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Senior Account Manager - BD Intervention

Becton Dickinson

Becton Dickinson

Sales & Business Development
Bangkok, Thailand
Posted on Monday, May 6, 2024

Job Description Summary

Job Description

Position Summary

Do you have what it takes to meet and exceed customer expectations whilst nurturing strong and trusted relationships? Do you enjoy mentoring and empowering your salesforce while providing functional expertise to drive sales growth? Do you enjoy keeping a pulse on the changing sales landscape and customer needs within your area of responsibility and sharing this information with relevant internal stakeholders to promote a more holistic approach to solution selling?

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

Key Responsibilities

Maintain Strategic Relationships with Our Key Customer Accounts

  • 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 (i.e., packaging complementary products across business units as a holistic solution)
  • Successful attainment of relevant customer specific KPIs (e.g., revenue assigned, customer satisfaction rate, account penetration rate)

Ongoing Fulfillment and Delivery

  • Accountable for the regular order-taking, fulfilment, and delivery post-conversion for assigned accounts
  • Provide valuable insights on development of sales strategies to better meet customer needs prioritising a shift to holistic solution selling
  • Successful attainment of account specific KPIs (e.g., improvement in sales margins, successful order fulfillment and deliveries, etc.)

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
  • Successful attainment of distributor related KPIs (e.g., order accuracy rate, inventory turnover rate, etc.)
  • Strong stakeholder (i.e., distributor salesforce teams) support and collaboration.

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
  • Analyse sales and industry trends and make appropriate recommendations to the KAM in an effort to ensure long-range planning needs pertaining to one’s area of responsibility are met
  • Provision of accurate and timely forecast inputs and analysis reports that allows for long-range planning by the leadership team (e.g., KAM, NSM)

Preferred Experience and Qualifications

The ideal candidate will bring extensive experience and knowledge of the clinical and life sciences markets coupled with strong business acumen

  • Bachelor’s Degree in the field of Business/Marketing/ Biological/ Medical Sciences/ Medical technology required
  • Minimum 2+ years of relevant sales and/or accounts management experience preferably in a multinational pharmaceutical or healthcare company

Expected Capabilities and Behaviours

  • Experience with Lifescience, Bioscience, Medical consumable, Medical technology.
  • Ability to build collaborative relationships and influence
  • Adaptable communicator, able to work with all levels of staff/leadership (both internally and externally)
  • Strong business acumen, able to translate data and information into meaningful business insights and clear recommendations
  • Delivers a clear, compelling, and shared vision focused on delighting our customers
  • Strong commercial background and aptitude with the ability to build collaborative relationships and influence
  • Strong analytical, 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
  • Good command of English (i.e., written and spoken)

Primary Work Location

THA Bangkok - The Offices at Central World

Additional Locations

Work Shift