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Global Key Account Director at Tekni-plex in Madison, Wisconsin

Posted in Management 30+ days ago.

Type: Full-Time

Job Description:

Tekni-Plex serves the medical device, medical diagnostic, pharmaceutical and related healthcare industries with contract filling and manufacturing, medical polymer compounds, tubing technologies, sterile and high barrier primary packaging. Products include medical grade polyvinyl chloride (PVC) and thermoplastic elastomer (TPE) compounds and tubing manufactured from PVC, TPE, polyolefins, silicone, thermoplastic polyurethanes (TPUs), nylons, coated Tyvek and paper, film and foil laminations, formable films, cold-seal coated film and paper, molded unit dose packaging, and contract filling of liquid unit dose packaging.. Applications for these technologies are far reaching, from liquid and solid oral dose pharmaceuticals, medical equipment and patient therapy (e.g., intravenous, respiratory) to diagnostic and interventional devices.

The Global Key Account Director (GKAD) will be responsible for managing a small number of Tekni’s most strategically important customers in the Healthcare space. Specifically, with those select customers, the GKAD is responsible for maintaining and expanding Tekni’s relationship; aggressively growing Tekni’s revenue and profitability; and identifying, developing and delivering strategic objectives that may fundamentally impact the trajectory of the customer’s and Tekni-Plex’s business.

For these select customers, the Global Key Account Director must perform at the highest levels of four fundamental areas
• Owns Tekni’s Healthcare Business with their Customers
• Builds Cross Functional and Executive Relationships with the Customers
• Develops, communicates and executes the Key Account Plan
• Builds and Leads Internal and External Teams


Owns Tekni’s Business with their Customers
• Develops deep understanding of the customer, including the customer’s environment and market, strategic plans, business state and gaps, organization, and processes, as well as Tekni-Plex’s capabilities and potential capabilities
• Contributes in meaningful ways to the strategic planning processes of the customer and Tekni-Plex (in strong collaboration with Product Marketing and Strategic Marketing) by
     o analyzing and evaluating complex issues, capabilities and potential solutions
     o identifying, developing, gaining support for and executing win-win, game-changing objectives and opportunities
• Develops and maintains strategic account plans that align the customer’s and Tekni-Plex’s strategic objectives
• Develops & executes action plans, both within the customer’s organization and Tekni-Plex
     o Effectively facilitates meetings, engages in consultative selling, negotiates and presents within the customer’s organization and Tekni-Plex, often with the most senior levels
     o Identifies, develops and drives specific business-development opportunities with the customer account. Ensures the timely and successful delivery of Tekni’s solutions according to customer needs and criteria
• Sets budgetary targets and forecasts in collaboration with internal stakeholders. Tracks and analyzes performance
• Delivers strategic results for customers and Tekni-Plex, while providing revenue and profit growth in line with the HCD strategic targets

Builds Cross Functional and Executive Relationships with the Customers
• Develops a detailed understanding of the customer’s organization and processes
• Develops deep, broad and long-term relationships within the customer and Tekni-Plex
    o Particularly important relationships include senior executives and the personnel and teams within development, engineering and procurement
     o Progressively improves the strength of these relationship through results delivery and partnership behavior
     o Develops coach-champion relationships within the customer
• Ensures timely and effective communications between Tekni-Plex and the customer’s organization
     o Often is the primary point of contact for the customer and internal Tekni-Plex teams
     o Builds and facilitates peer-to-peer relationships and dialogue between customer and Tekni-Plex
     o Enlists expertise as needed within Tekni-Plex and the customer

Develops, communicates and executes the Key Account Plan
Details to be provided

Builds and Leads Internal and External Teams
• Builds strong internal account-management teams and marshalls resources and enlists the aid of other Tekni functional teams
• Defines project charters, secures support for projects, and provides/ ensures effective project management
• Similarly, ensures the development and facilitates as appropriate teams within the customer to explore and deliver specific objectives

In carrying out the above activities, GKADs are expected to embrace Tekni’s commercial operating model, including

     o Fully adopt and apply the Tekni Sales Management Operating System (process, methodology, MySalesMOS and other systems) to develop account plans and manage opportunities

     o Continually develop one’s skills by learning, practicing and participating in regular coaching sessions

     o Be a recognized leader in the industry



• Bachelor’s degree (engineering or science preferred).

• Extensive experience of complex account management, ideally strategic account management. International experience in this context is ideal.

• Business management experience and/or similar cross-functional leadership experience in complex environments is ideal.

• Track record of successful engagements at senior-levels and C-suite required.

• High levels of financial acumen and strategic planning competencies.

• Technical knowledge of medical devices, diagnostics, pharmaceuticals, plastics industry and plastic materials is preferred.

• Excellent communication skills. Able to fully communicate issues / opportunities / results back through the organization.

• Ability to travel 50% of the time, including international travel.

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