JOB DESCRIPTION SUMMARY

This role is a dynamic opportunity to lead strategic Territory and Account Management, driving sustained sales growth, market share expansion, and strong customer retention. By cultivating influential relationships with key stakeholders across HSE, HSCNI Pathology, Clinical, and Procurement functions, you will play a pivotal role in executing BD’s long-term business strategy. As the IDS Brand Ambassador, you will champion customer needs, ensuring seamless issue resolution and engagement with cross-functional BD teams such as Customer Care, MSC, and Technical Services. Leveraging internal resources, you will craft and implement a multi-year territory plan while maintaining comprehensive records of all customer interactions in Salesforce to drive data-informed decision-making.

ABOUT THE ROLE

This role focuses on strategic Territory and Account Management to drive sustained sales growth, competitor share gain, and the expansion and retention of current accounts across the assigned region. The position requires building and maintaining strong relationships with key stakeholders in HSE, HSCNI Pathology, Clinical, and Procurement functions to support long-term business objectives. Acting as the key IDS point of contact and BD Brand Ambassador, the role ensures effective customer engagement, issue resolution, and collaboration with internal teams including Customer Care, MSC, and Technical Services. A key aspect includes identifying and mobilizing cross-functional BD resources to execute the territory plan, while maintaining up-to-date records of all activities and interactions in Salesforce.
On the sales front, the role is responsible for meeting annual sales targets and driving profitable growth across the IDS product portfolio, with a particular focus on priority products aligned to BD’s strategic goals. Using BD’s Customer Engagement Models, the role flexibly adapts between leading, supporting, or executing sales initiatives based on complexity and value, collaborating with internal functions such as Professional Services, Solution Consultants, and Marketing to ensure successful outcomes. The position also supports commercial excellence initiatives, including pricing and tendering, while ensuring detailed and accurate documentation of account plans, forecasts, and project implementation in SFDC to enable ongoing performance tracking and strategic decision-making.

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 HSE 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.