Global Key Account Manager (USA) MedTech Solutions

TekniPlex•,

17h•$130,000 - $176,000

About The Position

The Global Key Account Manager (GKAM) provides strategic leadership for assigned global key accounts within TekniPlex MedTech Solutions (MTS), owning customer relationships and overall commercial performance. The role develops and executes multi-year account strategies across customer business units, product platforms, functions, manufacturing locations, and geographic regions, using a deep understanding of customer priorities, markets, technology, manufacturing, and sourcing needs to grow revenue, profitability, and MTS’s share of wallet. The GKAM leads global account planning, executive relationships, major commercial negotiations, growth initiatives, and coordination of internal resources across Sales, Product Line Management, Strategic Marketing, Commercial Operations, Engineering, Operations, Quality, Supply Chain, Finance, and executive leadership. The position connects customer needs with MTS’s portfolio of materials, components, value-added services, and contract development and manufacturing capabilities. The stated salary range is $130,000 to $176,000 annually, plus a bonus program; pay is based on experience. Domestic and international travel is required as needed, approximately 30–50%. The role calls for an enterprise mindset and the ability to move between executive discussions, account economics, technical opportunities, internal decisions, and commercial execution. The successful candidate aligns internal stakeholders around a global account strategy and builds credibility with senior customer leaders. TekniPlex offers a flexible benefits program covering health care, financial security, and work-life support.

Requirements

Bachelor’s degree in Business, Engineering, Marketing, or a related discipline.
At least 8 years of progressive experience in strategic account management, business development, sales, or related commercial leadership, including responsibility for large, complex customer relationships.
Experience managing customer relationships across multiple business units, manufacturing locations, product platforms, and geographic regions.
Strong understanding of medical device applications, technical requirements, specifications, manufacturing processes, and product development environments, with the ability to translate technical and customer needs into commercial opportunities.
Strong commercial and financial acumen, including experience with pricing strategy, forecasting, profitability analysis, complex negotiations, contracts, and long-term agreements.
Demonstrated ability to develop relationships and influence decisions across customer functions and organizational levels, including senior and executive leadership.
Proven ability to lead cross-functional teams and influence stakeholders in a global, matrixed organization without direct reporting authority.
Strong strategic thinking, communication, negotiation, presentation, problem-solving, and decision-making capabilities.
Ability to manage multiple complex priorities, opportunities, and commercial risks with a high degree of independence and judgment.
Ability to travel domestically and internationally as required, approximately 30–50%.
Ability to read, analyze, and interpret technical procedures and blueprints or technical drawings, and effectively present information to individuals and groups.
Ability to perform the mathematical calculations and practical problem-solving described in the posting.
Ability to meet the described physical demands, with reasonable accommodations where applicable.

Nice To Haves

MBA or other advanced degree.
Demonstrated experience managing global or multi-region strategic accounts.
Significant experience in medical devices, medical components, polymers, contract manufacturing, or another highly engineered manufacturing environment.

Responsibilities

Serve as the senior commercial owner and primary strategic relationship leader for assigned global key accounts.
Develop and execute comprehensive, multi-year global account plans with revenue, profitability, share-of-wallet, relationship, competitive-positioning, and opportunity objectives.
Maintain a comprehensive understanding of customers’ corporate strategy, markets, financial performance, products, technology roadmaps, manufacturing footprints, sourcing strategies, supply-chain priorities, and growth objectives.
Map existing business and capabilities against customer organizations to identify whitespace, cross-selling opportunities, geographic expansion, and opportunities for deeper strategic participation.
Build relationships across Procurement, Engineering, R&D, Operations, Supply Chain, Quality, business-unit leadership, and executive management.
Establish and manage customer engagement cadences, including QBRs, Executive Business Reviews, executive sponsorship meetings, innovation workshops, and strategic planning sessions.
Own revenue, profitable growth, retention, and pipeline performance for assigned accounts, and deliver account sales and profitability performance against established objectives.
Build and maintain a qualified opportunity pipeline aligned with global account plans and MTS priorities.
Expand MTS participation across customer products, programs, applications, business units, and manufacturing locations; lead cross-selling of the MTS portfolio.
Lead major opportunities from identification and qualification through technical evaluation, commercial development, negotiation, award, and transition to commercialization.
Set account commercial strategy while balancing customer needs with MTS growth, profitability, capacity, risk, and strategic objectives.
With Senior Technical Account Managers, lead major global RFQs, pricing initiatives, commercial proposals, negotiations, and strategic sourcing discussions.
Lead negotiations on pricing, volume commitments, forecasts, payment terms, supply commitments, long-term agreements, productivity expectations, and other significant commercial terms.
Develop global commercial best practices where appropriate, accounting for legitimate local market and operating requirements.
Exercise commercial judgment within pricing and approval guidelines and develop recommendations for matters requiring senior or executive approval.
Monitor account and market intelligence, including competitive position, estimated share of wallet, decision makers, programs, acquisitions and divestitures, technology shifts, sourcing trends, and footprint changes.
Translate customer intelligence into recommendations for Sales Leadership, Product Line Management, Strategic Marketing, Operations, and executive leadership.
Provide forward-looking insight on customer demand, sourcing direction, investment priorities, and market developments that may influence MTS strategy.
Lead periodic global account reviews with MTS leadership to assess performance, pipeline, strategic progress, risks, resources, and next actions.
Manage multiple complex priorities, opportunities, and commercial risks with independence and judgment; travel domestically and internationally as required.
Read and interpret safety rules, operating and maintenance instructions, procedure manuals, technical procedures, blueprints, and technical drawings; present information to employees, managers, clients, customers, and the public.
Apply arithmetic and practical mathematical concepts, and solve problems by interpreting instructions, defining problems, collecting data, establishing facts, and drawing conclusions.