Regional Sales Manager, Mds

**Job Description Summary**:
**Be part of something bigger**

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

**Responsibilities**:

- Achieve and manage sales targets through the effective management of BD’s base business and growth opportunities.
- Validate and accelerate growth through active management of the sales pipeline and the management of key opportunities.
- Plan, update, and drive progress to achieve new product objectives and national sales targets.
- Ensure all sales associates are meeting or exceeding all revenue based and market development objectives.
- Drive forecast accuracy through rigorous management of the sales funnel and performing regular territory reviews.
- RFP execution of the Pre, During and Post phases by collaborating with sales teams and Corporate Account Director to set strategies and drive sales to achieve sales growth objectives.
- Ensure all appropriate Bid, Tender and Contract information is directed to Contracts and Customer Service.
- Ensure alignment between marketing initiatives and sales execution.
- Interpret and explain business and marketing policies and programs to associates in order to maintain consistency and responsiveness to customer needs.
- Develop and maintain strong partnerships with all key stakeholders in order to support selling, market development, service efforts and clinical programs.
- Recruit, interview, and hire talented sales professionals.
- Ensure new hires receive appropriate orientation and training to set them up for future success.
- Coaching: Coach, lead and develop regional sales team in sales execution, BD Way of Selling, the sales process, pipeline and opportunity management and divisional, market and competitive intelligence.
- Provide coaching and feedback to sales associates through field visits, and phone contact.
- Provide evaluation of performance after sales calls, presentations, etc., in order to improve technical and selling skills of sales associates.
- Oversee performance management process and provide regular constructive feedback to team.
- With a thorough understanding of the customer and BD’s products, represent our value propositions to our customer base.
- Customers: Interface with clinical, economic and technical stakeholders, 1 to 2 levels from the clinical users of our products to align selling and marketing efforts to customers’ goals.
- Strategic Planning: Representing the designated region, align the long term and short-term organizational objectives with our customers’ goals and communicate the pan BD message.
- Maintain sales data and records on each territory in order to understand market trends, provide direction to associates, and communicate competitive data.
- Effectively monitor and manage selling expenses for the division
- Adhere to all Company policies and procedures.

**Skills and Competencies**:

- Deep knowledge and strong understanding of key stakeholders within the Canadian healthcare market
- Proven track record of high-level sales successes
- Proven track record of selling to mid to high levels of clinical, technical and economic stakeholders in healthcare. (Hospital, SSO, GPOs)
- Subject matter expert on divisional customers and national GPOs, along with their buying process in order to better influence purchasing decisions.
- Significant experience in driving growth and profitability, strategic planning, and managing sales targets, budgets and forecasts.
- Proven problem-solving skills.
- Uses logic and methods to solve difficult problems with effective solutions.
- Strong Communicator and above average presentation skills in a variety of presentation settings: one-on-one, small, and large groups, with peers, and with senior leadership.
- Strong business and financial acumen and analytical skills with proven understanding of how strategies and tactics work in the marketplace.
- Strong negotiation skills tested in tough situations with external stakeholders.
- Ability to influence decisions, set priorities and follow through with actions.
- Must possess excellent communication (both written and verbal), allowing the effective communication of complex information to a wide variety of audiences and leveraging for the best outcome.
- Must be a collaborative facilitator and leader, building consensus while championing business initiatives; can influence without authority.
- Demonstrated project management and organizational skills which foster growth of both associates and grow sales.
- Demonstrated proficiency in pipeline management, data analysis and use of standard systems.
- Ability to read, analyze, and interpret complex data and documents
- Ability to travel up to 50% of the time including overnight t