Job Description Summary

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 North London, South London and Kent.

The IDS portfolio is broad and exciting, including market leading brands spanning, Specimen Management Solutions, Laboratory based Microbiology, Molecular and Women's Health & Cancer diagnostics, complimented by our Point of Care respiratory portfolio. IDS has directly contributed to tackling the COVID-19 pandemic through provision of Lab based COVID-19 PCR diagnostics, Swab based Viral transport media and COVID-19 Point of Care Diagnostics.

Job Description

We are the makers of possible

• Build and implement a multi-year Territory plan to drive competitor share gain and current account expansion, maintenance and retention.
• Maintain and leverage relationships with key stakeholders in NHS 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 territory. Act as a trusted partner to customers. Act as their Champion within BD. Help them to maintain a productive and beneficial relationship with BD IDS and to 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 required to implement the Territory plan. Engage internal partners to form virtual teams to support these initiatives.
• Maintain records of all customer activities and communications in Salesforce
• Project manage local installations.

• 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 region 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 accurate Customer Engagement Model matched to 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 a complex high-value solution-based opportunity.
• Partner with internal customers 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.
• Implement 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.

• Experience within the IVD Diagnostics industry. Ideally these would be in the fields of Microbiology, Molecular.
• Proven record of sales success
• Experience of territory management and forming positive relationships with key stakeholders within NHS Pathology Services.
• Experience of Pre-Sales, Tendering, Contracting and Implementing with NHS Pathology Services for Capital Equipment, Consumables and Managed Service Contracts
• Understanding of the NHS purchasing process and healthcare system procurement processes. Confirmed understanding of commercial terms and conditions of contract.
• Ability to lead & implement multiple opportunities of varied complexity simultaneously
• Excellent presentation skills with strong financial awareness and negotiation skills
• Effective teammate, able to form positive 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 field.