country spoken languages is a must, Multilingualism is a plus.

  • Ability and willingness to undertake significant travels (50-75% customer facing) and on a regular basis international trip.

Our Offer

A professional challenge in a highly motivated team, a global environment and with long-term perspectives. A familiar working atmosphere in an innovative environment where your opinion matters. Diversity characterizes our corporate culture and we are convinced that it makes us a stronger team. We value each person as an individual with their abilities and needs. In this sense, we welcome applicants who wish to work part-time, people with severe disabilities and applicants of any gender.

Primary Work Location

DEU Heidelberg - Tullastrasse

Additional Locations

BEL Erembodegem - Dorp 86, GBR Winnersh - Eskdale Road

Work Shift

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 status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email