Job Description Summary
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 an assigned territory in Western Canada for the Clinical Diagnostic and Academia Research market.
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.
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 implement growth strategies for our full solution including research and clinical instrumentation, reagents, software and service, applying 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 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 staff, research staff/scientists/PI’s, 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, 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 build and conduct effective customer communications and financial/scientific presentations.
Excellent eye for business 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 experience developing customer relationships preferably within the clinical laboratory or academia research environment OR experience working directly in that environment as an MLT, Research Associate 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 via course work
Experience in matrix customer decision making processes.
Familiarity with SalesForce.com.
Ability to travel approximately 40% of the time or as required
Must possess and maintain a valid driver’s license with a clean driving record with at least 3 years of driver history and also meet BD’s auto safety standards
Must live in or be willing to move to Western Canada preferably Calgary or Vancouver
Education and Training
Completion of a bachelor’s degree in Life Sciences.
Masters and/or PhD in Life Sciences preferred.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
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
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Becton Dickinson is an Equal Opportunity Employer. We encourage applications from individuals with a wide range of abilities and provide an accessible candidate experience. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005, the Accessible British Columbia Act, 2021, and any other applicable legislation, including provincial human rights legislation, Becton Dickinson will provide reasonable accommodations to applicants with disabilities throughout the recruitment, selection, and/or assessment process. If selected to participate in the recruitment, selection, and/or assessment process, please inform us of any accommodation(s) you require by contacting HR at 1-855-234-3577.
PDN
Primary Work Location
CAN Mississauga – Derry Road West
Additional Locations
Work Shift
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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