Overview
Territory Sales Manager, Pharmacy Automation Retail - South West, South and Mid Wales & West Midlands
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Job Description
The Account Manager is responsible for identifying, managing, and developing prioritized accounts in the retail pharmacy, MDS segment in order to position BD products as a strategic partner at various stakeholder levels to support achievement of the BD MMS sales and GP targets. The Senior Account Manager is accountable for the development and effective execution of a multi-year (2 to 4 year) strategic growth and tactical execution plan for their accounts and for managing the internal teams to maximize revenue and GP growth and establish strong customer relationships. They will work closely with the wider MMS sales team and marketing team to obtain the required support and ensure the implementation and execution of the plan.
Main Responsibilities
* Strategy and long-term growth development plan for the BD Rowa Retail portfolio as part of a wider MMS automation growth plan.
* Account profile: Understanding the key figures, the strategy, partnerships and relevant trends and account ecosystem dynamics
* Business outlook: manage financials, commercial supply, contractual status, CRM dashboard, defined sales targets, tender submissions
* Strategy and growth drivers: develop the strategy, governance and coverage of stakeholders, partnership progression, portfolio of opportunities, competitive analysis and SWOT
* Functional action plans and resource allocation: customer quality assurance, customer project management, technical services, marketing, risk management, resource allocation and action plan
* Obtain buy-in, active communication and engagement with internal and external stakeholder teams to ensure the co-creation of value and effective implementation of BD Rowa Retail and PA Rowa systems
* Strengthen network of key healthcare influencers regionally
* Identify solutions which best meet customer needs through collaboration with wider teams
* Negotiate solutions with Board-level decision makers
* Manage the BD Rowa Retail interface requirements
* A strong ambassador for BD and our values externally and internally
Main Activities
* Prospect, develop and manage accounts to maximize revenue and GP growth for BD Rowa Retail product and services portfolio as part of a wider MMS automation growth plan
* Serve as the key contact to community pharmacy and identify solutions with senior management based on the needs analysis, internally and externally
* Guide solution development and coordinate project teams for solution implementation in the accounts, including the activation of the required internal resources (Marketing, Business Analytics, Technical Service, CCO, Clinical, etc.)
* Establish strong personal relationships with all relevant sponsors and power sponsors directly on site and via participation in relevant congresses and other customer conventions, gather and share market knowledge
* Create opportunities for BD MMS to consult with target accounts to deeply understand their needs and then develop tailored solutions
* Negotiate appropriate strategic deals which meet customer and BD MMS expectations
* Oversee implementation of solutions and remain the focal point of contact for the ‘power sponsor’ in the account
About You
* At least 5 to 8 years of experience in sales and similar roles
* Strong board level communication skills and experience
* Experience with board level negotiations
* Excellent business development skills and proven leadership skills to drive solutions
* Strong understanding of national healthcare system, its reimbursement and influencing dynamics, and understanding of hospital landscape is a plus
* Ability to understand and communicate effectively with individuals from a broad range of business and technical disciplines and an ability to influence these groups to achieve the objectives, both externally and internally
* Ability to work effectively both as a member and leader of multi-functional teams
* Flexible with regard to travel
* Fluency in English is a must
Salary and Location
Salary range for the role: £45,000 - £50,000 + bonus + benefits
Primary Work Location: GBR Winnersh - Eskdale Road
Note: On-site collaboration is prioritized; remote or field-based arrangements may apply as indicated in the job posting. BD is an Equal Opportunity Employer.
Equal Opportunity
BD 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.
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