Job Description Summary

The Territory Account Leader is responsible for driving revenue growth and strategic account development across the pharmaceutical, medical device and CDMO industry in North America while leading a team of Territory Account Managers. This role leads territory sales activities focused on prefilled syringe platforms while strategically positioning the company’s broader portfolio of drug delivery devices (ADDS), combination product solutions, and laboratory services.
The Sales Manager develops deep partnerships with pharmaceutical customers, identifies opportunities across the drug lifecycle, and collaborates with internal cross-functional team members to deliver integrated solutions that support successful drug development and commercialization.
This role requires strong consultative selling capabilities, deep knowledge of the injectable drug delivery landscape, and the ability to engage with cross-functional stakeholders including R&D, quality, regulatory, and procurement within target accounts.
This position will report to the Vice President of Sales – Regional Accounts North America

Job Description

We are the makers of possible 

 

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. 

 

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. 

Territory & Account Leadership

• Develop and execute a territory strategy to grow sales of prefilled syringe platforms and related drug delivery solutions across Services and ADDS.

• Manage and expand territory accounts across the assigned NA territory.

• Build long-term strategic relationships with decision makers across technical, development, and commercial functions.

• Identify opportunities early in drug development pipelines to position BD products and combination product solutions.

• Ensure BD Management is kept abreast of the customer's industry and business environment, including the presence/threat of competition, in order to formulate proactive strategies to increase BD's share of category

• Responsible for 3-5 year Territory outlook and strategic objectives

Strategic Solution Selling

• Lead consultative sales engagements that position integrated offerings including prefilled syringe platforms, injection device technologies, combination product development services, and analytical/testing laboratory services.

• Collaborate with internal technical teams to develop customized customer solutions.

• Translate customer development challenges into opportunities for the company’s device and service capabilities.

• Directs the account manager team to maintain a high level of responsiveness and issue resolution in order to drive greater customer satisfaction and loyalty

Pipeline Development & Opportunity Management

• Build and manage a strong pipeline of development and commercial opportunities.

• Drive opportunities from early development through commercialization.

• Utilize CRM tools (sf.com, financial databases, etc) to track pipeline, forecasts, and customer engagement.

Cross-Functional Collaboration

• Maintain a robust internal network of cross-functional contacts to maximize information flow and proactively communicate critical information within the BD network

• Coordinate internal resources to deliver high-impact technical engagements and proposals.

Market Intelligence

• Maintain understanding of injectable drug delivery trends, combination product regulations, and competitive technologies

• Provide feedback to internal teams including sales, marketing, platform and leadership on customer needs and market opportunities.

Revenue & Performance

• Achieve and exceed territory revenue targets.

• Develop strategic account plans for key customers.

• Deliver accurate sales forecasting and pipeline visibility in coordination with supply chain and customer service.

• Maintain and control expenses in line with company guidelines and