Director, Global Key Accounts *PC 1176

Your Role:

The Director, Global Key Account Management (GKAM), holds full accountability for driving business performance and shaping the long-term strategic direction of targeted Biopharma Global Key Accounts across the research-to-commercial continuum in North America. This role provides strategic leadership and development for the North American Global Key Account Managers (GKAMs) and Pharma Key Account Managers (PKAMs).

Essential Duties and Responsibilities:

• Lead, develop, and retain a high-performing team of GKAMs and PKAMs, providing clear goals, ongoing coaching, and structured performance management focused on revenue growth, Miltenyi core business positioning and strategic account development.
• Set the strategic direction for global key accounts development, ensuring alignment with the global GKAM organization priorities and Miltenyi Biotec's overall growth strategy.
• Contribute to building and maintaining C-suite and executive-level relationships at major biopharma customers, positioning Miltenyi as a long-term, innovation-driven partner across research, translational, clinical and commercial stages.
• Ensure GKAMs orchestrate and empower PKAMs and the broader commercial organization (e.g. field application specialists, GIBO, services, marketing) to deliver coordinated, high-impact, customer-centric account execution.
• Ensure adequate local field sales resource allocation and support through ongoing collaboration and alignment with field sales leadership in the assigned geography.
• Drive a robust account planning and penetration/expansion framework, including systematic account mapping, stakeholder analysis, opportunity qualification, risk assessment and long-term growth planning for each global key account in the US.
• Own forecasting adherence, targets setting and performance tracking for global key accounts.
• Act as the senior escalation point for complex customer issues and high-stakes negotiations, balancing customer needs with Miltenyi's strategic, commercial and financial objectives.
• Collaborate with cross-department/functional business partners (e.g. Business Development, R&D, Marketing, Supply Chain, Quality, Regulatory Affairs, Finance and Legal) to enable shaping and delivery of integrated solutions, strategic collaborations and partnership models tailored to global key accounts.
• Champion the voice of customers within the global organization, providing structured feedback on unmet scientific, operational and commercial needs and influencing portfolio, service and go-to-market decisions.
• Monitor external trends in Cell and Gene Therapy, competitive dynamics and changes in the US healthcare and regulatory environment and translate these into opportunities and risks for Miltenyi global key account business.

Requirements:

• Master's degree in a scientific or technical field (e.g., Biology, Immunology, Biomedical Engineering), and at least 12 years in a leadership role supporting customer-facing commercial teams.
• Experience in the Life Science/ Biopharma industry, including significant exposure to the US market and the Cell and Gene Therapy ecosystem.
• Proven leadership experience building and managing senior key account teams, with a track record of developing talent and leading through influence.
• Demonstrated success in global key account management with responsibility for complex, multi-stakeholder accounts and high-value solution selling. Ability to identify and articulate impactful value propositions to senior management and executive levels.
• Strong strategic acumen with the ability to synthesize scientific, commercial and market information into clear strategic choices and actionable plans.
• Excellent communication and executive-level presentation skills. Ability to translate complex concepts into compelling narratives for both scientific and business audiences.
• High level of financial and commercial acumen, including experience with pricing, contracting and long-term partnership structures.