Job Board | Head* of Global Key Account Management

Be the ONE who joins a great team.

We are more than 16.500 experts in 34 countries around the globe – become
Head* of Global Key Account Management

Mainz, Germany
Unlimited contract

Because human health matters: Join a team where your visions, your
creativity and our mutual collaboration can make a difference contributing
to something as meaningful as saving lives. At SCHOTT Pharma, we design
solutions to ensure medicines are safe and easy to use for people around
the world. Today, we play an essential role in delivering a COVID-19
vaccine to hospitals and patients.

Your passion is to be a leader for an intercultural team whose strength is
an outstanding business acumen linked with analytical, conceptual and
organizational skills? With your expertise to manage complex relationships,
you are interested in creating balance between excellent customer
satisfaction, long-term customer relationships and internal commercial
needs of our BU Pharma?

Then, you might be just the ONE, we’re looking for. Join us as Head* of
Global Key Account Management for our Business Unit Pharma, located in
Mainz. In this position, you report to the Head of Global Sales & Marketing
and lead the team of globally acting KA managers. Your individual
contribution is to drive the current and future value of key businesses of
our BU Pharma.

Your Contribution
* You are responsible for the global strategy that is valid for all you
key accounts (KA), incl. the sales targets, budget, forecasts per
product and plant. In this context, you communicate key account
strategies in regional sales meetings, understand regional sales
perspective and coordinate local sales targets with KAM goals
* In order to achieve sales targets, you manage the global KA by
implementing and reaching SBF and BU sales objectives, by using
measures of price policy per KA, by promoting partnerships between
customers and our BU Pharma sites and by personally supporting your
KAM team in important customer meetings. Furthermore, you steer the
process and challenge the status-quo in order to identify and grow
sales opportunities for all KAs and enhance profit margins.
* You not only define the negotiation guideline and strategy for
specific negotiations per KA, but also personally lead major contract
* You, as disciplinary leader, motivate and drive qualifications /
skills of your KAM team
* In order to fulfill Customer and Market Intelligence, you develop and
execute a broad multi-level, cross-functional engagement model to
strengthen customer loyalty for all KA. Therefore, you ensure that
your KAM team checks and reports on customer’s needs to improve
current products or develop new products / services. You evaluate
chances and risks of business opportunities and share the information
with Marketing, Product Management and/or product development.
Your Qualifications
* Master degree in business administration, engineering or life science

* Min. 10 years of professional experience in Sales or sales-related
function in an international B2B environment, preferably in a cGMP
industry, e.g. in pharma packaging / biotech / medical device
* Very good technical knowledge of products, processes and technology
as well as of major digital tools used in the business environment,
e.g. LinkedIn, MS Office, CRM, SAP
* Outstanding acumen of business skills (strategic business planning,
pricing, etc.) in combination with a distinct strategic mindset are
as important as solution-focused, result-oriented working style and a
high level of motivation.
* Your leadership expertise in intercultural teams allows you not only
to work with but also to develop your highly customer centric,
professional team of KAMs.
* Excellent negotiation, influencing and presentation skills in English
and German language; further language is a plus
* International mobility and willingness to travel are essential for
this position.
At SCHOTT, you can expect a unique corporate culture where we emphasize
equity, diversity and inclusion. We know: motivated and committed employees
are the condition for the success of our company.

Trust-based working time
Holistic corporate health management
Free Parking
Please feel free to contact us
Wir freuen uns auf Ihre Bewerbung:


Cornelia Kempkes



*At SCHOTT, it’s your personality that counts – not your gender, your
identity, or origin.