Territory Manager Western Canada- Medication
2 months ago
**Job Description Summary**:
**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**
**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.
- 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.
- Experience in matrix customer decision making processes.
**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 hel
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