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BD (Becton, Dickinson and Company) Associate Territory Manager- Surgery (AB) in Calgary, Alberta

Job Description Summary

Job Description

The Associate Territory Manager, Surgery will be reporting to the National Sales Manager. The successful candidate will be based in either Edmonton or Calgary and will be responsible for driving growth and market expansion while also managing the base business for the both the Surgery and Infection Prevention portfolios. The Associate Territory Manager will be 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, you 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.

ROLE:

  • 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).

DUTIES & RESPONSIBILITIES

  • Attaining sales goals established by the Company within the designated territory and budget

  • Increasing sales of current accounts and establishing new accounts. Positions self as a product expert

  • Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals

  • Providing on-site technical support during procedures to ensure proper use of the products.

  • Training and educating physicians and hospital staff on the use of the products.

  • Ensuring surgeons and staff have the most current product information available.

  • Ensuring effective utilization of the products by all trained surgeons within territory

  • Maintains thorough knowledge and capabilities of the Company’s products, channels and methods of distribution.

  • Responsible for meeting territory sales and profitability goals.

  • Responsible for developing new prospects and establishing customers.

  • Informs customers of new and current products, backorders, general order status, current pricing structure, company policy changes, and forecasts for new needs.

  • Achieves prompt, mutually satisfactory solution to customers’ complaints.

  • Keeps promises and appointments. Exercises courtesy and ethical manners at all times.

  • Attends customers’ meetings and tradeshows. Gives thorough post-convention report: number in attendance, competitors present, new product introductions, and recommendations for subsequent shows.

  • Establishes BDI products as the standard for bid accounts through surgeon specifications.

  • Performs special projects and other duties as assigned.

QUALIFICATIONS REQUIRED

EDUCATION & EXPERIENCE

  • University Degree required - Business or Sciences preferred

  • Minimum of 3-5 years general sales experience,with at least two years selling experience in medical devices. OR sales experience is considered an asset.

  • 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 can 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.

  • Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other key stakeholders

  • Providing on-site technical support during procedures to ensure proper use of the products.

  • Training and educating physicians and hospital staff on the use of the products.

  • Ensuring surgeons and staff have the most current product information available.

  • Ensuring effective utilization of the products by all trained surgeons within territory

  • 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.

  • Must possess and maintain a valid driver's license and meet BD's auto safety standards

Additional Desirable Qualifications, Skills and Knowledge:

  • Knowledge of Alberta Health Services and their buying process in order to better influence purchasing decisions is considered a strong asset.

  • Bilingual is preferred

PROFILE

  • Selling Skills

  • 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.

  • Results Orientation

  • 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.

  • Empathy

  • 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.

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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 and the Canadian Human Rights Act, Becton Dickinson will provide 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.

Primary Work LocationCAN ON - Oakville

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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