BD (Becton, Dickinson and Company) Business Development Manager LA DHI in Sao Paulo, Brazil

Job Description Summary

This role will be tasked with leveraging BD’s existing relationships with Dispensing distributor to support, design and deliver solutions that position DHI technologies, based on analysis of customer clinical/operational/IT processes and centred around customers change drivers.

Deliver post-implementation technology opimisation support and work with customers to produce collateral to further promote adoption and support market Demand. It will also be responsible to develop further opportunities and market dynamics understanding for customers unmets needs within product portofolio available for DHI (Rowa, Pyxis Cato, etc..)

Job Description

  • Meet or exceed annual revenue plan.

  • Establishes first class account business analytics, planning & monitoring tools to help accelerate growth

  • Provides strategic, operational and ad hoc analysis of business development matters

  • Supports all strategic relationships relating to DHI in the region

  • Manages indirect channels with relevant business metrics such as QBRs, compliance, etc.

  • Manages, administrates and optimizes business reporting and reviewing processes, forecasts, budget planning and monitoring

  • Monitors and reports on key performance indicators (KPIs) and develops KPIs for the learning and customer perspectives;

  • Cooperates with BD and country business leaders to develop and implement best in class pricing strategies and tools to promote and achieve margin improvement targets

  • Provide professional, process-focused pre-Sales support; educating and helping current and future customers to understand the impact and value of an end to end automated IV processes.

  • Manages and surveys the implementation and efficiency of “” for the regions

  • Develops the professionalization of sales force reporting vs. budget targets across the regions

  • Collaborate with distributor to produce testimonials, process-transformation studies and ‘White Papers’, to further explain and promote adoption of BD dispensing solutions.

- Pre-Sales

Undertake workflow analysis in order to understand current workflows from Prescribing-Compounding and administration. Consult with customer Pharmacy, Consultants, Procurement/Purchasing, IT, Materials, Supply Chain, Finance and Executive personnel on automation-related change management and clinical process re-engineering requirements.

Design future solution and position with customer.

Support the sales team in Tender preparation

  • Peri-implementation

  • Support Implementation Process Manager/ Project manager by leading Design decisions, Policy and Procedures development & clinical validation of interfaces as appropriate.

  • Post-implementation

  • Identification and positioning of expansion potential.

  • Regional Expert

  • Train distributor on solutions & workflow

  • Develop regional standards & models as appropriate.

  • Contribute to forums for the exchange of clinical ideas, thought-ware and experiences for BD customers.

  • Align with the Solution Management Office, Marketing, R&D and Product Management to inform and support strategies to ensure current and future offerings answer business drivers, providing input for future development of medication and product usage processes, methodologies and technologies that maximise the value of BD Dispensing Solutions automation and are in alignment with BD business goals.

  • Actively contribute and continuously seek to further develop the clinical process and technology knowledge base of the Solution Management Office and Team through experience sharing, participation in certified educational programs, research opportunities, and clinical seminars as appropriate.

  • Work with the Solution Management team to identify and nurture the professional relationship with appropriate Key Opinion Leaders.

  • Reference Site Development

  • Support local Sales team in identifying and developing reference sites that demonstrate BD dispensing solutions effectively.

  • Work with these reference sites to ensure optimum usage and relevance to the local market(s).

  • Actively contribute to the on-going development of BD Dispensing International marketing collateral such as customer case studies, clinical process benchmarking, and medication and supply consumption trends analyses.


  • High cultural understanding and team work spirit; able to be part of different teams (remote) and able to work as well independently

  • Establish relationships based on mutual respect and trust in dealing with partnerts, customers and internal stakeholders

  • Excellent organizational skills

  • Able to make decisions within given parameters

  • Innovative and creative, a good listener

  • Good view and understanding of detail whilst fully appreciative of the bigger picture

  • Flexible attitude and ability to handle changing priorities

  • Assigns high priority to customer satisfaction

  • Challenges “status-quo” and pushes self and others for results

  • Open, clear and consistent communication skills

  • Ability to create detailed tactical and strategic plans

Primary Work Location

BRA Sao Paulo - Chacara Santo Antonio

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.