Key Account Manager (Toscana Italy)

As a Key Account Manager (KAM) you will be responsible for the achievement of business objectives and for the creation and development of a Partnership and strong relationship with the stakeholders of the assigned area (Hospital Pharmacists, Nurses, Risk managers and Clinicians). You will report hierarchically to the Area Manager North. You will analyze the reference markets in terms of size, potential and market shares and study the organization and needs of the users or potential users, public and private, to identify the main stakeholders and decision makers in order to let them adopting BD BIP solutions. Moreover, you will define an action plan consistent with the strategic guidelines, the priorities and potential of the territory, having carried out a punctual segmentation and customer targeting.

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

At BD, sales go beyond selling products. As the top tier medical technology company in the ever-transforming healthcare industry, we see how important it is to provide cutting edge solutions. This means changing how we partner with public and private-sector customers to understand their needs and improve patient lives.

• Responsible for the achievement of assigned business objectives.

• Timely communicate any deviations from assigned business and define any corrective business actions

• Update monthly sales forecast and actively participate in yearly sales target definition

• Ensure a timely and effective scientific updating of the latest clinical evidence related to BIP products, propose products and services to retain existing customers and to acquire new ones

• Support and train with proper information surgeons and HCPs (including OR)

• Keep informed about the products, prices and services of the competition and share the same information with the management and the team

• Participate in any local, national and international conferences

• Manage relationship with area KOLs

• Participate when required actively in meetings with colleagues by sharing successful and critical experiences, as well as contributing to cross-divisional projects and activities

• Responsible for tender process in the geographical area of responsibility

• Submit quotation for approval with price in line with current strategy

• Constantly update opportunities in SFDC

• Support external partners (agencies and distributors) in promotional activities aligning them to BU strategy

• Supporting end users in training and educational activities including operating room support ensuring correct usage of BIP product solutions

• Collaborate with Surgery Team and BDx functions (i.e. MAGA, Legal, Finance, CCO etc.)

• Scientific degree according to Italian policies that allow drugs promotion

• Good knowledge of English language  

• Ability to transform product in solutions 

• Knowledge of healthcare, including expertise in diseases, treatments, and medical procedures   

• Strong focus on customer and an orientation to their needs

• Knowledge of the Italian healthcare market, including competitor activity and broad trends. 

• Tactics to grow volume and market share

• Ability to implement sales strategy and tactical plans on the field

• Demonstrated success in developing relationships with colleagues, customers and industry KOLs

• Ability to manage multiple products / projects

• Understand market dynamics and business practices

• A successful track record of developing relationships with consumers, customers and key stakeholders is highly valued

• Drive for results

• Be flexible in planning and adapt

• Planning skills

• Priorities setting

• Problem solving

• Open to changes

A career at BD means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.

Becton, Dickinson and Company is an Equal Opportunity Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, or any other protected status.

ITA Milano - Via Enrico Cialdini