Job Description Summary

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. 

Job Family Description

The BD Medication Management Solutions (MMS) business combines proven technology with actionable intelligence to prevent medication errors, improve clinician productivity, increase predictability of medication availability, and improve organizational financial performance. At almost every point in the acute or non-acute medication use or management process, safety, efficiency, and costs can be favorably impacted with BD Pyxis™, BD Alaris™, BD Parata™, and BD HealthSight™ solutions.

The BD MMS Territory Manager role is a medical sales position which consists of capital equipment with an IT component and associated consumables.   It is a specialty role in a complex sales environment which involves hospital executive sponsorship and committee approval. The sales cycle is typically 12-24 months and call points include the Director level and above and the frequency of renewal is approximately 5 to 10 years.

About the role:

Reporting to the National Sales Manager, MMS, the Territory Manager – Capital is responsible for managing the success of the relationship with an assigned set of customers, system integrators, distributors, etc. in order to achieve the goals and objectives identified by the customer and Becton Dickinson. Responsible for long-term relationship building between the customer, Becton Dickinson, and other professional organizations. The complexity of the solution, product, or services offered is variable and can range from simple to moderately complex selling.

The role is also responsible for increasing market share and expanding within existing accounts as well as proactively managing the Sales funnel through developing industry insights, cold calling, prospecting, building relationships, post implementation follow up and account development. The successful candidate will be expected to develop and drive the sales plans and develop growth strategies utilizing BD Way of Selling in order to maintain a robust pipeline, achieve sales targets and manage contract calendars as well as managing changing market dynamics.  The candidate will work collaboratively with a cross functional commercial team that includes marketing, contracts, sales operations, customer service and field service to continually improve the customer experience. The compensation package is very competitive and comprised of base salary and variable compensation.

*** This Canada field-based position must reside in either Alberta or Manitoba ***

Key responsibilities will include:

• Region management - account planning, opportunity management, forecasting, resource prioritization, post-sales implementation assessments. 

• Customer Relationships – Account Executive must be able to develop trusting and long-term relationships with front line clinicians/influencers as well as senior management within the Health Care Facility.  Relationship with key decision makers at the GPO and SSO level will also be expected.

• Product Knowledge - develop competencies in product portfolio by completion of sales training and become subject matter expert on product as well as specific hospital environment.

• Collaboration and Teamwork – be able to work with supporting marketing, clinical, and implementation teams during entire BD Way of Selling to ensure an excellent customer experience.  Alignment of territory with regional and national goals through planned collaboration will also be required.

• Facilitate the execution of all quotes, RFP’s and contracts in collaboration with the BD Contracts team.

• Timely completion of expense reports and other administrative tasks.

Education and Experience required:

• Completion of Bachelor’s degree in Healthcare, Science, IT or Business or College degree in similar field combined with relevant experience.

Qualification and experience:

• Minimum of 3-5 years sales experience developing senior customer relationships at acute and health authority, C-suite levels.

• Minimum of 3-5 years IT &/or Capital equipment or Medical Device sales experience, and ability to rigorously apply a proven and standardized BD Way of Selling.

• Demonstrated success in high stakes sales environments with stakeholders at all levels of an organization.

• Experience in matrix customer decision making processes.

• Knowledge of Alberta Health Services and Shared Health Manitoba and their buying processes in order to better influence purchasing decisions is considered a strong asset.

• Familiarity with SalesForce.com.

Skills and Competencies:

• Excellent critical thinking, problem resolution abilities and strong technical skills.

• Strong communication skills – written, verbal & presentation.

• Ability to effectively engage with stakeholders at various levels of an organization in both virtual and live environments.

• Capacity to work collaboratively and influence in a matrix environment

• Ability to find creative solutions and execute in a complex environment

• Excellent business acumen with a high level of accountability and integrity.

• Strong financial acumen - create, articulate, and close based from strong business case driven sales methods.

• Fluency in English (read, speak, write).

Other:

• Up to 40% travel, or as required. Overnight travel and travel during non-standard business hours will be required.

• Ability to travel to locations in Canada and the US outside of the assigned territory is a requirement for the role. Must be able to travel to the US for training purposes as required and is part of the onboarding program.

• Must possess and maintain a valid driver's license and a past clean driving record for a minimum of 3 years; as well as meet BD's auto safety standards.

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