Key Account Manager

DuPont™ Spectrum™; Alpharetta (GA); On-site; USD 110,000 - 170,000; Full time

Job summary

DuPont Healthcare Solutions in Alpharetta seeks a seasoned Key Account Manager to lead sales for enterprise healthcare customers, driving revenue growth and strategic partnerships across key accounts. The role focuses on building a network across the account and closing opportunities with urgency.

The position requires a deep medical market background, top OEM relationships, strong negotiation skills, and willingness to travel up to 50%.

Qualifications

• Minimum 10 years' experience in the medical market.
• Proven track record with top medical device OEMs.
• Ability to generate revenue growth and profitable account development.

Responsibilities

• Upholds DuPont Healthcare Solutions vision and core values.
• Develop an annual key account plan with metrics and goals.
• Become the customer products and end market expert and present priorities to leadership.
• Generate cross-selling opportunities across the portfolio offerings.
• Establish an internal cross-functional team (Engineering, Sales, Quality, Marketing).
• Utilize Salesforce to enter and track opportunities from lead to opportunity.
• Provide budgeting and forecasting for assigned accounts.
• Negotiate and maintain active contracts with accounts.
• Conduct quarterly business reviews with enterprise customers.
• Present market and customer intelligence to management.
• Serve as the customer focal point of communication globally.

Skills

Medical market experience

Strong OEM relationships

Negotiation skills

Sales hunter mindset

Salesforce familiarity

Tools

Salesforce

Job description

The Key Account Manager (KAM) position will have full sales responsibility and accountability for assigned enterprise level customers within DuPont Healthcare Solutions, promoting the breadth of portfolio offerings including fluid management tubing, flexible packaging, and medical device catheter technologies. The objectives will be focused on achieving profitable revenue growth through fostering a culture of customer centricity, a bias for action, a sense of urgency and concise accountability. The KAM will focus on building a strong network across the account and a solid pipeline of new opportunities and successfully closing them. The primary focus will be customer centricity, revenue growth including market share gain, and building strong partnerships with our most valuable strategic customers. Key accounts are defined as those customers who represent substantial revenue, engagement across the global DuPont Healthcare Solutions network, and significant growth potential.

Responsibilities

• Upholds DuPont Healthcare Solutions vision and core values
• Develop an annual key account plan establishing of key account metrics and goals and ensure achievement
• Become the customer products and end market expert, understand their applications, focus, challenges, locations and be connected deeply across the customer influencer and decision maker network. Be able to present bi-monthly to the leadership team the key priorities, opportunities, business risks and where critical support is needed.
• Responsible for generating and collaborating cross-selling opportunities across the portfolio offerings of DuPont Healthcare Solutions
• Establish an internal cross-functional team consisting of Engineering, Sales Managers, Quality, and Marketing and collaborate to promptly serve the needs of the enterprise customers
• Effectively utilize Salesforce, a Customer Relationship Management (CRM) tool to enter and track opportunities through the stages. Ensure prompt follow-up and execution from lead to opportunity.
• Responsible for providing accurate budgeting and forecasting for assigned enterprise accounts, utilizing accounts supplied information as well as external market knowledge.
• Responsible for negotiating and maintaining any active contracts or agreements with assigned accounts, as well as ensuring all parties remain in compliance.
• Conduct quarterly business reviews with the enterprise customers
• Provide and present market and customer intelligence to the management team
• Serve as the customer focal point of communication globally

Reporting

• The Key Account Manager reports directly to the Commercial Leader

Qualifications

Key Characteristics:

• Significant experience in the medical market, of at least 10 years
• Strong relationships at top medical device OEMs
• Exceptional record of business growth
• Excellent negotiation skills that result in a Win-Win situation
• Self-driven strategic hunter with an excellent solution skill set
• Respected by their coworkers
• Good understanding of the entire product line from SPG
• Cost-conscious in spending
• Excellent familiarity with Salesforce
• Willing to travel, up to 50%