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).
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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.