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. 

Reporting to the BDI Segment Director, the successful candidate will be responsible for planning, developing and leading Surgical Solutions business initiatives with key customers.  This individual will be responsible to hire, develop, coach, train and motivate team members to achieve personal excellence and to manage base business and growth opportunities across key customers in across Canada. Liaising with multiple internal and external stakeholders, the National Sales Manager Surgical Solutions will develop and execute plans through their teams that achieve both customer goals and BD Canada goals.

Responsible for building and maintaining effective long-term relationships with a defined customer base, maximizing revenues from sales of the organization's products and/or services through a base of reseller partners (e.g., distributors or retailers), closing direct sales of products and/or services, and supporting sales representatives and channel partners in administrative areas.

Job responsibilities

• Achieve and manage sales targets through the effective management of Surgical Solutions base business and growth opportunities.
• Validate and accelerate growth through active management of the sales pipeline and the management of key opportunities.
• Plan, update, and drive progress to achieve new product objectives and national sales targets.
• Ensure all sales associates are meeting or exceeding all revenue based and market development objectives.
• Drive forecast accuracy through rigorous management of the sales funnel and performing regular territory reviews. 
• RFP execution of the Pre, During and Post phases by collaborating with sales teams and Corporate Account Director to set strategies and drive sales to achieve sales growth objectives.
• Ensure all appropriate Bid, Tender and Contract information is directed to Contracts and Customer Service.
• Ensure alignment between marketing initiatives and sales execution.
• Interpret and explain business and marketing policies and programs to associates in order to maintain consistency and responsiveness to customer needs.
• Develop and maintain strong partnerships with all key stakeholders in order to support selling, market development, service efforts and clinical programs.
• Recruit, interview, and hire talented sales professionals.
• Ensure new hires receive appropriate orientation and training to set them up for future success.
• Coaching: Coach, lead and develop national sales team in sales execution, BD Way of Selling, the sales process, pipeline and opportunity management and divisional, market and competitive intelligence.
• Provide coaching and feedback to sales associates through field visits, and phone contact.
• Provide evaluation of performance after sales calls, presentations, etc., in order to improve technical and selling skills of sales associates.
• Oversee performance management process and provide regular constructive feedback to team.
• With a thorough understanding of the customer and BD’s products, represent our value propositions to our customer base.
• Customers: Interface with clinical, economic and technical stakeholders, 1 to 2 levels from the clinical users of our products to align selling and marketing efforts to customers’ goals.
• Strategic Planning: Representing the designated region, align the long term and short-term organizational objectives with our customers’ goals and communicate the pan BD message.
• Maintain sales data and records on each territory in order to understand market trends, provide direction to associates, and communicate competitive data. 
• Effectively monitor and manage selling expenses for the division 
• Adhere to all Company policies and procedures.

Knowledge and Skills

• Deep knowledge and strong understanding of key stakeholders within the Canadian healthcare market
• Proven track record of high-level sales successes
• Proven track record of selling to mid to high levels of clinical, technical and economic stakeholders in healthcare. (Hospital, SSO, GPOs)
• Subject matter expert on divisional customers and national GPOs, along with their buying process in order to better influence purchasing decisions.
• Significant experience in driving growth and profitability, strategic planning, and managing sales targets, budgets and forecasts.
• Proven problem-solving skills. 
• Uses logic and methods to solve difficult problems with effective solutions.
• Strong Communicator and 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 and financial acumen and analytical skills with proven understanding of how strategies and tactics work in the marketplace.
• Strong negotiation skills tested in tough situations with external stakeholders.
• Ability to influence decisions, set priorities and follow through with actions.
• Must possess excellent communication (both written and verbal), 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; can influence without authority.
• Demonstrated project management and organizational skills which foster growth of both associates and grow sales.
• Demonstrated proficiency in pipeline management, data analysis and use of standard systems.
• Ability to read, analyze, and interpret complex data and documents
• Ability to travel up 50% of the time, including overnight travel.

Education and Experience

• Must possess a minimum of 7-seven years’ experience in the healthcare, MedTech and or medical device industry, with at least 5-five years’ experience selling medical devices to acute care facilities preferred.
• Operating Room experience preferred.
• Leadership experience, with the demonstrated ability to lead and serve as an effective team member in a large organization, including planning, developing, organizing, directing, managing, and evaluating personnel preferred.
• Proven track record of leading sales teams, driving team and individual performance, coaching sales execution and developing teams and associates preferred.
• Bachelor’s Degree required, Business or Science field preferred.
• Must possess and maintain a valid driver's license and a clean driving record for a minimum of 3 years as well as meet BD's auto safety standards.
• Bilingual in French considered an asset

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

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.

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.

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