Global Key Account Manager (USA) MedTech Solutions

Imagine: A Career with Purpose and Possibility

Picture this: You are part of a global team of problem-solvers whose innovations in materials science can make life better. Every day, you help turn ideas into impact using science, technology, and creativity to tackle real-world challenges. You are part of a company whose work helps improve patient outcomes in healthcare and protects essential consumer goods that people around the world rely on every day.

At TekniPlex, you’ll join more than 8,000 colleagues across 12 countries, all united by one purpose: creating safer, smarter solutions that touch daily life. Through our two divisions, TekniPlex Healthcare and TekniPlex Consumer Products, you’ll help shape industries that matter: healthcare, pharmaceutical, food & beverage, beauty, and personal care.

Here, your ideas count and your work matters. You’ll be encouraged to think boldly, collaborate across cultures, and keep growing every step of the way. You will help protect the integrity of essential products, support patient safety and comfort, and contribute to innovations that make everyday life better, all while building a career that makes an impact.

Because at TekniPlex, you don’t just deliver products – you help shape what’s next.

JOB SUMMARY

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. The salary range for this role is $130,000 to $176,000 annually plus bonus program. Pay is based on experience.

DUTIES AND RESPONSIBILITIES

Global Strategic Account Leadership

• 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.

Growth, Share of Wallet & Pipeline Execution

• 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.

Global Commercial Strategy & Negotiation

• 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.

Account & Market Intelligence

• 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.

Key Measures of Success

Performance will be evaluated against a combination of financial, strategic, and execution measures, including:

• Revenue and profitable growth within assigned accounts.
• Share-of-wallet expansion and cross-portfolio penetration.
• New business awards and qualified pipeline development.
• Retention and expansion of existing strategic business.
• Achievement of pricing, margin, and commercial objectives.
• Progress against multi-year global account plans.
• Executive relationship depth and customer engagement.
• Forecast accuracy and pipeline discipline.
• Effectiveness of global cross-functional account leadership.
• Development of TekniPlex's position as a strategic or preferred supplier.

QUALIFICATIONS

• 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%.

Leadership Profile

The successful Global Key Account Manager will combine strategic perspective with strong execution. This individual must be comfortable moving between executive-level customer discussions, detailed account economics, complex technical opportunities, cross-functional internal decisions, and day-to-day commercial execution.

The role requires an enterprise mindset: the ability to look beyond individual transactions, products, manufacturing sites, or regions and make decisions based on the long-term value of the total customer relationship. The GKAM must be capable of aligning diverse internal stakeholders around a common account strategy while earning the credibility and trust required to influence senior customer leaders.

Above all, the GKAM is expected to own TekniPlex MTS business with the customer globally, understanding where we participate today, where we should participate tomorrow, what is required to get there, and mobilizing the organization to deliver against that strategy.

TekniPlex provides a comprehensive and flexible benefits program that you can customize to fit your personal needs. Our programs offer you and your family health care coverage and financial security. You can take advantage of life insurance, disability coverage and voluntary benefits for extra financial protection and peace of mind. Plus, our work-life benefits provide support and assistance whenever you need it.

Some of your benefits are paid in full by TekniPlex and some costs are shared between you and TekniPlex. Other benefits are made available to you at reasonable group rates.

• Medical Coverage
• Prescription Drug Coverage
• Telemedicine
• Dental Coverage
• Vision Coverage
• Employee Assistance Program
• Health Savings Account (HSA)
• Flexible Spending Account (FSA)
• Basic Term Life/AD&D Insurance
• Voluntary Life/AD&D Insurance
• Short Term Disability (STD)
• Long Term Disability (LTD
• Voluntary Buy-Up LTD
• Hospital Indemnity
• Accident Insurance
• Critical Illness
• 401(k) Retirement Savings Plan
• Daily Pay
• Business Travel Insurance
• Legal Plan
• Identity Protection

LANGUAGE SKILLS

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.

MATHEMATICAL SKILLS

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.

REASONING ABILITY

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.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear.  The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms.  The employee is occasionally required to sit; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.  The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

While performing the duties of this job, the employee is frequently exposed to moving mechanical parts and vibration.  The employee is occasionally exposed to high, precarious places; fumes or airborne particles; toxic, flammable or caustic chemicals; outside weather conditions; and extreme heat.  The noise level in the work environment is usually moderate

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

Equal Opportunity Company

Tekniplex is proud to be an Equal Opportunity Employer. Our hiring practices provide equal opportunity for employment without regard to race, religion, color, sex, gender, national origin, age, United States military veteran’s status, ancestry, sexual orientation, marital status, family structure, medical condition including genetic characteristics or information, veteran status, or mental or physical disability so long as the essential functions of the job can be performed with or without reasonable accommodation, or any other protected category under federal, state, or local law.