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.
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BD Biosciences' vision is to be the leading provider of innovative tools that drive a deeper understanding of the human immune system and unlock its unique power to fight diseases like HIV and Cancer. The applicants we seek for this capital sales role would be aligned to this vision and responsible for managing the short and long term success of BD's customer relationships while driving profitable growth in the assigned territory of Ontario and the Atlantic (NL NS) for the Clinical Flow Cytometry market.
Job Overview:
Reporting to the National Sales Manager, the successful candidate will be responsible for increasing market share, retaining and expanding revenue within existing accounts and proactively managing the sales funnel through industry insights, prospecting, building relationships, post implementation follow-up and account management. The Territory Manager will be expected to develop and drive a sales plan and execute growth strategies for our full solution including clinical instrumentation, reagents, software and service, utilizing the BD Way of Selling in order to maintain a robust pipeline, achieve sales targets as well as managing changing market dynamics. The candidate will work collaboratively with a cross functional commercial team that includes applications specialists, marketing, contracts, sales operations, customer service and field service to continually improve the customer experience.
Responsibilities
- Territory management - account planning, opportunity management, funnel management and forecasting, resource prioritization, post-sales customer experience and retention.
- Customer Relationships - Account Executive must be able to develop trusting and long-term relationships with laboratory management and bench staff, Hematopathologists, procurement or other influencers as well as senior management and corporate level executives within the customer's organization.
- Product and Industry Knowledge - develop competencies in product portfolio by completion of sales training and become subject matter expert on product as well as specific industry environment.
- Collaboration and Teamwork - be able to work with supporting teams in Marketing, Applications, Strategic Customer team, Field Service and Customer Service during the entire BD Way of Selling process 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 Marketing and BD RFP and Contracting Team.
- Proper management of opportunity pipeline health through assurance of data accuracy in SFDC.
- Drive agenda on regular coaching calls with direct manager to identify resources and assistance required to accelerate opportunity win rate
- Timely completion of expense reports and other administrative tasks
Skills and Competencies
- Strong oral and written communication skills - ability to create and conduct effective customer communications and financial/scientific presentations.
- Excellent business acumen with a high level of accountability and integrity.
- Strong financial acumen - ability to create, prioritize, action and close based on strong business cases and data driven sales methods.
- Possesses a "Find a way, Make a way" attitude.
Qualifications and Experience
- 2+ years of sales medical device experience developing customer relationships within the clinical laboratory environment OR experience working directly in that environment as an MLT or Flow Cytometry operator. Capital equipment sales experience preferred
- Ability to rigorously apply a proven and standardized sales process
- Familiarity or experience with Immunology and Flow Cytometry
- Experience in matrix customer decision making processes.
- Proficient with MS Office tools (Outlook, Excel, Word, etc.), and Salesforce.
- Ability to travel approximately 40% of the time or as required.
- 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.
- Must live within the Toronto Ontario, GTA area.
Education and Training
- Bachelor's degree in Life Sciences, or College degree, or be the graduate of an accredited Medical Laboratory Technologist program and hold a certified MLT designation with work experience in Flow Cytometry.
Click on Apply if this sounds like you!
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
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.
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Primary Work Location
CAN Mississauga - Derry Road West
Additional Locations
Work Shift