BD (Becton, Dickinson and Company) Key Account Manager in The Netherlands, Netherlands
Job Description Summary
To advance lives and the delivery of Healthcare by profitably developing, manufacturing and marketing value-driven products which meet the quality, integrity, service, and innovation expectations of our customers and patients while providing opportunities for our employees. As a result, we will optimize shareholder value and be a respected worldwide healthcare company.
Advancing Lives and the Delivery of Health Care. ™
As an ambitious, entrepreneurial and growing business, Bard EMEA is the natural home for driven, ethical and accountable people that want to get noticed, make things happen and enjoy the rewards they truly deserve. Our people are independent and critical thinkers that thrive on the challenge of delivering sustainable growth and live by our values. At Bard EMEA, your commitment and hunger for results will enable you to achieve more, grow more and be more. OUR PROMISES TO YOU
At Bard we want you to be entrepreneurial, enterprising & accountable – you’re trusted to run your own area and create your own solutions. We have a direct link between results and reward - great achievements merit great rewards. Expect a fast pace, change and growth - you’ll be busy, challenged and never bored! You can make a real impact and get noticed, we have a flat structure and accessible senior management. We ask that you think inclusively with a mindset that enjoys working across functions and divisions, sharing diverse cultures, perspectives and capabilities to find superior solutions for our business, our shareholders, our customers and the patients we serve.
SUMMARY OF POSITION WITH GENERAL RESPONSIBILITIES A new and exciting opportunity for the position Key Account Manager (m/f) in The Netherlands has arisen. Reporting to the Country Business Leader BeNeLux, the successful candidate will be responsible for key account activities within the BDI segment for the whole country.
As the Dutch market becomes increasingly more complex with various routes to market and more sophisticated qualification criteria within the hospitals and the buying Groups we need to continuously adapt our organization to match the market needs.
Our strategy of Product Leadership requires developed skills that allow interaction with every level within hospitals including RVE responsible, Board of Administration, purchasing, ... and within GPO’s ensuring the best possible positioning of the company within those customers.
We are looking to hire a Key Accounts manager who will collaborate closely with the Sales Directors, the Pricing & Tender teams and the financial analysts to support and identify the key drivers for growth within the Hospitals and Buying Groups and foster the relationships required to increase our market share.
Interaction with the National Sales team and all back office support teams will be key for success in this role. In order to drive the success of the team it is essential that the Key Accounts Manager has the necessary charisma and empathy to engage in meaningful business relationships with not only the buying groups and purchasing consortia, but also with all stakeholders in the hospital and wider environment to accelerate our market growth initiatives. Exceptional relationship development and management skills and the ability to communicate openly at all levels will be a critical aspect of this role. The ability to work with all functions within the Bard team in the BNL is an important element of this role together with the capability to foster a team spirit with all functions to collaboratively deliver the goals of the Dutch team.
ROLE • Achieving on budget performance through the interaction with Sales Managers/Directors of each area and setting out a growth strategy for Key Accounts focused on the Buying Groups (hospital’s groups/GPO’s). • The key account manager will be responsible for developing, maintaining and rolling out the key account strategy for the whole country. • Ensuring effective management and follow-up of bids and contracts in close collaboration with the contract/tender team. • Close monitoring of all of the Dutch contracts and reporting to the board on contract management/compliance. • Relationship management, including the need to ensure Bard is at the negotiating table and present in the market as a player. • Establishing differentiation in Bard’s solutions and deliver value proposition to partner with our customers. • The key account manager will also play a major role on the Benelux pricing policy: support the development of clear guidelines for the sales forces in collaboration with the internal stakeholders.
QUALIFICATIONS REQUIRED Education A degree or diploma level qualification in healthcare, biological sciences or marketing/economy.
Experience • The ideal candidate will have 5 to 10+ years of Sales Management experience with a specific focus on Key Accounts Management. • Qualified candidates will have experience of working with and negotiating with the major buying groups including the private Hospital Groups and the Purchasing Groups.
Language Excellent knowledge of (written and oral) Dutch and English required.
Computer skills Good computer skills needed for reporting and presenting (PowerPoint, Excel)
Other skills • Experience in negotiating at group purchasing level with an ability to think strategically. • Financial analysis, forecasting and budget management skills. • Ability to form lasting customer relationships across a broad section of healthcare professionals, and their management, and recognize their level of influence as decision makers. • Demonstrated business acumen, facile with analytical tools and comfortable with driving accountability. PROFILE
Has a global perspective Takes broad view when approaching issues using a global lens. Understands implications of decisions on people and markets.
Possesses a strategic mindset Sees ahead to future possibilities and translates them into breakthrough strategies
Drives results & accountability Consistently achieves results, even under tough circumstances. Holds self and others accountable to meet commitments
Cultivates innovation Creates new & better ways for the organization to be successful
Optimizes diverse talent Hires & develops diverse talent to meet personal career goals & organizational goals by recognizing the value that different perspectives & cultures bring
Maintains customer focus Builds strong internal & external customer relationships & delivers customer-centric solutions. Pays attention to, adapts & is responsive to customer needs.
Manages complexity Makes sense of complex, high quality & sometimes contradictory information to effectively solve problems
Drives engagement Creates a climate where people are motivated to do their best to help the organization achieve its objectives
Is authentic Viewed as open, honest & truthful, saying what needs to be said. Is self-aware, balanced & fair. Is trusted & trustworthy.
Works collaboratively Builds partnerships, works collaboratively, and effectively engages cross functionally with others to meet shared objectives
Maintains functional competence Demonstrates appropriate job knowledge & required skills for position & function. Applies knowledge & skill appropriately toward the accomplishment of objectives.
Primary Work Location
NLD The Netherlands
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.