Key Account Manager

DuPont™ Spectrum™; City of Glens Falls (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

DuPont™ Spectrum™ seeks a Senior Key Account Manager to own sales for enterprise customers in the healthcare solutions portfolio, including fluid management tubing, flexible packaging, and catheter technologies.

The role focuses on building a robust account plan, deep channel relationships with top medical device OEMs, cross-functional collaboration, accurate forecasting, and quarterly business reviews to drive profitable revenue growth and market share expansion.

Qualifications

• Significant experience in the medical market with 10+ years.
• Strong relationships at top medical device OEMs.
• Proven track 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 coworkers.
• Good understanding of the SPG product line.
• Cost-conscious in spending.
• Excellent familiarity with Salesforce.
• Willing to travel up to 50%.

Responsibilities

• Upholds DuPont Healthcare Solutions vision and core values.
• Develop an annual key account plan establishing metrics and goals.
• Become the customer products and end market expert, understand applications and challenges.
• Present bi-monthly to leadership on priorities, opportunities and risks.
• Generate cross-selling opportunities across portfolio offerings.
• Establish an internal cross-functional team and collaborate to serve accounts.
• Utilize Salesforce to enter and track opportunities.
• Ensure prompt follow-up from lead to opportunity.
• Forecasting and budgeting for assigned accounts.
• Negotiate and maintain contracts with assigned accounts.
• Conduct quarterly business reviews with the enterprise customers.
• Provide market and customer intelligence to management.
• Serve as the customer focal point of communication globally.

Skills

Medical market exp

Top OEM relations

Business growth track record

Negotiation skills

Strategic hunter

Respected by coworkers

SPG product line knowledge

Cost-conscious

Salesforce familiarity

Willing to travel

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

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%

Required Skills

• 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%

Preferred Skills

• Strong relationships at top medical device OEMs