Overview
BD is one of the largest global medical technology companies in the world. We advance health by improving medical discovery, diagnostics and the delivery of care. We have over 70,000 employees and a presence in virtually every country to address global health issues.
Role: Injection Account Manager. You will ensure achievement of business objectives and the sales budget through relationships with Regional Purchasing Agencies, Public and Private Hospital Facilities, CADs, Hospital Pharmacies, Private Pharmacies in the assigned area, and the agency network of Distributor(s), for the Retail Market where applicable.
Responsibilities
* Ensure scientific information and constant monitoring of customers, focusing on regional Key Accounts and Institutional Key Stakeholders at regional level / payers.
* Stay updated on purchasing procedures (e.g., public tenders, RDOs) and support the value proposition of the company\'s products.
* Analyze target markets in terms of size, potential and market share.
* Understand Key Account organization, identify key collaborators, and update company information systems (e.g., Tableau, SFDC).
* Analyze Key Account unmet needs to develop and propose solutions/products/services to maintain and grow the portfolio and acquire new customers.
* Perform, with your direct manager, analyses to define a Tactical Regional Plan with marketing tools and local opportunities for the pharmacy channel and tendering.
* Analyze and supervise achievement of business objectives and propose corrective actions as needed.
* Propose the most effective offering (solutions and price) to the Sales Manager.
* Keep informed about competitor products and services and share information with the Sales, Marketing and Medical Teams.
* Ensure compliance with the Italian Procurement Code and Law in pre- and post-tender phases, including educating and training Key Account Stakeholders and gathering vital information on site as required.
* Provide training on the accurate use of awarded Diabetes area solutions when vital.
* Timely reporting of critical issues.
* Direct management of regional Key Opinion Leaders.
* Support Marketing, Commercial Operations and Business Development, as well as Tender Office, in preparing relevant tender documents where needed.
* Capture field information and provide structured feedback to the Sales, Marketing Team and CBL regarding trends, competitors, tender awards, and opportunities to improve internal processes.
About you
* University degree and/or bachelor’s degree in scientific disciplines or equivalent.
* Proficient English language.
* Significant sales experience in biomedical settings and in handling sophisticated public tenders.
* Knowledge of NHS/Regional Health Service dynamics and PA procurement methods.
* Sophisticated knowledge of products and solutions in the diabetes field.
* Knowledge of and ability to use negotiation and strategic selling techniques.
* In-depth knowledge of purchasing mechanisms in both public (acute care) and private (long-term care, private groups) hospital settings.
* Knowledge of key regional stakeholders.
* Strong drive, results orientation and customer focus.
* Excellent listening skills and positive, non-manipulative influencing skills.
* Analytical thinking and partnership orientation.
Why join us?
A career at BD means being part of a team that values your opinions and contributions and empowers you to bring your authentic self to work. Our associates can fulfill their life’s purpose through the work they do every day. You will learn and work alongside inspirational leaders and colleagues who are passionate about fostering an inclusive, growth-centered environment.
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