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. 

About the Role

The BD Medication Management Solutions business combines proven technology with impactful intelligence to prevent medication errors, improve clinician efficiency, increase predictability of medication and supply availability, and improve organizational financial performance.

At almost every point in the medication use or supply chain management process, safety, efficiency, and costs can be favourably impacted with the BD Medication Management Solutions Pharmacy Automation portfolio.

The National Sales Manager will be responsible for driving regional revenue targets for Canadian Medication Management Solutions and expanding market penetration across retail, outpatient, central fill, and long-term care closed-door pharmacies. They will provide strategic leadership to the team, overseeing the planning and execution of BD’s sales process.

In close collaboration with commercial teams, they will implement growth strategies leveraging BD’s sales methodology to accelerate the expansion of the Medication Management Solutions Pharmacy Automation platform. Their primary focus will be on talent development, process optimization, and strategic planning to ensure both individual and business success.

Key Responsibilities:

Leadership & Team Development

• Provide direct leadership to the BD Medication Management Solutions Pharmacy Automation sales team in Canada.
• Develop and mentor team members to foster strong sales capabilities and career growth.

Sales Strategy & Performance

• Drive sales effectiveness and competencies, building a robust sales funnel to achieve revenue and profit targets.
• Strengthen commercial intensity by optimizing sales territory assignments and revenue targets for maximum impact.
• Implement a consistent framework for opportunity management and revenue forecasting.

Market Expansion & Customer Engagement

• Collaborate with marketing to enhance customer prospecting, lead generation, and market awareness.
• Work cross-functionally with Marketing, Clinical, and Technical teams to refine and communicate BD’s Pharmacy Automation value proposition.
• Build executive-level customer relationships to understand buying processes and identify key performance indicators BD’s solutions can improve.
• Coach the team in effectively articulating BD’s value proposition and ROI in automation to enhance customer success.

Strategic Planning & Execution

• Lead territory and account planning efforts, executive presentations, and contract negotiations.
• Foster a strong teamwork culture across commercial functions, ensuring seamless collaboration with marketing, clinical, technical, implementation, RFP, contracts, and business operations for a differentiated customer experience.
• Participate in annual strategic planning and budgeting for Medication Management Solutions.

Business Impact & Results

• Deliver measurable results, maintaining accountability for key metrics such as revenue, margin, and market share.
• Strengthen succession planning by developing high-potential talent within the team and across the organization.

Education and experience required:

• Bachelor’s degree required; MBA or Advanced degree preferred.
• 10+ years of demonstrated success in medical device sales, preferably within retail, outpatient, or long-term care pharmacy settings.
• Demonstrated expertise in leadership and people management.
• Experience in pharmacy automation and pharmacy information systems an asset.
• Bilingual in English (read, write, speak) required, with French (read, write, speak) preferred.
• National field-based role with up to 50% travel required, including nights and some weekends.
• Must possess and maintain a valid driver's license and possess a past clean driving record for a minimum of 3 years; as well as meet BD's auto safety standards. 

*** Description du poste en Français ***

À propos du rôle

L’entreprise BD Medication Management Solutions associe une technologie éprouvée à une intelligence percutante pour éviter les erreurs de médication, améliorer l’efficacité des cliniciens, accroître la prévisibilité de la disponibilité des médicaments et des fournitures, et optimiser la performance financière des organisations. À presque chaque étape du processus de gestion des médicaments ou des chaînes d’approvisionnement, la sécurité, l’efficacité et les coûts peuvent être améliorés grâce au portefeuille d’automatisation de pharmacie de solutions de gestion des médicaments.

Le Gestionnaire national des ventes sera responsable de l’atteinte des objectifs de revenus régionaux pour BD Medication Management Solutions Canada et de l’expansion de la pénétration du marché dans les pharmacies de détail, les pharmacies ambulatoires, les sites de reconstitution centralisés et les pharmacies à porte fermée pour les soins de longue durée. Il assurera un leadership stratégique pour l’équipe, supervisant la planification et l’exécution du processus de vente de BD.

En collaboration étroite avec les équipes commerciales, il mettra en œuvre des stratégies de croissance en utilisant la méthodologie de vente de BD afin d’accélérer l’expansion de la plateforme d’automatisation de pharmacie de solutions de gestion des médicaments. Son objectif principal sera le développement des talents, l’optimisation des processus et la planification stratégique pour assurer le succès individuel et organisationnel.

Responsabilités

Leadership et développement de l’équipe

• Fournir un leadership direct à l’équipe de ventes d’automatisation de pharmacie de solutions de gestion des médicaments au Canada.
• Développer et encadrer les membres de l’équipe afin de favoriser de solides compétences en vente et leur progression professionnelle.

Stratégie de vente et performance

• Renforcer l’efficacité et les compétences en vente, en développant un pipeline commercial solide pour atteindre les objectifs de revenus et de bénéfices.
• Optimiser l’intensité commerciale en ajustant les affectations des territoires de vente et les objectifs de revenus pour un impact maximal.
• Mettre en place un cadre cohérent pour la gestion des opportunités et la prévision des revenus.

Expansion du marché et engagement client

• Collaborer avec le marketing pour améliorer la prospection de clients, la génération de leads et la notoriété sur le marché.
• Travailler en collaboration avec les équipes marketing, cliniques et techniques pour affiner et communiquer la proposition de valeur de BD en matière d’automatisation de pharmacie de solutions de gestion des médicaments.
• Établir des relations de haut niveau avec les clients afin de comprendre les processus d’achat et d’identifier les indicateurs de performance que les solutions de BD peuvent améliorer.
• Former l’équipe à articuler efficacement la proposition de valeur et le retour sur investissement de BD en matière d’automatisation pour améliorer la réussite client.

Planification stratégique et exécution

• Diriger la planification territoriale et des comptes, les présentations exécutives et les négociations contractuelles.
• Favoriser une culture de collaboration forte entre les fonctions commerciales, assurant une synergie avec le marketing, les équipes cliniques et techniques, la mise en œuvre, les réponses aux appels d’offres, les contrats et les opérations commerciales, pour offrir une expérience client différenciée.
• Participer à la planification stratégique et à l’élaboration du budget annuel pour BD Medication Management Solutions.

Impact sur l’entreprise et résultats

• Produire des résultats mesurables, en maintenant la responsabilité des indicateurs clés tels que les revenus, les marges et les parts de marché.
• Renforcer la planification de la relève en développant des talents à fort potentiel au sein de l’équipe et de l’organisation.

Education et expérience requises

• Diplôme Universitaire requis ; MBA ou diplôme avancé préféré.
• Plus de 10 ans de succès avéré dans la vente de dispositifs médicaux, idéalement dans les pharmacies de détail, ambulatoires ou de soins de longue durée.
• Expertise démontrée en leadership et en gestion d’équipes.
• Expérience en automatisation de pharmacie de solutions de gestion des médicaments et en systèmes d’information de pharmacie, un atout.
• Maîtrise de l’anglais (lecture, écriture, expression orale) requise, avec un niveau souhaité en français (lecture, écriture, expression orale).
• Poste basé sur le terrain avec jusqu’à 50 % de déplacements requis, incluant des nuits et certains week-ends.
• Doit posséder un permis de conduire valide et avoir un dossier de conduite vierge depuis au moins 3 ans, ainsi que répondre aux normes de sécurité automobile de 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.

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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