Global Key Account Manager (USA) MedTech Solutions

TekniPlex•,

14h•$130,000 - $176,000•Hybrid

About The Position

The Global Key Account Manager (GKAM) is responsible for the strategic leadership, growth, retention, and overall commercial performance of assigned global key accounts within TekniPlex MedTech Solutions (MTS). The GKAM serves as the senior commercial owner of the customer relationship globally, establishing and executing an enterprise account strategy across customer business units, product platforms, functions, manufacturing locations, and geographic regions. This role requires a deep understanding of the customer's business, markets, product portfolio, technology roadmap, manufacturing network, sourcing strategy, and long-term priorities. The GKAM translates that knowledge into a multi-year growth strategy designed to expand TekniPlex's share of wallet, develop new programs and applications, strengthen strategic relationships, and position MTS as a preferred global partner. The GKAM leads the global cross-functional account strategy and coordinates resources across Sales, Product Line Management, Strategic Marketing, Commercial Operations, Engineering, Operations, Quality, Supply Chain, Finance, and executive leadership. The role has primary responsibility for strategic account planning, executive relationships, major commercial negotiations, strategic growth initiatives, and overall alignment of MTS value with customer priorities. Success requires the ability to operate beyond individual products, sites, or transactions and manage the account as a global business relationship, connecting customer needs and growth priorities with the full breadth of the MTS portfolio including materials, components, value-add services, and contract development and manufacturing capabilities.

Requirements

Bachelor's degree in Business, Engineering, Marketing, or a related discipline required; MBA or advanced degree preferred.
8+ years of progressive experience in strategic account management, business development, sales, or related commercial leadership roles, including responsibility for large, complex customer relationships.
Demonstrated experience managing global or multi-region strategic accounts strongly preferred.
Significant experience within medical devices, medical components, polymers, contract manufacturing, or another highly engineered manufacturing environment preferred.
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 within a global, matrixed organization without relying on 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 and interpret documents such as safety rules, operating and maintenance instructions and procedure manuals.
Ability to write routine reports and legibly complete time cards and work orders.
Ability to read, analyze, and interpret technical procedures and read blueprints and technical drawings, such as machine, mechanical, pneumatic, hydraulic, and electrical.
Ability to effectively present information in one-on-one and small groups situations to other employees of the organization.
Ability to effective present information and respond to questions form groups of managers, clients, customers, and the general public.
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to compute rate, ratio, and percent.
Ability to apply concepts of basic algebra, geometry, fractions, percentages, ratios, and proportions to practical situations.
Ability to solve practical problems and deal with a variety of variable in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form.

Nice To Haves

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

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 defining revenue and profitability objectives, share-of-wallet targets, strategic priorities, relationship strategies, competitive positioning, and key opportunities.
Maintain a comprehensive understanding of the customer's corporate strategy, market position, financial performance, product portfolio, technology roadmap, manufacturing footprint, sourcing strategy, supply chain priorities, and growth objectives.
Map existing business and capabilities against the customer's global organization to identify whitespace, cross-selling opportunities, geographic expansion opportunities, and areas for deeper strategic participation.
Build broad, durable relationships across Procurement, Engineering, R&D, Operations, Supply Chain, Quality, business-unit leadership, and executive management.
Establish and manage an appropriate engagement cadence, including QBRs, Executive Business Reviews, executive sponsorship meetings, innovation workshops, and strategic planning sessions.
Own revenue, profitable growth, retention, and pipeline performance for assigned global accounts.
Deliver account-level sales and profitability performance consistent with or exceeding established objectives.
Build and maintain a robust, qualified opportunity pipeline aligned with the global account plan and MTS strategic priorities.
Expand MTS participation across customer products, programs, applications, business units, and manufacturing locations.
Lead cross-selling of the full MTS portfolio, including medical-grade materials, precision components, value-add solutions, and contract development and manufacturing capabilities.
Develop strategies to increase share of wallet and strengthen MTS position across the value chain.
Lead major opportunities from initial identification and qualification through technical evaluation, commercial development, negotiation, award, and transition to commercialization.
Establish the overall commercial strategy for assigned accounts, balancing customer requirements with MTS growth, profitability, capacity, risk, and strategic objectives.
Working with Sr. Technical Account Managers, lead major global RFQs, pricing initiatives, commercial proposals, negotiations, and strategic sourcing discussions.
Lead negotiations involving 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 to improve consistency across regions, sites, and product lines while accounting for legitimate local market and operating requirements.
Exercise commercial judgment within established pricing and approval guidelines and develop clear recommendations for decisions requiring senior or executive approval.
Maintain deep knowledge of assigned accounts, including market performance, strategic priorities, acquisitions and divestitures, product portfolio, technology roadmap, manufacturing network, key programs, decision makers, competitive environment, and growth plans.
Develop and maintain a deep understanding of current business, competitive position, and estimated share of wallet within each assigned account.
Identify competitive threats, insourcing and outsourcing trends, supplier consolidation initiatives, acquisitions, new programs, technology shifts, footprint changes, and other developments that may create opportunities or risks.
Translate customer intelligence into actionable recommendations for Sales Leadership, Product Line Management, Strategic Marketing, Operations, and executive leadership.
Provide forward-looking insight regarding customer demand, sourcing direction, investment priorities, and market developments that may influence MTS strategy.
Lead periodic global account reviews with MTS leadership to evaluate performance, opportunity pipeline, strategic progress, risks, resource requirements, and next actions.