Territory Account Manager - U.S. (Remote)

Becton Dickinson Medical Devices•Houston, TX

1d•Remote

About The Position

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.

Requirements

Degree level qualification; or equivalent combination of education and experience.

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
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.