BD (Becton, Dickinson and Company) Regional Retail Sales Leader Rowa® Technologies Iberia in San Agustin del Guadalix, Spain

Job Description Summary

As the Regional Retail Sales Leader for Iberia you are leading our Sales activities towards Retail customers such as Pharmacies, Pharmacy Banner Groups, Pharmaceutical Wholesalers, Medication Packaging Centres, Veterinarians, Medication producers and other potential customers of the pharmaceutical supply chain.

You have full responsible of Revenue, Sales Cost and Open Receivables >90days in your sales region. Together with your team of Territory Sales Representatives, Key Account Managers and customer care Consultants you represent the Rowa® Technologies brand of BD in your sales region. In your day to day business you operate in very close collaboration and cooperation with our local Head-of Projects, our local Head-of-Service and our local Marketing Consultant for the best results as a team.

Job Description

Regional Retail Sales Leader Rowa Technologies Iberia

San Agustin de Guadalix - Spain

A superb, wide-ranging retail sales career development role with Rowa technologies (brand of BD) and a global leader in the automate medication storage.

BD is helping hospitals and health systems standardise across their enterprise by automating medication management and leveraging centralized system management capabilities.

Rowa systems and accessories automate medication storage and dispensing in hospital pharmacies.* Available in various types and sizes and featuring customer-specific conveyor technology, our systems can be customized to automate your specific stock intake, recording, storage and order picking. By streamlining these processes, they help save a substantial amount of time, which can be extremely beneficial for hospitals facing ever-tightening budgets.

As the Regional Sales Leader for Iberia you are responsible for Capital Revenue acquired from new customer projects and Annuity Revenue from long-term service maintenance and software license contracts. Together with your team of Territory Sales Managers and Key Account Managers you are respresenting the Rowa® Technologies brand of BD in Iberia. In addition to your monetary targets you have responsibilities in presentation and public representation of BD Rowa towards customers, customer groups, employees and other market participants within your sales region and market segment. The following responsibilities are assigned to the Sales Leader.

  • Initiation and planning regional sales meetings with Territory Sales Representatives and Key Account Managers

  • Leadership in creation of national trade show presentations together with our Downstream Marketing Team

  • Frequent meetings with each sales representative regarding Sales funnel volume and consistency

  • Preparation of order tracking and revenue reporting for actuals and forecast

  • Close cooperation with our BD Rowa Head-of-Projects and BD Rowa Head-of-Service for best customer experience with our Rowa brand during the lifecycle of Consultation, Purchase, Project Planning, Installation and ongoing Operations

  • Quarterly business Review preparation and execution

  • Annual Implementation of goal and objectives for your team with quarterly reviews

  • Establish and maintain relationships to customer groups, partner companies and other relevant business actors in the market.

  • Responsibility in Cost Management and Cost Control related to your cost centres

  • Responsibility in Management of Open Receivables >90days

  • Identification of sales opportunities outside the existing product portfolio and preparation of business cases for new developments and advancements (hardware, software, services)

  • Close cooperation with the downstream marketing team for events, trade shows brochures, electronic communication media and other customer communications

  • Work closely with the marketing team at upstream product (new) developments with regard to requirements definition (Product Policy), demand planning, distribution policy and price policy

Organizational Details

You are reporting to the Senior Retail Sales Leader Southern Europe located in Italy/Milan. You are based in Madrid and travel within your sales region approximately 30%-40% of your available time. Current Revenue volume is around USD 20m with a historical growth rate of CAGR 12%. The team size consists currently of 8 sales resources. In total we have a team size of more than 50 employees in Spain. Portugal is represented by a very solid and long-term Distributor.


You have a proven seniority in the field of sales management or service management and excellent knowledge in electro-mechanical equipment. You navigate very solid through cost and price calculations in the areas of capital turnover and annuity contracts. You have a deep understanding and competence of people management. In more detail:

  • Strategic planning in orders and sales by market and by revenue type

  • Reporting of orders and sales targets and outlook

  • Very good knowledge of marketing, costing, pricing and marketing of services (maintenance service, IMAC / R, Consulting)

  • Excellent knowledge in sales quota and compensation models in connection with distribution target definitions (variable remuneration models)

  • Strong interpersonal skills and empathy

Relevant experience in the following areas: Sales Management, Upstream Marketing (Product Management), Downstream Marketing (Communications) and Service Management (Service Operations)

It’s a superb, all-round sales career development role with a world leader in medical devices. So i f this describes you and your aspirations, then please click on the APPLY button.

Primary Work Location

ESP San Agustin del Guadalix

Additional Locations

Work Shift

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.