Job Description Summary
Be part of something bigger!
BD is a one of the largest global medical technology companies in the world, with 65,000 employees and is advancing the world of health by improving medical discovery, diagnostics, and the delivery of care.
We have a fantastic field-based opportunity for the position of Regional Account Manager IDS, reporting to the Regional Sales Manager IDS UKI. The candidate will be covering Scotland.
IDS Product Portfolio & Solutions Specimen Management: BD Vacutainer™ blood tubes, blood acquisition products and arterial blood gas devices. Diagnostic Systems range of BD BACTEC™ (Blood Culture Solution), BD MGIT™ (TB Solution), BD MAX™ (Enteric/STI/Respiratory Automated Molecular Solution), BD COR™ (High Throughput Automated STI/Cytology Molecular Solution), BD PHOENIX™ & Bruker MALDI Biotyper® (Automated ID/AST Solution), BD SYNAPSYS™ (Web Based Informatics Solution) and BD KIESTRA™ (Lab Automation Solution).
Job Description
We are the makers of possible
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.
Why join us?
A career at BD means learning and working alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time.
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 health. At BD, you’ll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place.
Become a maker of possible with us!
Our vision for Integrated Diagnostics Solutions
at BD
By aligning and simplifying our work, our Integrated Diagnostic Solutions (IDS) business unit aims to drive growth and innovation around everything from integrated specimen management to diagnostic solutions.
About The Role
The Regional Account Manager - IDS (Scotland) will sell existing and new BD IDS consumable products, including blood collection, safety phlebotomy, transfer devices, accessories, etc., to NHS sites in Scotland. Also, will assess clients’ needs with product ordering, servicing and maintaining the existing business portfolio, lead incremental conversion opportunities from initial targeting through evaluation, and drive sales to meet or exceed sales quota regularly. Other key responsibilities will include working with local distributor branches servicing the territory and utilizing available sales support to drive the growth of BD’s business.
Main Responsibilities Will Include
- Create and execute a multi-year Territory plan to drive competitor share gain and current account expansion, maintenance and retention.
- Maintain and leverage relationships with key customers in NHS and HSCNI Pathology, Clinical, and Procurement functions to support long-term sustained sales growth and execution of the business strategy.
- Promote BD IDS and BDX on the Territory and act as a BD Brand Ambassador
- Key IDS “Point Person” on the territory. Act as a trusted partner to customers. Act as their Champion within BD. Help them maintain a productive and beneficial relationship with BD IDS and assist in resolving issues they may have. Engage Customer Care, MSC and Technical Services to support the customer as required.
- Identify BD cross-functional resources needed to complete the Territory plan. Engage internal customers to form virtual teams to support these initiatives.
- Maintain records of all customer activities and communications in Salesforce.
- Deliver annual sales targets and drive profitable growth across the designated territory and IDS product portfolio.
- Deliver accelerated growth on Focus products in line with company strategy.
- Identify, prioritise, and successfully close profitable growth opportunities across regions utilising the “BD Way of Selling”
- Use BD Customer Engagement Models to progress and close sales opportunities, engaging a broad range of BD commercial functions when required. Use the correct customer engagement model that matches the complexity and value of the opportunity. Flex from acting individually to close lower complexity opportunities to leading small cross-functional teams to close medium complexity opportunities through acting as a team member within a large cross-functional or cross-regional team working on a complex high-value solution-based opportunity.
- Partner with internal collaborators and function group to deliver sale objectives and in line with Customer Engagement Models. These include Professional Services, Solution Consultant, Managed Services, Technical Services, Contract and Tenders and Marketing teams.
- Execute BD commercial excellence initiatives on Territory eg pricing, contracting and tendering processes, use Customer Engagement Models, Implementation and BO management
- Ensure accurate Account Plans, Project Implementation Plans, Sales Opportunities and Forecasts are documented and maintained for regular review in SFDC. Also provides commentary and insight into sales performance to support monthly business review processes.
About You
- 2 years of sales experience preferred, working with Infection Prevention, Med/Surg, Occupational Health, Nursing, and Laboratories.
- Proven track record of sales success
- Proven track record of territory management and forming productive relationships with key customers.
- Understanding of the NHS purchasing process and healthcare system procurement processes. Working knowledge of commercial terms and conditions of contract.
- Ability to manage & implement multiple opportunities of varied complexity simultaneously
- Excellent presentation skills with strong financial foresight and negotiation skills
- Effective teammate, able to form productive relationships across a range of BD functions to support territory management and sales growth objectives.
- Use of Salesforce CRM. Proficient use of Microsoft Office (Word, PPT, Excel)
- Educated to degree level or equivalent, preferably in a scientific subject area.
Click on apply if this sounds like you!
Becton, Dickinson and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally-protected characteristics.
To learn more about BD visit: https://bd.com/careers
Required Skills
Optional Skills
Primary Work Location
GBR Winnersh - Eskdale Road
Additional Locations
Work Shift
At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under Our Commitment to You.
Salary or hourly rate ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed.
The salary or hourly rate offered to a successful candidate is determined by their experience, education, and skills, as well as the labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location.
Salary Range Information
£42,000.00 - £71,400.00 GBP Annual
