Job Description Summary

This role is responsible for developing and executing a multi‑year territory strategy focused on winning competitive share, expanding existing accounts, and securing long‑term customer retention. Working closely with NHS/HSE Pathology, Clinical, and Procurement leaders, the individual will build trusted, strategic relationships that support sustained sales growth and advance business objectives. As a key partner for Specimen Management solutions, the role serves as a Brand Ambassador—delivering expert guidance, advocating for customer needs, and ensuring a seamless, collaborative customer experience across the territory. Leveraging cross‑functional expertise, the individual will engage internal stakeholders to form virtual teams that drive territory initiatives while maintaining accurate opportunity pipelines and customer activity records within Salesforce.
The position is accountable for achieving and exceeding annual sales targets, accelerating performance of strategic focus products, and closing high‑value opportunities using the Company Way of Selling and Strategic Sales with Perspective methodologies. Success in this role requires flexible sales execution—from independently closing simpler deals to leading cross‑functional teams on complex, solution‑based opportunities. The individual will collaborate with Marketing, Professional Services, Managed Services, Pricing, Contracts, and Tender teams to deliver exceptional customer value and implement commercial excellence initiatives. Additionally, the role ensures high‑quality forecasting, account planning, and performance reporting to support ongoing business reviews and long‑term strategic planning.

Job Description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters.

Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics.

Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

About the role

As an Account Manager, Specimen Management—Ireland & Wales, own your territory with autonomy and purpose—expanding our customer base, strengthening existing partnerships, and championing solutions that directly support improved patient care.

Main responsibilities will include:

• Develop and execute a multi‑year territory plan designed to win competitive share, grow existing accounts, and ensure long-term business retention.

• Build trusted, strategic relationships with NHS/HSE Pathology, Clinical, and Procurement leaders to support sustained sales growth and achieve business objectives.

• Serve as a Brand Ambassador—promoting Specimen Management and representing the business with professionalism across the territory.

• Act as the key Specimen Management partner, providing expert support, advocating for customer needs, and ensuring a smooth, collaborative customer experience.

• Leverage the product's cross-functional expertise by identifying and engaging internal stakeholders to form virtual teams that support territory initiatives.

• Maintain accurate, up‑to‑date opportunity pipelines and customer activity records in Salesforce.

Sales Objectives

• Achieve/exceed annual sales targets, driving profitable growth across the Specimen Management product portfolio and designated territory.

• Accelerate performance of strategic “Focus” products in line with growth priorities.

• Identify, prioritise, and close high‑value opportunities using the Company Way of Selling and Strategic Sales with Perspective methodologies.

Sales Execution

• Flex your approach based on opportunity complexity—from independently closing lower-complexity deals to leading cross-functional teams on medium to high-value solution-based opportunities.

• Engage with commercial support functions as needed to move opportunities efficiently through the pipeline.

Strategic Collaboration

• Partner with Marketing, Professional Services, Managed Services, Pricing, Contracts, and Tenders teams to deliver strategic objectives and exceptional customer value.

• Drive territory implementation of the Company's commercial excellence initiatives, including pricing, contract optimisation, tender processes, and customer engagement models.

Commercial Excellence

• Maintain accurate account plans, opportunity pipelines and customer activity records within the Salesforce CRM system to support accurate forecasting and enhanced customer experience.

• Provide insights and performance commentary to support regular business reviews and strategic planning.

About you

• Over 2 years of IVD diagnostics sales experience, ideally across Blood Sciences, Specimen Management, Phlebotomy, Infection Control, Occupational Health, Procurement, Med/Surg, and Nursing, with value‑based selling expertise.

• Strong background in customer relationship building and maintaining positive partnerships with key opinion leaders.

• Consistently achieves sales targets and contributes to long‑term business growth.

• Strong territory management with proven ability to build influential NHS/HSE Pathology and Clinical Services relationships.

• High field engagement, spending up to 80% of time customer‑facing to maximise selling effectiveness.

• Extensive experience in pre‑sales, tendering, contracting, and implementing pathology solutions, consumables, and managed services.

• Deep understanding of NHS/HSE procurement pathways, frameworks, and healthcare decision-making processes.

• Skilled in evaluating commercial terms, negotiating contracts, and managing multiple complex opportunities simultaneously.

• Excellent communication, presentation, financial acumen, and CRM/Office proficiency, supported by a relevant degree-level education.

Click on apply if this sounds like you!

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.

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.

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

Required Skills

Collaboration, Communication, Customer Engagement

Optional Skills

Customer Relationship Management (CRM)

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Primary Work Location

IRL BD and CO Dublin South

Additional Locations

GBR Winnersh - Eskdale Road

Work Shift

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 Our Commitment to You.

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 determined by their experience, education, and skills, as well as the labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location.

Salary Range Information

€54,800.00 - €83,600.00 EUR Annual