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.
Job Description
Reporting to the MDS National Sales Manager, the successful candidate will be responsible for driving growth while also managing base business (including vascular access and vascular care portfolios) across key customers within the defined territory in Ontario (Champlain) and Quebec (Outaouais/Abitibi). The MDS Bilingual Territory Manager, will execute on the go-to-market strategy to achieve both customer goals and BD Canada goals ensuring positive customer relationships are established and maintained with key decision makers and influencers including but not limited to Nurses, Pharmacists, Physicians, Technicians, Materials Management and Hospital Management.
Field based role to be preferably based in Ottawa ON, or Gatineau QC, with the ability to travel 30-40% within the defined territory in Ontario (Champlain) and Quebec (Outaouais/Abitibi).
Job Responsibilities:
Achieve and manage sales target through the effective management of BD’s base business and growth opportunities in the territory.
Develop a pipeline of opportunities and business plan for the territory
Develop and implement strategic plans by working with members of the sales, marketing and clinical teams as well as maximize hospital contracts within the assigned territory.
Manage and negotiate product validations, conversions, and sustainability plans
Translate the strategic marketing and sales plans into account-specific plans by leveraging the product value propositions to achieve targeted sales and growth
Work closely with the BD Clinical and Sales Teams to provide clinical end users with technical and best practice solutions
Establish, develop and maintain strong relationships with key decision makers, influencers and committees within hospitals in the territory
Ensure a high degree of awareness for BD’s portfolio to all hospitals, within assigned territory
Become the customer subject matter expert to deliver win/win solutions
Lead account planning initiatives (forecasting, funnel management, sales process rigor, strategic planning calls)
RFP execution of the Pre, During and Post phases
With a thorough understanding of the customer and the portfolios, represent our value propositions to customer base within the territory.
Maintain sales data and records within the territory to understand market trends
Uncover and share competitive intel and market insights
Effectively manage selling expenses.
Be able to travel to the USA for any sales/clinical trainings.
Education and Experience required:
University or College degree.
Must possess a minimum of 2-3 years experience selling medical devices to acute care facilities.
Knowledge and Skills required:
Bilingual in French and English (read, spoken, written) required. This role will require interacting with clients and internal stakeholders in both languages, as well as French in Québec.
Proficient in Microsoft Office Suite, including Word, Excel, PowerPoint, Outlook, and Teams.
Proven track record of high-level sales success, with strong ability to build lasting client relationships and present effectively across all organizational levels, including clinical, technical, and economic stakeholders.
Expert in managing complex sales environments, driving multiple projects simultaneously, and executing structured sales processes.
Results-driven and proactive, demonstrating initiative, resilience, and accountability in achieving targets while maintaining base business and driving profitable growth.
Strong problem-solving and analytical skills, leveraging logic and data to deliver effective solutions and informed decisions.
Exceptional communication and presentation skills, adaptable to diverse settings from one-on-one to senior leadership forums.
Business-savvy negotiator, skilled at influencing decisions, setting priorities, and managing challenging stakeholder interactions.
Proficient in pipeline management, data analysis, and CRM systems, with the ability to interpret complex data and documents.
Work environment:
Must possess and maintain a valid driver's license and a past clean driving record for a minimum of 3 years, as well as meet BD's auto safety standards.
Ability to travel approximately 30–40% of the time within the assigned territory and for various business activities, including travel to the U.S. Travel requirements may vary depending on the selected candidate’s place of residence. Travel may include overnight stays and is required for customer support, case coverage, training, customer events, symposiums, and other field-based activities.
FRENCH JOB DESCRIPTION
Relevant du Directeur national des ventes de MDS, le candidat retenu sera chargé de stimuler la croissance tout en gérant les activités de base (y compris les portefeuilles d'accès vasculaire et de soins vasculaires) auprès des clients clés dans le territoire défini en Ontario (Champlain) et Quebec (Abitibi/Outaouais) Le Gestionnaire de territoire bilingue MDS mettra en œuvre la stratégie de commercialisation pour atteindre les objectifs des clients et ceux de BD Canada en veillant à ce que des relations positives soient établies et maintenues avec les principaux décideurs et influenceurs, y compris, mais sans s'y limiter, les infirmières, les pharmaciens, les médecins, les techniciens, les responsables de la gestion du matériel et les gestionnaires d'hôpitaux.
Poste sur le terrain, idéalement basé à Ottawa (Ontario) ou à Gatineau (Québec), nécessitant une disponibilité pour des déplacements de 30 à 40 % sur le territoire défini en Ontario (Champlain) et au Québec (Outaouais/Abitibi).
