Job Description Summary
An exciting opportunity has arisen for a seasoned capital equipment sales professional to join the NSW/ACT Medication Management Solutions team.
Job Description
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Job Description Summary
We have an opportunity for a dedicated and passionate capital equipment focused Account Manager to join the NSW/ACT Medication Management (MMS) team to provide BD Infusion & Medication Dispensing capital solutions to public & private hospitals. You will be partnering with existing customers and establishing new relationships with an aim to grow the BD market share across NSW/ACT. This is an exciting, varied and challenging role, which will involve developing and maintaining key customer relationships, understanding relevant unmet customer needs in infusion and dispensing by implementing BD product solutions that will result in positive outcomes for both patients and healthcare providers.

Responsibilities:

• Achievement of agreed sales targets for the BD range of MMS Infusion & Dispensing products to various market segments as outlined by the Sales Manager, MMS to ensure consistent sales, market share and profit growth.
• Understanding of capital equipment sales cycle.
• Effectively build and maintain relationships with key customers along the continuum from end-users to c-suite. Ensure that we are meeting or exceeding expectations through a collaborative approach.
• Ensure accurate and appropriate delivery of key communication messages in a specific timeframe for the BD MMS range of products to targeted Healthcare Practitioners.
• Demonstrate expertise in the clinical area of infusion therapy, understanding customer practices and demonstrating the advantages of the BD infusion therapy product solutions, conducting product demonstrations and validations with prospective customers.
• Promote and implement the range of MMS products in public and private hospitals, in close partnership with other relevant BD business units.
• Participate actively in trade conferences organised locally and nationally as required.
• Create territory/account plans including opportunity development, competitive strategies and targets.
• Track and communicate market trends to/from the field including competitor data and develop effective counter strategies.
• Use of Professional Selling Skills to plan and conduct sales calls.
• Compliance to SFDC guidelines including documentation of events and single sales objectives.
• Follow the BD sales processes- SPI.
• Utilising the customer segment insights and selling tools (incl. iPad applications) to present value propositions to key buying influencers.
• Compliance to Sales Force Effectiveness Standards. Utilization of salesforce.com as per requirements outlined by management.
• Develop and maintain local partnership with relevant industry bodies and Pharmaceutical Partner sales representatives in your territory.
• Ensure compliance with all Quality Management System and BD policies.

Most importantly, you are passionate, credible, strong commercially and know how to manage a funnel, grow a business, strategically target opportunities and can work with all stakeholder groups from clinical to C-suite.

Knowledge, Skills & Experience:

• At least 5 years of clinical sales experience within the healthcare hospital market (essential)
• Capital equipment sales experience within healthcare (essential)
• Demonstrated experience selling into OR, ICU and ED (essential)
• Tertiary qualifications desirable, preferably in science, nursing or business
• Ability to deal with multiple priorities and short timelines from time to time.
• Problem solving ability and demonstrated examples of providing innovative solutions.
• Demonstrated negotiation and influencing skills.
• Demonstrated competence in computer literacy with knowledge of software packages, experience with CRM programs an advantage.
• Must be able to manage customer expectations and experience appropriately.
• Ability to work autonomously.
• Strong interpersonal skills.

Other:

• Some weekend work may be required as well as out of normal business hours.
• Domestic travel may be required (Australia and New Zealand).
• Driver’s license essential

Click on apply if this sounds like you!
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.
To learn more about BD visit:
https://bd.com/careers
Required Skills
Optional Skills
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Primary Work Location
AUS Sydney - North Ryde
Additional Locations
Work Shif

• Achievement of agreed sales targets for the BD range of MMS Infusion & Dispensing products to various market segments as outlined by the Sales Manager, MMS to ensure consistent sales, market share and profit growth.
• Understanding of capital equipment sales cycle.
• Effectively build and maintain relationships with key customers along the continuum from end-users to c-suite. Ensure that we are meeting or exceeding expectations through a collaborative approach.
• Ensure accurate and appropriate delivery of key communication messages in a specific timeframe for the BD MMS range of products to targeted Healthcare Practitioners.
• Demonstrate expertise in the clinical area of infusion therapy, understanding customer practices and demonstrating the advantages of the BD infusion therapy product solutions, conducting product demonstrations and validations with prospective customers.
• Promote and implement the range of MMS products in public and private hospitals, in close partnership with other relevant BD business units.
• Participate actively in trade conferences organised locally and nationally as required.
• Create territory/account plans including opportunity development, competitive strategies and targets.
• Track and communicate market trends to/from the field including competitor data and develop effective counter strategies.
• Use of Professional Selling Skills to plan and conduct sales calls.
• Compliance to SFDC guidelines including documentation of events and single sales objectives.
• Follow the BD sales processes- SPI.
• Utilising the customer segment insights and selling tools (incl. iPad applications) to present value propositions to key buying influencers.
• Compliance to Sales Force Effectiveness Standards. Utilization of salesforce.com as per requirements outlined by management.
• Develop and maintain local partnership with relevant industry bodies and Pharmaceutical Partner sales representatives in your territory.
• Ensure compliance with all Quality Management System and BD policies