Territory Manager MDS (Vancouver, BC)

We are the people who give possibilities purpose

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 Reporting to the MDS National Sales Manager, the successful

Territory Manager MDS

will be based in the

Vancouver BC region

and will be responsible for driving growth while also managing base business (including vascular access and vascular care portfolios) across key customers within the defined territory – British Columbia. The

Territory Manager

will execute on the go-to-market strategy to achieve both customer goals and BD Canada goals ensuring positive customer relationships are established and maintained with key decision makers and influencers including but not limited to Nurses, Pharmacists, Physicians, Technicians, Materials Management and Hospital Management.

Responsibilities

Achieve and manage sales target through the effective management of BD’s base business and growth opportunities in the territory.

Develop a pipeline of opportunities and business plan for the territory.

Develop and implement strategic plans by working with members of the sales, marketing and clinical teams as well as maximize hospital contracts within the assigned territory.

Manage and negotiate product validations, conversions, and sustainability plans.

Translate the strategic marketing and sales plans into account-specific plans by leveraging the product value propositions to achieve targeted sales and growth.

Work closely with the BD Clinical and Sales Teams to provide clinical end users with technical and best practice solutions.

Establish, develop and maintain strong relationships with key decision makers, influencers and committees within hospitals in the territory.

Ensure a high degree of awareness for BD’s portfolio to all hospitals within assigned territory.

Become the customer subject matter expert to deliver win/win solutions.

Execute RFPs through the Pre, During and Post phases.

Represent our value propositions to customer base within the territory with a thorough understanding of the customer and the portfolios.

Maintain sales data and records within the territory to understand market trends.

Uncover and share competitive intel and market insights.

Effectively manage selling expenses.

Adhere to all Company policies and procedures.

Lead account planning initiatives (forecasting, funnel management, sales process rigor, strategic planning calls).

Education and Experience

University degree required.

Must possess a minimum of 3 years’ experience selling medical devices to acute care facilities.

Knowledge of the PHSA considered a strong asset.

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.

Travel up to 30% as needed.

Knowledge of the Canadian Healthcare System and regulatory environment.

Knowledge and Skills

Proven track record of high-level sales successes and drive to achieve results.

Experience developing strong customer relationships and presenting to multiple levels within an organization.

Ability to manage a complex sales environment including multiple projects.

Proficient with the use of Salesforce.com and formal sales processes.

Proven track record of selling to multiple levels of clinical, technical and economic stakeholders.

Takes initiative, perseveres even in the face of obstacles and demonstrates passion for what they do.

Demonstrates accountability and ownership and can create effective plans to achieve targets while maintaining base business and driving profitable growth.

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 settings: one-on-one, small and large groups, with peers, and with senior leadership.

Strong business acumen and analytical skills with a proven understanding of how strategies and tactics work in the marketplace.

Can negotiate skillfully in tough situations with external stakeholders.

Ability to influence decisions, set priorities and follow through with actions.

Demonstrated proficiency in pipeline management, data analysis and use of standard systems.

Ability to read, analyze, and interpret complex data and documents.

Salary Range Salary range information: $69000 – $119000 CAD Annual.

Equal Opportunity Employer Becton Dickinson is an Equal Opportunity Employer and encourages applications from individuals with a wide range of abilities, providing an accessible candidate experience. Becton Dickinson will provide reasonable accommodations to applicants with disabilities throughout the recruitment, selection and/or assessment process.

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