Job title: Key Account Manager, Pharma & Medical Device
Job holder:
Superior authority: Sales Director, North America, Pharma & Heath
Last adjustment:
Purpose of the job:
Accountable for representing Kp Films as the primary face to our most strategic customers globally, building a broad and deep productive relationship and driving account strategy down to the regional level.
Tasks and responsibilities:
Expand the reach and richness of relationships with defined strategic and global customers, leveraging the broad kp organization to increase peer to peer customer intimacy. In short, establish and maintain a constructive Relationship Map for all accounts owned.
Compliment the Relationship Map with market, industry, regulatory and customer primary research being diligent at understanding customer’s key goals and strategies surrounding finance, operations, product and patient/consumer acquisition. It is critical that we understand strategic customer’s business challenges and goals.
Prepare clear value propositions and hypotheses for these strategic customers, recognizing what is important to them and how they assess our performance in this criteria
Develop robust project pipelines that capitalize on areas of strengths and differentiation for kp. Manage these pipelines broadly, facilitating ownership and urgency at the regional level. Maintain this pipeline with accuracy and timeliness with our CRM.
Above points represent the framework for a detailed strategic account plan, the completion and maintenance of which becomes a primary responsibility of the candidate.
Build strong, productive, and respectful relationships with internal peers and support roles. Strike the right balance of driving urgency while also demonstrating alignment to common goals.
Maintain a working understanding of the Pharmaceutical and Medical Device Product Portfolios, service offerings, application requirements, manufacturing process and Quality/Regulatory requirements pertaining to our value proposition. Having a desire to understand a moderate level of technical knowledge pertaining to our products and applications is critical to success, including that of how our products get processed downstream from us.
Demonstrate negotiation skills to maximize growth of volume and profit while also sustaining long term relationships with customers and their personnel. Bring to bear these skills during Contract negotiations.
Manage assigned book of business, order-entry (OE) and order-book (OB) with financial savvy. Achieving one’s monthly budgeted and forecasted volume and profit are quintessential. Become proficient at using various systems to understand the OB and monthly performance to maximize goal achievement
As a means to maximize profit, manage pricing and required price adjustments (supported by sales controlling) for assigned customers. Apply such requirements through negotiation, achieving our best position while retaining the customer relationship and business
Be aware of, and responsive to market conditions, competitive pricing and strategy and analyzing competitor activity. Communicate such information to management to support strategic decisions
Travel as needed to assigned customers, value-stream partners or marketing events. Travel can account for 60% of time. Given some strategic customers are global, international travel will be required. Do so, conscious of the need to manage expenses and time effectively.
Knowledge:
Commercial or technical studies/education with min. experience of 4 – 8 years in sales of highly sophisticated products, preferably in the packaging industries for Pharmaceutical or Medical Device markets.
Working knowledge of polymers and related conversion capabilities (calendaring, extrusion, coating, lamination, slitting)
Demonstrated expertise around the design and implementation of a disciplined sales plan and process
Ability to communicate and work effectively in a team environment with problem solving mind set, sometimes for challenges uncovered by oneself for the betterment of the business.
Computer skills, MS Office, SAP, SalesForce and Power BI knowledge advantageous
Excellent presentation skills
Financial skills sufficient to evaluate the business implications of customer related decisions.
A highly organized nature, able to self-manage with excellent time management skills and the ability to make decisions, driven by a hunger for success
Ability to manage for aggressive growth with a strong sense of urgency
Leadership:
The position has no direct reports
Apply Now!
If you are determined, thrive in a fast-paced environment with high levels of accountability and focus, then we’d love to meet you!
At kp, Diversity, Equity and Inclusion is vital to our global success. We welcome applicants from all identities, ideas, perspectives and experiences and encourage people from underrepresented backgrounds to apply. We aim to create an inclusive culture where our employees feel empowered to play to their strengths and see themselves reflected in the organization without regard to race, gender, religion, national origin, age, veteran status, disability, sexual preference, marital status, or inclusion in any other protected class.
Nearest Major Market: Charlottesville
Nearest Secondary Market: Virginia