Key Account Manager, Specimen Management

Job Description

The Key Account Manager (KAM) is responsible for driving strategic growth within Thailand’s most important healthcare accounts and private hospital groups. This role focuses on developing executive-level relationships, influencing strategic purchasing decisions, identifying new business opportunities, and leading complex sales projects across multiple stakeholders.

This is an individual contributor role with no direct reports. Success depends on strong commercial leadership, strategic account management, and cross-functional collaboration.

Key Responsibilities

• Develop and execute strategic account plans for assigned key accounts.
• Build long-term partnerships with major university hospitals, government institutions, and strategic healthcare organizations.
• Identify opportunities to expand BD’s Specimen Management portfolio across assigned accounts.
• Drive customer retention, contract renewals, and long-term business growth.
• Develop relationships with private hospital networks.
• Drive standardization of BD Specimen Management solutions across hospital groups.
• Coordinate implementation strategies among hospitals within the same network.
• Support regional expansion opportunities through hospital chain management.
• Establish and maintain strong relationships with C-suite executives, including: CEO, COO, Hospital Director, Medical Director, Chief Nursing Officer (CNO), Chief Financial Officer (CFO), Procurement Director, Laboratory Director.
• Position BD as a strategic healthcare partner rather than a product supplier.
• Lead executive business reviews and strategic discussions.
• Identify new strategic business opportunities.
• Lead high-value tenders, negotiations, and complex sales projects.
• Develop value-based proposals aligned with customer priorities.
• Drive conversion from competitive products to BD solutions.
• Collaborate closely with Sales Representatives, Clinical Marketing, Customer Service, and regional teams.
• Lead account strategy meetings and coordinate resources to achieve business objectives.
• Share best practices across the organization.
• Monitor healthcare market trends, competitive activities, reimbursement changes, and tender opportunities.
• Provide strategic insights to support business planning and pricing strategies.
• Achieve annual sales targets.
• Build and manage strategic opportunity pipelines.
• Forecast revenue accurately.
• Optimize pricing while protecting business profitability.

Qualifications

• Bachelor’s degree in Medical Technology, Science, Pharmacy, Nursing, Business, or related field.
• MBA is an advantage.
• Minimum 5–8 years of medical device or healthcare sales experience.
• Proven experience managing strategic accounts or key customers.
• Strong negotiation and executive communication skills.
• Experience working with hospital executives and procurement committees.
• Strong business acumen and analytical skills.
• Excellent presentation skills in both Thai and English.

Core Competencies

• Strategic Account Management
• Executive Relationship Management
• Consultative Selling
• Business Development
• Negotiation & Influencing
• Commercial Acumen
• Healthcare Market Knowledge
• Cross-functional Collaboration
• Project Leadership
• Customer-centric Mindset

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.