Job Description
The Territory Account Manager (managing regional NA accounts) is responsible for the sale of BDM PS products and services to pharmaceutical or medical devices accounts, maintaining sustainable business relationships to manage existing business and develop new business relationships with new pharmaceutical or medical devices accounts. The Territory Account Manager will also work on special projects as assigned by BDM PS Management to support BDM PS business objectives
Responsibilities:
- Achieve or exceed the sales goals as established in the Annual or multi annual Plan for the territory, based on growth rate consistent with the average of the reference markets.
- Plan, organize customers’ interfaces (calls, prospecting calls, day to day calls…) by himself/herself, or thanks to business assistants/support personnel, on assigned accounts to present, promote and sell products within the scope of BDM PS combination of existing solutions or aligned to global account strategy, as applicable.
- Utilize a lean approach and standard offer (products or services) to generate incremental profit or maintain current sales.
- Develop and obtain approved business case for customized offers.
- Plan and organize all travel for account visits to maximize the account coverage, optimize use of their time and other BDM PS attendees, and respect expenses budget.
- Establish efficient working relationships with all customers’ contacts in a favorable manner. Provide an adequate service level to the customer.
- Develop an in-depth knowledge of Territory accounts and relevant knowledge accounts in their area of responsibility and the key decision making personnel within these accounts.
- Participate in internal and external management meetings when requested by BDM PS management.
- Provide technical support with relevant functional teams or by himself on the standard offer.
- Is able by himself/herself, or thanks to experts, to problem solve and bring effective solutions to customer that are aligned to BDM PS standard offer.
- Maintain records and reporting systems as required for the general operation of the business. Maintain such records and reports in a current condition and observe prudent good business practices in assuring that such materials are kept in a manner that permits easy access, review, and use as required.
- Prepare and maintain customer profiles on each and every customer in the area of responsibility through sf.com
- Facilitate customer meetings to drive territory strategy in support of region or global account strategy
- Prepare and submit sales call reports as required
- Prepare, submit and follow monthly reports and sales re-forecasts as required.
- Develop sales forecasts by account and product lines and submit same to Management monthly (i.e. demand management systems).
- Prepare and manage commercial and confidentiality contracts.
- Prepare products offer to propose in BD PartnerPath where appropriate and manage Pipeline of leads and opportunities.
- Maintain accurate and timely records on competition and advise Management, in writing, and submit samples, specifications and literature in a timely manner, of any changes in the competitive situation.
- Prepare and submit an Annual Plan for assigned accounts including unit sales forecast and written comments on either opportunities or threats.
- Manage deployment and execution of Annual Plan.
- Maintain and control expenses in line with company guidelines and annual budget.
- Participate in trade associations as deemed desirable, required, and/or recommended by Management.
- Manage and support special project initiatives as assigned.
Minimum Requirement:
Degree level qualification; or equivalent combination of education and experience.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
- Annual Bonus
- LTI Bonus
- Potential reimbursement of vehicle use/mileage _(remove if position not eligible ,__refer to_[ _NJ Benefits matrix_](https://bd1.sharepoint.com/:x:/r/sites/NorthAmericaTAResourcesTraining/Shared%20Documents/Salary%20Range%20Posting%20Transparency/NJ%20Pay%20Transparency/Benefits%20Matrix%20-%20NJ%20pay%20transparency.xlsx?d=w3a37163b2d984bfaac3f30f146fbd829&csf=1&web=1&e=3tjPz0) _)_
Health and Well-being Benefits
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Dental coverage
- Vision coverage
- Hospital Care Insurance
- Critical Illness Insurance
- Accidental Injury Insurance
- Life and AD&D insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Wellness incentives
- Sleep improvement program
- Diabetes management program
- Virtual physical therapy
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
- BD 401(k) Plan
- BD Deferred Compensation and Restoration Plan
- 529 College Savings Plan
- Financial counseling
- Baxter Credit Union (BCU)
- Daily Pay
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- MetLife Legal Plan
- Group auto and home insurance
- Pet insurance
- Commuter benefits
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
- Workplace accommodations
Other Life Balance Programs
- Adoptionassistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregivingassistancefor elderly and special needs individuals
- Employee Assistance Program (EAP)
- Paid Parental Leave
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Bereavement leaves
- Military leave
- Personal leave
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Why Join Us?
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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit [_https://bd.com/careers_](https://bd.com/careers).
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.
