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 annual budget

• Participate in trade associations and industry conferences as deemed necessary to drive account objectives and/or recommended by BD management

• Support special project initiatives as assigned

At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role: 

• Annual Bonus 

• Potential Discretionary LTI Bonus  

Health and Well-being Benefits  

• Medical coverage  

• Health Savings Accounts  

• Flexible Spending Accounts  

• Dental coverage  

• Vision coverage  

• Hospital Care Insurance  

• Critical Illness Insurance  

• Accidental Injury Insurance  

• Life and AD&D insurance  

• Short-term disability coverage  

• Long-term disability insurance  

• Long-term care with life insurance  

Other Well-being Resources  

• Anxiety management program  

• Wellness incentives  

• Sleep improvement program  

• Diabetes management program  

• Virtual physical therapy  

• Emotional/mental health support programs  

• Weight management programs  

• Gastrointestinal health program  

• Substance use management program  

• Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit  

Retirement and Financial Well-being  

• BD 401(k) Plan  

• BD Deferred Compensation and Restoration Plan  

• 529 College Savings Plan  

• Financial counseling  

• Baxter Credit Union (BCU)  

• Daily Pay  

• College financial aid and application guidance  

Life Balance Programs  

• Paid time off (PTO), including all required State leaves  

• Educational assistance/tuition reimbursement  

• MetLife Legal Plan  

• Group auto and home insurance  

• Pet insurance  

• Commuter benefits  

• Discounts on products and services  

• Academic Achievement Scholarship  

• Service Recognition Awards  

• Employer matching donation  

• Workplace accommodations  

Other Life Balance Programs  

• Adoption assistance  

• Backup day care and eldercare  

• Support for neurodivergent adults, children, and caregivers  

• Caregiving assistance for elderly and special needs individuals  

• Employee Assistance Program (EAP)  

• Paid Parental Leave  

• Support for fertility, birthing, postpartum, and age-related hormonal changes  

Leave Programs  

• Bereavement leaves  

• Military leave  

• Personal leave  

• Family and Medical Leave (FML)  

• Jury and Witness Duty Leave 

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under Your career at BD. 

Salary or hourly rate ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary or hourly rate offered to a successful candidate is based on experience, education, skills, and any step rate pay system of the actual work location, as applicable to the role or position. Salary or hourly pay ranges may vary for Field-based and Remote roles. 

Salary Range Information  

$146,076.92 - $233,723.08 

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.  

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

To learn more about BD visit https://bd.com/careers 

Becton, Dickinson, and Company 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.

Required Skills

Optional Skills

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Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift