BD (Becton, Dickinson and Company) Key Account Manager in Warsaw, Poland
Job Description Summary
Key Account Manager Eastern Europe
BD Life Sciences
BD is a global medical technology company that is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. BD leads in patient and healthcare worker safety and the technologies that enable medical research and clinical laboratories. We provide innovative solutions that help advance medical research and genomics, enhance the diagnosis of infectious disease and cancer, improve medication management, promote infection prevention, equip surgical and interventional procedures and support the management of diabetes. BD has nearly 65,000 associates across 50 countries who work in close collaboration with customers and partners.
Within the BD Life Sciences platform, two main segments are represented:
In BD Diagnostic Systems, the Industrial Microbiology portfolio helps our customers to ensure safety of their final products together. BD DS solves the challenges of microorganism detection, quantitation, and identification by offering relevant solutions that enable reliable and consistent outcomes.
In the BD Biosciences business segment, the Advanced Bioprocessing product platform has 100+ years of experience in the development of media and supplements for mammalian cell culture and microbial fermentation processes. Its products are currently used in >150 marketed biological therapeutics and many more in development. In addition to cell culture media products, BD offers a full range of media design/optimization solutions and custom media manufacturing services.
You will be responsible for maintaining and developing customer relationships throughout the company’s customer base in the Eastern European region, which includes a targeted group of (bio)pharmaceutical and biotech companies, Contract Development & Manufacturing Organizations (CDMO’s), cosmetic and personal care companies and industrial laboratories. Main markets will be Poland, Hungary, Czech Republic, Slovakia, Slovenia, Croatia, Bulgaria and Romania.
The principal aim of the role will be to implement a sales and marketing strategy for the assigned sales area and key regional accounts in the industrial market, ensuring all commercial objectives (net sales and gross profitability) relative to the BD industrial product and services portfolio are achieved. Consequently, the role will require regular on-site customer visits with the Quality, Operations, R&D and Process Development teams.
You will report to the Distribution Manager Europe and work in close collaboration with the EU Business Director, European Sales Associates, Global Scientific Applications Manager and internal functional leaders.
Develop and implement sales action plans for targeted new and current industrial customers
Current customers: Identify opportunities within existing accounts by implementing new go-to-market strategy programs and build new streams of revenue and profitability.
New customers: Find new opportunities within new accounts. Work with your manager and marketing team to develop a plan to generate leads and secure orders.
Distributors: Some markets in this region are served through distributors. A close collaboration with these dealers is required.
Report and monitor opportunities through the Salesforce.com CRM tool.
Participate at congresses and workshops (1) to support the marketing of BD products & services, (2) to further develop market intelligence and (3) to generate new leads and opportunities.
Collaborate closely with colleagues from Application, Regulatory Affairs, Quality, Supply Chain and Customer Care departments.
Provide adequate and prompt after sales service
Report on a quarterly basis a 12-18 month rolling unit forecast for high volume and strategic products for key accounts to the European Demand Planning team using established business tools.
Identify significant trends (e.g. buying behaviors, product & service needs) and macroeconomic issues of strategic importance impacting area performance.
Collaborate closely with the BD’s EU industrial teams.
Min. BSc degree, preferably in industrial microbiology or a related field in biology
Strong understanding of Pharmaceutical regulations such as the EU Pharmacopeia
Sales experience in a commercial environment and/or life sciences industry is a plus
Home based position (close vicinity to Warsaw or Wroclaw office is preferred) with +/- 50% international travel.
Strong planning, organizational and interpersonal skills.
Ability to engage with different functions in the customer organization (e.g. General Management, Procurement, R&D, Manufacturing, QA/QC, Marketing)
A proactive, result driven & entrepreneurial mindset with the ability to network & build long-term customer relationships
Self-starter, flexible, dynamic, action-oriented and driven with a hands-on mentality.
Ability to both work independently as within a EU team with the ability to influence without authority.
A passion and drive with a strong commitment to develop and sustain long-term business partnerships.
Fluent in English.
Experience of selling within complex Decision Making Units
Solution Selling Approach
The BD sales team is a strong, supportive and experienced team with a high level of mentorship.
Substantial training opportunities through the BD University Program plus external courses to further develop and fine tune your skill set.
An informal working atmosphere, dynamic corporate culture and an environment that lets you grow and develop
A very attractive remuneration package
- Please apply via www.bd.com/careers .
Primary Work Location
POL Warsaw - ul. Osmanska
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.