Responsabilités du poste:
Atteindre et gérer les objectifs de vente grâce à une gestion efficace des activités de base de BD et des opportunités de croissance sur le territoire.
Développer une réserve d'opportunités et un plan d'affaires pour le territoire.
Élaborer et mettre en œuvre des plans stratégiques en collaborant avec les membres des équipes commerciales, marketing et cliniques, ainsi que maximiser les contrats hospitaliers dans le territoire assigné.
Gérer et négocier les validations de produits, les conversions et les plans de durabilité
Traduire les plans stratégiques de marketing et de vente en plans spécifiques aux comptes en s'appuyant sur les propositions de valeur des produits pour atteindre les objectifs de vente et de croissance.
Travailler en étroite collaboration avec les équipes cliniques et commerciales de BD afin de fournir aux utilisateurs finaux des solutions techniques et des meilleures pratiques.
Établir, développer et entretenir des relations étroites avec les décideurs, les personnes d'influence et les comités au sein des hôpitaux du territoire.
Assurer un haut degré de notoriété du portefeuille de BD auprès de tous les hôpitaux sur le territoire qui lui a été attribué
Être l’interlocuteur expert du client pour identifier et proposer des solutions mutuellement bénéfiques.
Diriger les initiatives de planification des comptes (prévisions, gestion de l'entonnoir, rigueur du processus de vente, appels de planification stratégique).
Exécution de la demande de propositions (DDP) pendant les phases avant, pendant et après le processus.
Grâce à une connaissance approfondie des clients et des portefeuilles, représenter nos propositions de valeur auprès de la clientèle sur le territoire.
Tenir à jour les données et les dossiers relatifs aux ventes sur le territoire afin de comprendre les tendances du marché.
Découvrir et partager des informations sur la concurrence et des informations sur le marché
Gérer efficacement les frais de vente.
Capable de voyager aux États-Unis pour des formations en vente et des formations cliniques
Formation et experience requises :
Diplôme universitaire.
Doit posséder au moins 3 ans d'expérience dans la vente de dispositifs médicaux à des établissements de soins aigus.
Connaissances et compétences requises :
Bilingue en français et en anglais (lu, parlé, écrit) requis. Ce rôle implique des interactions avec les clients et les parties prenantes internes dans les deux langues, ainsi qu’en français au Québec.
Maîtrise de la suite Microsoft Office, incluant Word, Excel, PowerPoint, Outlook et Teams.
Antécédents éprouvés de succès commerciaux à haut niveau, avec une forte capacité à établir des relations durables avec les clients et à présenter efficacement à tous les niveaux d’une organisation, y compris auprès des parties prenantes cliniques, techniques et économiques.
Expert dans la gestion d’environnements de vente complexes, en pilotant plusieurs projets simultanément et en appliquant des processus de vente structurés.
Orienté résultats et proactif, démontrant initiative, résilience et sens des responsabilités pour atteindre les objectifs tout en maintenant les activités de base et en favorisant une croissance rentable.
Solides compétences en résolution de problèmes et en analyse, utilisant la logique et les données pour proposer des solutions efficaces et prendre des décisions éclairées.
Excellentes aptitudes en communication et en présentation, adaptées à divers contextes, du tête-à-tête aux forums de direction.
Négociateur aguerri, capable d’influencer les décisions, de définir les priorités et de gérer des situations complexes avec les parties prenantes externes.
Maîtrise de la gestion du pipeline, de l’analyse des données et des systèmes CRM, avec la capacité de lire, analyser et interpréter des données et documents complexes.
Environnement de travail:
Capacité à voyager environ 30 à 40 % du temps au sein du territoire assigné et pour diverses activités professionnelles incluant deplacements aux US. Les exigences de déplacement pouvant varier selon le lieu de résidence de la personne retenue. Les déplacements peuvent inclure des nuitées et sont requis pour le soutien aux clients, la couverture de cas, les formations, les événements clients, les symposiums et d'autres activités sur le terrain.
Posséder et conserver un permis de conduire valide et un dossier de conduite vierge depuis au moins 3-trois ans, et satisfaire aux normes de sécurité automobile de la BD.
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.
At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Your Career at BD”.
Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors that contribute to the range displayed. The range displayed is comprised of wages, which includes base salary and commission, as well as certain components of our bonus programs. The salary offered to a successful candidate may vary based on a variety of factors including relevant experience, education, skills, qualifications, and work location.
Salary Range Information: $69000-$119000 Annual
This job posting is for an existing vacancy
As part of our recruitment process, we may, in certain circumstances, use technologies such as artificial intelligence or machine learning to screen, assess, or select applicants. These technologies will only be used in accordance with applicable laws and regulations.
Why Join Us?
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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
