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 Description Summary: Territory Manager – Capital (Western Canada)

Job Family Description

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.

Responsible for leading 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.

Summary

Responsible for increasing market share and expanding within existing accounts as well as proactively leading the Sales funnel through developing industry insights, cold calling, prospecting, establishing 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 applying BD Way of Selling in order to maintain a robust pipeline, achieve sales targets and lead contract calendars as well as handling 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 uncapped.

Responsibilities

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

• Customer Relationships – Account Executive must be able to develop unquestioning 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 authority on product as well as specific hospital environment.

• Collaboration and Partnership – 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

Skills and Competencies

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

• Strong communication skills – written, verbal & presentation.

• Ability to successfully communicate with stakeholders in both virtual and live environments is crucial.

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

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

• Possesses a “Find a way, Make a way” attitude.

• Up to 40% travel, or as required.

Qualifications and Experience

• 7-10 years sales experience developing senior customer relationships at acute and health authority, C-suite levels.

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

• Experience in matrix customer decision making processes.

• Familiarity with SalesForce.com.

Education and Training

• Completion of bachelor’s degree in Healthcare, Science, IT or Business.

Job Profile Code

• P3 - 14637

Job Group Criteria

Job Group 3:

Required Skills & Knowledge

• Demonstrates a specific set of in-depth skills and knowledge in area of expertise

• Involves natural and expected progression within job family

Degree of Accountability

• Accountable for setting own work direction and completing work tasks

• Erroneous decisions or recommendations may cause delays and result in the allocation of more resources

Financial Impact

• Has some effect on quality, cost, and/or productivity?

Strategic Impact

• Assists in carrying out business/operating plans

Sphere of Influence

• Demonstrates some influence within work area/department/function

Supervisory Responsibilities/ Leadership Characteristics

• Accomplishes tasks mainly through coaching and supervision of support and entry-level professional associates

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.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization’s investment in BD University, you will continually level up your tech skills and expertise.

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

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Becton Dickinson is an Equal Opportunity Employer. We encourage applications from individuals with a wide range of abilities and provide an accessible candidate experience. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005, the Accessible British Columbia Act, 2021, and any other applicable legislation, including provincial human rights legislation, Becton Dickinson will provide reasonable accommodations to applicants with disabilities throughout the recruitment, selection, and/or assessment process. If selected to participate in the recruitment, selection, and/or assessment process, please inform us of any accommodation(s) you require by contacting HR at 1-855-234-3577.

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