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Strategic Account Leader - BDI

Becton Dickinson

Becton Dickinson

Bangkok, Thailand
Posted on Wednesday, April 10, 2024

Job Description Summary

Our Strategic Account leaders are expected to work closely with the Country General Managers and play a strategic role in developing impactful and enduring relationships with customers. The success of this role will rely largely on your ability to shape the sales strategy and initiatives that will drive a long-term industry leadership position. You will also be expected to inspire, provide coaching and enable your Account Managers and distributor (DKSH) to meet BD’s sales aspirations through leading and innovative practices.

Job Description

A) SALs are responsible for:

1. Building and maintaining collaborative key account customer relationships.

2. Strengthening and maintaining a cohesive BDX brand in our key accounts.

3. Understanding key account customer needs and priorities.

4. Retaining and growing sustainable business with key account customers.

5. Improving key account customer satisfaction and service levels.

6. Supporting key account customers to improve clinical practice/outcomes.

B) SAL performance will be measured based on the following KPIs:

1. Revenue growth of assigned key accounts.

2. Increased profitability of assigned key accounts.

3. Customer satisfaction.

C) SALs should use the following critical levers to deliver:

1. Build deep relationships with existing and new call points through problem solving/outcomes focus.

2. Position and curate (existing and new) products and services into combined offerings/solution packages that solve key account customers’ problems.

3. Convert white space through portfolio expansion and cross-selling.

4. Upsell to higher-margin/price premium products to key account customers to deliver improved clinical practices/outcomes.

5. Articulate and defend value of BD portfolio through focus on outcomes and quality.

6. Maintain pricing position, pricing corridors and floor prices and terminate unprofitable contracts at point of renewal.

7. Orchestrate across all call-points, BD internal sales force and channel partners to provide seamless service.

8. Develop a single view of our key accounts via Salesforce. Form clear line of sight of customer potential, lead generation and opportunity identification.

Job Requirements

  • Over 8 years of work experiences in medical field
  • Distributor management
  • People management
  • Knowledge of Peripheral Intervention

Primary Work Location

THA Bangkok - The Offices at Central World

Additional Locations

Work Shift