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.

Job Description Summary

• The National Sales Manager Specimen Management scope is to lead Sales and clinical team across ANZ to meet or exceed business unit goals for profitable revenue growth through developing and implementing the territory sales strategy and support funnel management and velocity.  The role will maintain senior key opinion leader relationships across public and private pathology to drive the Specimen management business and support the IDS business.

• Provide vision, leadership, and strategic direction to the sales team and clinical team to achieve state revenues, growth, and profit targets.

• Manage relationships with key customers to ensure that we are meeting their expectations both at a senior level as well as with end users.

• Manage all aspects of sales and expense target performance including the management of the tender process, achievement of sales targets, analysis of territory results, identification of opportunities, report preparation, pricing qualification, opportunity analysis, sales coaching, and marketing strategy execution.

• Participate in the development of territory revenue and gross profit budgets as well as state marketing strategies and on a regular basis report against these and other performance indicators as directed.

• Set sales strategic plans by product and by territory for review by the BU and commit to action plans with well-defined time metrics.

• Identify, develop, and maintain relationships with key contacts, opinion leaders and influencers in territory.

• Liaise with key internal departments and associates and develop cross functional contacts critical to business performance.

• Collate, and present team feedback and report on competitor activity.

• Identify new business opportunities within existing portfolio and act upon accordingly.

• Actively contributor to Salesforce Effectiveness (SFE) and all aspects of Commercial Excellence, by developing and coach the sales team in the BD Way of Selling to meet or exceed sales revenue and profitability objectives including:

• Use of Professional Selling Skills to plan and conduct sales calls

• Compliance to SFDC guidelines including documentation of events and single sales objectives

• Utilisation of the customer segment insights and selling tools (incl. iPad applications) to present value propositions to key buying influences

Knowledge and Experience:

• Minimum 3 years’ experience in sales management in a similar sized healthcare organisation.

• An excellent understanding of the Australian Diagnostics industry and the key issues of the healthcare industry.

• Extensive experience in healthcare sales in both the public and private sector.

• Experience in a clinical setting such as pathology laboratory is desirable.

• Proven ability to create and drive a vision within a team.

• Strong sales skills in technical and solution-based selling.

• Experience with CRM program management is advantageous.

• Degree level qualification in a business, management, nursing, or science or equivalent.

• Experience of working cross functionally and collaboratively in an international organisation.

• Proven track record of developing individuals and promoting a high-performance culture.

Click on apply if this sounds like you!

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.

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

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