BD (Becton, Dickinson and Company) Territory Manager-Surgery (Contract) in ON, Canada
Job Description Summary
The Territory Manager, Surgery (contract) will be reporting to the Regional Manager. The successful candidate will be based in GTA/Southwest Ontario and will be responsible for driving growth and market expansion while also managing the base business for the Surgery portfolio. The Territory Manager will be responsible for supporting customers, defining and developing a business pipeline of opportunities that align with the company’s objectives and to our customers’ goals. Individuals will exhibit strong clinical and technical expertise, stay current on product updates, programs and competitive knowledge.
Additionally, the Territory Manager will build and maintain constructive relationships in key accounts with key decision makers and influencers including but not limited to surgeons, physicians, nurses, technicians, materials management, and hospital management.
Achieves and manages sales targets through effective management of base business as well as new sales opportunities. Develops a pipeline of opportunities and business plan for the territory. Establishes, maintains and develops key accounts based on business plan aligned to both organizational and customer goals. Develops and maintains a level of excellence in clinical knowledge within respective disease states and technical knowledge of the products in the portfolio. Develops and maintains a level of excellence in territory management, pipeline management and selling skills. Customer management of stakeholders involved in the clinical, technical and economic aspects of procurement. Builds and maintains sustainable strategic business relationships in key accounts. Performs product demonstrations, customer education and in-service as required or requested to ensure the efficient and effective use of BD Canada products. Manage the territory with integrity and in accordance with BD’s Code of Ethics and all applicable policies, rules and procedures (both BD’s and customers).
Has the energy and ability to drive the sales process. Exhibits courage and curiosity. Demonstrated track record of success. Shows hunger to learn and keep up to date on products and procedures. Communicates clearly and fluently.
Passion to win, is a self -starter and has a sense of urgency to achieve results. Competitive and works hard to exceed targets. Persistent even after setbacks and learns from mistakes.
Listens to customers (internal or external) to find out their needs and objections. Influences customer decisions to gain commitment. Is a confident and skilled speaker. Persuasive about Bard’s portfolio and service
Trust and Respect
Operates with integrity, openness, honesty and ethics to build long term relationships with customers. Establishes trust with customer and becomes the preferred sales rep in providing solutions. Positive attitude and a team player.
Planning and Accountability
Creates plans to achieve targets. Develops account plans to realize customers potential. Sees objectives through to the end and delivers against plans. Delivers on commitments.
Education & Experience
Must possess a minimum of three to five years’ experience in the health care field, with at least three years selling experience in medical devices. OR sales experience is considered an asset.
University Degree required - Business or Science (preferred) MBA preferred
Knowledge, Skills & Abilities
Proven track record of high-level sales successes and driven to achieve results.
Takes initiative, perseveres even in the face of obstacles and demonstrated passion for what they do.
Takes accountability and ownership and is able to create effective plans to achieve targets.
Proven problem solving skills. Uses logic and methods to solve difficult problems with effective solutions.
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 acumen and analysis skills with proven understanding of how strategies and tactics work in the marketplace.
Can negotiate skillfully in a tough situation with external stakeholders.
Must possess excellent communication (both written and verbal), influencing and negotiating skills, 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.
Bilingual is preferred.
Knowledge of the provincial health authorities (ON) and their buying process in order to better influence purchasing decisions is considered a strong asset.
Primary Work Location
CAN ON - Oakville
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.